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About the role
Key responsibilities & impact- Own and develop a broad geographic territory
- Conduct account segmentation, whitespace analysis, new-logo prospecting, installed-base expansion, partner mapping, and self-generated pipeline creation
- Lead end-to-end sales cycles from prospecting and discovery through technical validation, competitive displacement, negotiation, and close
- Coordinate RFPs, RFIs, task orders, and contract renewals when applicable
- Develop and execute strategic account plans aligned to funding cycles and procurement timelines
- Build and maintain multi-threaded relationships with program owners, technical and architecture leaders, procurement and contracting officers, and executive leadership
- Link customer mission outcomes to platform capabilities and value realization as a trusted advisor
- Build and maintain qualified pipeline aligned to quarterly and annual bookings targets
- Provide accurate CRM forecasting and deal inspection reflecting customer timing and risk factors
- Ensure compliance with SLED procurement rules, internal approval frameworks, and pricing guidelines
- Build joint territory plans and create pipeline with systems integrators, MSPs, resellers, solution providers, and channel partners
- Conduct co-selling, partner pipeline reviews, account mapping, and executive-to-executive engagement
- Coordinate cross-functionally with Sales Engineering, Professional Services, Customer Success, Legal, Finance, and Sales Operations
- Achieve quarterly and annual targets
- Maintain pipeline health and forecast accuracy
- Drive territory growth through self-generated pipeline, new-logo acquisition, installed-base expansion, and competitive displacement
- Build strong and durable executive-level customer relationships
Requirements
What you’ll need- Must live in the NorthWest US territory
- Proven success in a field-based, quota-carrying B2B technology sales role
- Demonstrated experience independently managing a geographic territory
- Experience conducting in-person customer and partner meetings
- Ability to operate without foundational field-sales training
- Demonstrated success driving six- and seven-figure deals
- Excellent executive communication, negotiation, and consultative selling skills
- Record of meeting or exceeding a meaningful individual quota
- Experience winning net-new logos
- Ability to quantify personally generated pipeline
- Experience activating VARs and channel partners to source or influence opportunities
- Comfort managing a broad account base with transactional opportunities through complex six- and seven-figure sales
- Experience selling network monitoring and observability, infrastructure and IT operations management, network performance monitoring, network detection and response, application delivery and load balancing, network security, or adjacent infrastructure software is beneficial
- Ability to influence from outside the organization and lead complex internal deal teams
- Experience with SLED, healthcare, higher education, public utilities, or broad commercial territories is strongly valued
Benefits
Comp & perks- Medical, dental, vision, life and disability benefits
- 401(k) retirement savings plan
- Tuition reimbursement program
- Critical illness, hospital indemnity, and personal accident insurance
- Identity theft protection
- Auto and home insurance
- Legal insurance
- Pet insurance
- Commission plan with up to an additional $162,000 at goal
- Bonus or uncapped commission opportunities, as applicable
- Employee Stock Purchase Program (ESPP) with a 27-month lookback
- Flexible paid vacation time
- Paid day off for birthday
- Company holidays
- Parental Leave and other leave programs
- Employee Assistance Program (EAP)
- Employee well-being resources focused on physical, mental, social, and financial health