📌 Core Information
🔹 Job Title: Field Sales Representative, Growth Startups, Google Cloud
🔹 Company: Google
🔹 Location: Cambridge, Massachusetts
🔹 Job Type: On-site
🔹 Category: Sales
🔹 Date Posted: April 4, 2025
🔹 Experience Level: 5-10 years
🔹 Remote Status: On-site
🚀 Job Overview
Key aspects of this role include:
- Driving business growth within the startup ecosystem
- Building and maintaining executive relationships with customers and partners
- Acting as a trusted advisor to influence technology and business decisions
- Managing complex business cycles and presenting to C-level executives
- Collaborating cross-functionally with multiple teams and Google Partners
ASSUMPTION: This role requires a strong understanding of the startup ecosystem and the ability to navigate complex business cycles.
📋 Key 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 business cycles, presenting to C-level executives and discussing terms.
✅ Drive business development, own operational excellence at scale, forecast accurately, and achieve strategic goals by leading customers through the entire business cycle.
ASSUMPTION: This role requires strong communication, negotiation, and strategic planning skills.
🎯 Required Qualifications
Education: Bachelor's degree or equivalent practical experience.
Experience: 4 years of experience with quota-carrying cloud or software sales, or account management at a B2B software company.
Required Skills:
- Proven track record in cloud or software sales
- Experience working with C-level executives
- Strong negotiation and presentation skills
- Ability to build and maintain strong customer relationships
- Experience working cross-functionally with multiple teams
Preferred Skills:
- Experience selling Cloud Solutions, Infrastructure Software, Databases, Analytic Tools, or Applications Software to Startups or Digital Native organizations
- Experience growing existing customer base and acquiring new logos at scale
- Experience working with Customer Engineers and customers' technical leads to inventory software estate, define migration plans, and build migration business cases
- Experience cultivating C-level relationships and influencing executives
ASSUMPTION: While a Bachelor's degree is required, equivalent practical experience may be considered.
💰 Compensation & Benefits
Salary Range: $77,000 - $110,000 USD per year (base salary)
Benefits:
- Bonus
- Equity
- Benefits (health, dental, vision, etc.)
Working Hours: Full-time (40 hours/week)
ASSUMPTION: The provided salary range is determined by role, level, and location. Individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training.
📌 Applicant Insights
🔍 Company Context
Industry: Computer and Network Security
Company Size: 10,001+ employees
Founded: 2018
Company Description:
- Google Cloud accelerates every organization’s ability to digitally transform its business and industry
- Delivers enterprise-grade solutions that leverage Google’s cutting-edge technology
- Offers advanced technologies that help developers build more sustainably
Company Specialties:
- Cybersecurity solutions
- Modern, intel-driven security operations platform
- Secure-by-design cloud foundation
Company Website: https://cloud.google.com/security
ASSUMPTION: Google Cloud Security is a division of Google, focusing on providing comprehensive cybersecurity solutions to organizations.
📊 Role Analysis
Career Level: Mid to Senior level
Reporting Structure: This role reports directly to the Sales Manager
Work Arrangement: On-site, with potential for hybrid or remote work in the future
Growth Opportunities:
- Potential to advance to a sales management or leadership role
- Opportunity to work on high-impact projects and influence business strategy
- Chance to learn and grow within Google's extensive product suite
ASSUMPTION: Growth opportunities may vary depending on individual performance and company needs.
🌍 Location & Work Environment
Office Type: On-site, with potential for hybrid or remote work in the future
Office Location(s): Cambridge, Massachusetts
Geographic Context:
- Cambridge is a city in Massachusetts, known for its vibrant tech industry and proximity to Boston
- The area offers a mix of urban and suburban living, with numerous cultural attractions and outdoor activities
- Massachusetts has a humid continental climate, with warm summers and cold, snowy winters
Work Schedule: Full-time (40 hours/week), with potential for flexible hours or overtime
ASSUMPTION: While the role is currently on-site, Google has been expanding its remote work options and may offer hybrid or fully remote work in the future.
💼 Interview & Application Insights
Typical Process:
- Online application and resume screening
- Phone or video screen with a recruiter
- Behavioral and situational interviews with hiring managers
- Final interview with the sales team or sales manager
Key Assessment Areas:
- Sales skills and experience
- Communication and presentation skills
- Problem-solving and strategic thinking
- Cultural fit and alignment with Google's values
Application Tips:
- Highlight relevant sales experience and achievements in your resume
- Tailor your cover letter to demonstrate your understanding of the startup ecosystem and Google Cloud's offerings
- Prepare examples of your negotiation and presentation skills for the interview
- Research Google's company culture and values to demonstrate your fit
ATS Keywords: Cloud Solutions, Software Sales, Account Management, Customer Relationships, Business Development, Negotiation, Cross-Functional Leadership, Customer Engagement
ASSUMPTION: The application process may vary depending on the specific needs of the hiring team and the number of applicants.
🛠️ Tools & Technologies
- Google's sales tools and CRM (e.g., Salesforce, G Suite)
- Presentation software (e.g., Google Slides, PowerPoint)
- Negotiation and contract management tools
ASSUMPTION: The specific tools and technologies used may vary depending on the role and the needs of the team.
👔 Cultural Fit Considerations
Company Values:
- Focus on the user
- Be a good neighbor
- Do the right thing
Work Style:
- Collaborative and team-oriented
- Data-driven and analytical
- Adaptable and innovative
Self-Assessment Questions:
- How have you demonstrated a focus on the user in your previous roles?
- Can you provide an example of a time when you had to be a good neighbor, either in a professional or personal context?
- How have you done the right thing, even when it was difficult or unpopular?
ASSUMPTION: Google places a strong emphasis on cultural fit and values-driven decision-making in its hiring process.
⚠️ Potential Challenges
- Managing complex business cycles and high-stakes negotiations
- Working with C-level executives and other stakeholders
- Adapting to a fast-paced and dynamic startup environment
- Balancing sales targets and customer needs
ASSUMPTION: The specific challenges of this role may vary depending on the individual's experience and the needs of the team.
📈 Similar Roles Comparison
- This role is similar to other sales roles within Google Cloud, but focuses specifically on the startup ecosystem
- Compared to other sales roles, this position may require a deeper understanding of the unique needs and challenges of startup customers
- Career progression in this role may involve moving into sales management or leadership, or specializing in a specific industry or product area
ASSUMPTION: The specific comparisons and career paths may vary depending on the individual's skills, experience, and the needs of the company.
📝 Sample Projects
- Developing a strategic account plan for a high-potential startup customer
- Leading a cross-functional team to migrate a customer's software estate to Google Cloud
- Negotiating a complex contract with a startup customer to drive business growth
ASSUMPTION: The specific projects and responsibilities may vary depending on the needs of the team and the individual's skills and experience.
❓ Key Questions to Ask During Interview
- How does this role fit into the broader sales strategy for Google Cloud within the startup ecosystem?
- What are the most common challenges faced by sales representatives in this role, and how can they be addressed?
- How does Google support the professional development and growth of its sales team members?
- What is the expected timeline for achieving sales targets, and how is success measured in this role?
- How does this role collaborate with other teams and departments within Google Cloud?
ASSUMPTION: The specific questions to ask may vary depending on the individual's interests, experience, and the needs of the team.
📌 Next Steps for Applicants
To apply for this position:
- Submit your application through this link
- Tailor your resume to highlight your relevant sales experience and achievements
- Write a cover letter that demonstrates your understanding of the startup ecosystem and Google Cloud's offerings
- Prepare examples of your negotiation and presentation skills for the interview
- Follow up with the hiring team one week after submitting your application
⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.
