Enterprise Account Executive, Startups

**Minimum qualifications**:

- Bachelor's degree or equivalent practical experience.
- 4 years of experience with quota-carrying cloud or software sales, or account management at a B2B software company.
- Experience in selling Cloud technology to startups

**Preferred qualifications**:

- Experience selling Cloud Solutions, Infrastructure Software, Databases, Analytic Tools, or Applications Software to Startups or Digital Native organizations, aligning solutions to drive business outcomes.
- Experience working with Customer Engineers and customers' technical leads to inventory software estate, define migration plans, and build migration business cases.
- Experience growing existing customer base and acquiring new logos at scale, to increase spend and accelerate consumption business growth.
- Experience working with, and leading, cross-functional teams and partners in implementations and negotiations.
- Experience with commercial and legal negotiations, working with Procurement, Legal, and Business teams.
- Experience cultivating C-level relationships and influencing executives.

About the job
As a Field Sales Representative (FSR) within our Startups organization, you will manage the growth strategy for accounts across the startup ecosystem. You’ll leverage experience engaging with senior executives to build on existing relationships, establish relationships in new areas, and act as a business partner to understand our customer's challenges and goals. You will advocate the innovative power of our products and solutions to make organizations more productive, collaborative, and mobile. Google Cloud's unique capabilities empower startups to address critical needs in scaling, growth, and global expansion, while also offering advanced technologies that drive differentiation, customer acquisition, and business growth acceleration.
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.

**Responsibilities**:

- Build and deepen executive relationships with mid-market enterprise customers and the partner ecosystem to influence their short term and long-term technology and business decisions. Add value as a trusted advisor.
- Become an expert on our customers business, including their SaaS product portfolio, technology strategy, strategic growth plans, business drivers, financial structure, customer base, vertical market offering and competitive landscape.
- Lead account strategy to develop business growth opportunities, working cross-functionally with multiple teams and Google Partners, to maximize business impact within startup customers.
- Manage complex sales cycles, presenting to C-level executives and negotiating terms.
- Drive business development, own operational excellence at scale, forecast accurately, and achieve strategic goals by leading customers through the entire business cycle.

Google is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. See alsoGoogle's EEO Policy andEEO is the Law. If you have a disability or special need that requires accommodation, please let us know by completing ourAccommodations for Applicants form.