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Illumination Systems ArizonaCore Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in B2B SaaS sales, focusing on pipeline management, customer engagement, and technical deal leadership. Proven ability to leverage cloud-native technologies and data infrastructure to drive measurable customer outcomes and expand account value.
Highest-signal resume keywords
B2B SaaS Sales ExperiencePipeline ManagementTechnical Deal LeadershipMEDDPICC MethodologyCloud-Native Technology Familiarity
Tech Stack
Tools & technologiesAbout the role
Key responsibilities & impact- Prospect, qualify, and close new business across commercial and mid-market accounts.
- Build and manage a healthy pipeline using direct outreach and available product, Marketing, BDR, partner, and customer signals.
- Lead opportunities from first meeting through technical validation, security and procurement, pricing, negotiation, and close.
- Communicate MinIO's value to technical and business stakeholders, tying architecture to measurable customer outcomes.
- Expand and retain assigned customers by identifying new workloads, capacity, use cases, and business units, and hand off cleanly to post-sale teams.
- Use MEDDPICC or a comparable method, and maintain accurate pipeline, forecasts, activity, and next steps in Salesforce.
- Collaborate with Field Architects, Marketing, Customer Success, Product, and partners to deliver a strong customer experience.
- Share field insights to help sharpen MinIO's commercial playbook.
Requirements
What you’ll need- Three or more years of direct B2B SaaS or infrastructure sales experience with consistent quota achievement.
- Evidence of sourcing and closing new customers and managing commercial or mid-market sales velocity.
- Experience leading technical deals in the $50K–$300K+ range.
- Familiarity with cloud-native technology, data infrastructure, object storage, AI/ML, lakehouse, analytics, HPC, or adjacent platforms.
- Credibility with VPs of Infrastructure, Engineering leaders, Enterprise Architects, and related technical buyers.
- A metrics-based approach to pipeline creation, qualification, value selling, forecasting, and negotiation.
- Experience expanding accounts through cross-sell, upsell, and measurable customer value.
- Comfort in an early-stage or growth-stage environment and strong cross-functional collaboration.
- Object-storage, S3, or cloud-native experience.
- Experience in a hybrid product-led and sales-driven motion.
- Familiarity with Salesloft, Outreach, or LinkedIn Sales Navigator.
- MEDDPICC, Force Management, or Challenger training.
- Partner co-sell experience.
Benefits
Comp & perks- Health Care Plan (Medical, Dental & Vision)
- 401K with 3% Contribution
- Pre-IPO Stock Options
- At least 12 Public Holidays
- Flexible Time Off
ATS Keywords
✓ Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Quota AchievementValue SellingForecastingNegotiationCross-SellUpsellAccount ExpansionTechnical ValidationSales Pipeline CreationMetrics-Based Approach
Soft Skills
Cross-Functional CollaborationCommunication
Tools & Technologies
SalesforceSalesloftOutreachLinkedIn Sales Navigator
Certifications & Qualifications
MEDDPICC TrainingForce Management TrainingChallenger Training
Industry Keywords
Infrastructure SalesObject StorageCloud-NativeData InfrastructureAI/MLAnalyticsHPCCommercial AccountsMid-Market AccountsPartner Co-Sell