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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in managing the full sales cycle in a high-velocity SaaS environment, with a strong focus on pipeline management, accurate forecasting, and consultative selling. Proficient in leveraging CRM tools and collaborating with cross-functional teams to drive revenue growth and customer engagement.
Highest-signal resume keywords
Quota-Carrying SaaS Sales ExperiencePipeline Management SkillsConsultative Value-Based SellingFluency with SalesforceExperience Managing Full Sales Cycle
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
New Business GenerationAccurate ForecastingTerritory ManagementContract NegotiationBusiness Case DevelopmentDiscovery CallsUpsellingCross-SellingSales Cycle ManagementCompetitive Landscape Monitoring
Soft Skills
Excellent Communication SkillsSelf-Starter MentalityTime ManagementGrowth MindsetCoachability
Tools & Technologies
SalesforceOutreachGongClariLinkedIn Sales Navigator
Industry Keywords
CybersecurityIdentity ManagementSaaSChannel SalesPartner-Assisted Sales
Tech Stack
Tools & technologiesCyber Security
About the role
Key responsibilities & impact- Own and grow a territory of small and mid-sized businesses across North America
- Grow revenue within the existing customer base through upsell and cross-sell motions
- Drive new logo acquisition through outbound prospecting, inbound follow-up, and channel collaboration
- Manage the full sales cycle from first conversation through contract close
- Conduct discovery, product demonstrations, business case development, and negotiations
- Build and maintain pipeline at 3x or greater coverage
- Submit accurate weekly forecasts through Clari
- Help restore and accelerate SMB revenue growth through customer-value-focused interactions
- Monitor the competitive landscape in identity management and cybersecurity
- Leverage Salesforce, Outreach, Gong, Clari, and LinkedIn Sales Navigator to manage the territory
- Collaborate with Sales Manager, Marketing, Channel partners, Solutions Consulting, Sales Operations, and Enablement
Requirements
What you’ll need- Proven success in a quota-carrying, high-velocity SaaS sales role with direct responsibility for new business generation and consistent attainment
- Strong pipeline management skills, including accurate forecasting, disciplined territory management, and rigorous CRM hygiene in Salesforce
- Fluency with Salesforce, Outreach, Gong, Clari, and LinkedIn Sales Navigator
- Consultative, value-based selling connecting product capabilities to customer pain points, business risks, and measurable outcomes
- Excellent written and verbal communication skills
- Ability to navigate multi-threaded deals across IT, Finance, and executive buyer personas at small businesses
- Experience managing a full sales cycle from prospecting through close in a competitive, multi-product SaaS environment
- Self-starter mentality with strong time management and personal accountability
- Growth mindset and coachability
- Preferred but not required: experience selling in cybersecurity, identity and access management, or an adjacent SaaS vertical
- Preferred but not required: familiarity with channel and partner-assisted sales motions
- Preferred but not required: experience leveraging AI tools for prospecting, research, and outreach personalization
- Preferred but not required: previous use of Clari for pipeline management and forecasting
- Preferred but not required: familiarity with MEDDPICC or a comparable sales qualification framework
Benefits
Comp & perks- Commission in addition to base pay
- Remote-first culture
- Competitive compensation
- Flexible Paid Time Off policies
- Quarterly Self-Care Days (4 extra paid days off annually)
- Volunteer Days
- Parental leave
- Comprehensive health coverage, including dependents
- Home office setup support
- LastPass Families free account for up to 5 members
- Continuous learning and development opportunities
- Annual learning stipend
- Peer-to-peer recognition through Quantum Workplace
- Employee Assistance Program for well-being support
- Remote work stipend
- Short-Term or Remote-Centric Work Arrangements for added flexibility