Minimum qualifications:

• Bachelor's degree or equivalent practical experience.
• 15 years of experience with quota carrying cloud or software sales and account management at a B2B software company.
• Experience leading cross-functional teams including inside sales representatives, sales engineers, partner sales managers, and external partners.

Preferred qualifications:

• 15 years of experience promoting Cloud Solutions, Infrastructure Software, Databases, Analytic Tools, or Applications Software.
• Experience managing multiple complex business-cycles, often owing C-level executive relationships.
• Experience acquiring new logos at scale, with a focus on Digital Native and Startup customers.
• Ability to work with sales engineers and customers' technical leads to inventory existing software estate, define migration plans, and build business cases for migrations.
• Demonstrated success with large complex commercial and legal negotiations working with procurement, legal, and business teams in large enterprises.

About the job

As a member of the Google Cloud team, you inspire leading companies, schools, and government agencies to work smarter with Google tools like Google Workspace, Search, and Chrome. You advocate for the innovative power of our products to make organizations more productive, collaborative, and mobile. Your guiding light is doing what's right for the customer, you will meet customers exactly where they are at and provide them the best solutions for innovation. Using your passion for Google products, you help spread the magic of Google to organizations around the world.

As a Field Sales Representative (FSR) for Startups, your primary responsibility is to accelerate Google Cloud adoption with competitively held, late-stage, mature startups. You will be responsible for building meaningful relationships across various levels within the customer, including Founders, Executives, and Developers.

In this role, you will work with Customer Engineering, Specialist Solutions, Marketing, Partner, Product, and Engineering teams to produce a focused value proposition and sales Go-To-Market (GTM) that results in the acquisition of well-known brands in the Startup community. Additionally, you will build this GTM motion for the Startup segment, designing and implementing the strategic approach to drive robust partnerships and cross-product area opportunities between Google Cloud and these Startups.

Google Cloud accelerates every organization's ability to digitally transform its business and industry. We deliver enterprise-grade solutions that leverage Google's cutting-edge technology, and tools that help developers build more sustainably. Customers in more than 200 countries and territories turn to Google Cloud as their trusted partner to enable growth and solve their most critical business problems.

The US base salary range for this full-time position is $110,000-$164,000 bonus equity benefits. Our salary ranges are determined by role, level, and location. The range displayed on each job posting reflects the minimum and maximum target salaries for the position across all US locations. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. Your recruiter can share more about the specific salary range for your preferred location during the hiring process.

Please note that the compensation details listed in US role postings reflect the base salary only, and do not include bonus, equity, or benefits. Learn more about benefits at Google .

Responsibilities

• Manage a book of twenty greenfield, mature (late stage) startups.
• Lead territory account planning process that aligns partner and Google resources to maximize business growth, customer satisfaction, and market share.
• Drive consistent business growth by managing the complete business cycle (including prospecting, qualifying, forecasting, and establishing new agreements and managing a book of business).
• Build and deepen executive relationships with customers. Influence long-term strategic direction and serve as a business partner.
• Engage with cross-functional stakeholders including customer engineering, marketing, solution specialists, ecosystem partners to develop and execute business pursuits.