We are looking for Playbook Sellers – AEs who know how to work with proven go-to-market frameworks from SaaS scaleups and public cloud providers, and who not only understand but actively use sales methodologies like MEDDICC and structured sales cycles.
You will drive new business, build a healthy sales pipeline, and consistently execute co-selling motions with partners like AWS, Okta, and Wiz.
Your responsibilities:
- Apply and evolve sales playbooks: Manage the full sales cycle using structured frameworks.
- Pipeline ownership: Build, manage, and forecast a healthy pipeline – from first outreach to closing.
- Partner co-selling: Work hand in hand with AWS, Okta, Wiz, Grafana and others to run joint go-to-market motions.
- Deal execution: Lead complex SaaS and Cloud Security deals (typical ACV €50k–250k) with C-level and technical stakeholders.
- Value selling: Translate customer needs into business cases, ROI models, and tailored proposals.
- Account expansion: Identify cross-sell and upsell opportunities beyond the initial project.
- Collaboration: Work closely with Pre-Sales, Delivery, Sales Ops, and Marketing to develop accounts strategically.