Field Sales Representative, Startups, Google Cloud

Role overview

Google Cloud’s platform team helps organizations design, modernize, and grow using cloud technology. The business is built to deliver security, reliability, and scalability across infrastructure, applications, devices, and hardware. In this position, you will support growth across the startup ecosystem by partnering with executives, strengthening existing relationships, opening new opportunities, and acting as a trusted advisor on business needs and goals.

You will represent Google Cloud’s solutions to help customers work more collaboratively, stay mobile, and unlock the value of digital transformation. The role sits within a fast-growing, entrepreneurial environment where you will contribute to shaping how startups use technology to connect with customers, employees, and partners.

Minimum qualifications

• A bachelor’s degree or equivalent hands-on experience.
• At least 10 years of quota-based experience in cloud or software sales, or in consultative account management within a B2B software company.
• Background in startup sales, including handling commercial and legal negotiations and working with procurement, legal, and business stakeholders.
• Experience running the complete sales process, including pipeline management, forecasting, and reporting.

Preferred qualifications

• Experience in consultative selling to executives at startups or digital-native companies, including discovery conversations, future-oriented proposals, and long-term account planning.
• Ability to qualify leads and clearly explain the value of cloud, data, and AI technologies in relation to customer needs, business opportunities, and current tech trends.
• Experience growing existing accounts, winning new customers, and increasing consumption revenue.
• Exposure to agreement design, commercial negotiation, and support for multi-year partnerships.
• Experience coordinating cross-functional teams and partners during implementation and negotiation.
• Strong commercial and financial understanding, including profit and loss awareness and accurate forecasting.

Responsibilities

• Develop trusted relationships with enterprise customers, influence their direction, and operate as a strategic business partner.
• Own account strategy to create and expand business opportunities, working with customer engineers and Google partners to improve outcomes across the territory.
• Learn each account’s technology environment, growth plans, business priorities, and technology roadmap.
• Manage several opportunities across the sales cycle, coordinate with cross-functional teams, and act as the main customer contact for adoption-related matters and agreement development.
• Drive business growth, create forecasts, and deliver against goals by guiding customers through the full sales cycle.

Equal opportunity

Google follows an equal opportunity hiring policy and makes employment decisions without regard to race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, or veteran status. The company also considers qualified candidates with criminal histories where permitted by law. Accommodation support is available for applicants who require adjustments because of a disability or special need.