This is a remote role covering the West Coast territory, sitting within a US sales team of around 8-10 people and reporting directly to the VP of Sales, North America. You will own the full sales cycle — from prospecting and qualification through to close — for new enterprise accounts in your territory. You will work closely with Solutions Engineering, Product Management, Marketing, and Legal to bring the right resources to bear at the right moments in each deal.
In your first few weeks, the priority is depth over activity. You will complete onboarding, work through product and technical training, and develop a solid grasp of emnify's ideal customer profile, buyer personas, pricing model, and competitive positioning.
By month two or three, you will be prospecting independently — running outbound alongside inbound follow-up, conducting your own discovery calls, and qualifying opportunities against emnify's framework. You will start building pipeline and learning which messages and objections resonate with our buyers. Expect to be generating meetings and managing early-stage opportunities with increasing independence.
By the halfway mark, you should own a live set of opportunities at multiple stages of the funnel. You will be running complete discovery and demo cycles, coordinating Solutions Engineering and other internal resources, producing a reliable forecast, and progressing late-stage deals toward close. Depending on sales-cycle length, this is when first wins typically become possible.
The broader arc is becoming a repeatable, forecastable contributor — someone with a clear territory strategy, consistent prospecting habits, strong internal relationships, and a sharp understanding of why deals are won or lost.
- New customer acquisition, driving new revenue and managing the entire customer life cycle.
- Develop territory and meet annual recurring revenue targets.
- Become a trusted advisor for your customers and manage the entire sales cycle including pricing, competitive differentiation, solution design and contracting process.
- Work with your customers' decision-makers and influencers in Line of Business Management, Development and Product Management, Operations and Procurement.
- Leverage other emnify stakeholders in solution engineering, product management and marketing.
- Create a winning culture in an exciting growth market.
- Direct experience and solid knowledge of IoT products within the connectivity space
- Based in the PST/MT timezones
- A proven track record of closing deals at the enterprise level, with consistent quota attainment
- Experience managing and closing deals, including navigating multi-stakeholder buying processes and extended sales cycles
- Fluency in a structured sales methodology — MEDDIC, Challenger, SPIN, or similar — and the discipline to apply it consistently rather than selectively
- Comfort operating in a value-based selling motion, you build business cases, you quantify ROI, and you sell outcomes rather than features
- Proficiency with CRM and sales tools (Salesforce, LinkedIn Sales Navigator, or equivalents) and a genuine preference for a data-driven approach to managing your territory
- Clear, confident written and verbal communication — you can adapt your message for a technical buyer, a procurement lead, or a C-suite sponsor
- Coachability — we want someone who is excited to grow with us
