The Cloud Sales Representative II is a senior, quota-carrying sales professional responsible for driving cloud revenue growth while leading and holding 2–3 sales representatives accountable to performance targets.
This is a player-leader role. You will generate pipeline, close complex cloud opportunities, and ensure team execution against regional revenue goals. Performance is measured by revenue attainment, gross margin, pipeline strength, and forecast accuracy.
This role requires disciplined prospecting, strong technical sales acumen, and consistent overachievement.
Core Focus Areas
- Cloud Infrastructure (IaaS)
- Cloud Platforms (Azure, AWS, Google Cloud, or equivalent)
- Microsoft 365 / SaaS solutions
- Cloud migration & modernization
- Managed cloud services
- Security and compliance add-ons
Key Responsibilities
Revenue Ownership
- Carry and close a personal annual revenue target ($2M–$4M+ depending on territory)
- Drive regional cloud revenue target ($6M–$15M+ annually)
- Lead complex cloud migration and managed services deals
Lead Generation & Pipeline Development
- Generate new business through structured outbound prospecting
- Build vertical-based account strategies
- Maintain minimum 3x pipeline coverage
- Qualify inbound opportunities and convert to revenue
- Develop executive-level relationships within target accounts
Team Leadership
- Lead, coach, and hold 2–3 sales reps accountable to quota
- Conduct weekly pipeline and forecast reviews
- Ensure CRM discipline and data integrity
- Mentor junior reps on cloud solution positioning
Deal & Margin Discipline
- Structure profitable cloud agreements (recurring revenue focus)
- Protect margin across licensing and services
- Collaborate with engineering and delivery teams for solution scoping
- Maintain forecast accuracy within ±10%
Quota & Performance Expectations
- Personal Revenue Target: $2M–$4M annually
- Regional/Team Target: Multi-million-dollar cloud revenue goal
- Maintain 3x pipeline coverage across team
- 100%+ quota attainment expectation
- Forecast accuracy within ±10%
- Strong recurring revenue growth (MRR/ARR focus)
This role is accountable for revenue generation, not administrative oversight.
Compensation Structure
Base Salary: $50,000 – $70000
Commission Plan:
- 8%–12% of gross margin on personal cloud deals
- Accelerator up to 15% for exceeding quota
- Optional team performance multiplier tied to regional attainment
On-Target Earnings (OTE): $130,000 – $220,000+
Uncapped earnings potential
High performers who drive recurring cloud revenue will significantly exceed OTE.
Required Qualifications
- 5+ years in cloud, SaaS, or technology sales
- Proven record of exceeding quota
- Experience selling Azure, AWS, Microsoft 365, or comparable platforms
- 2+ years mentoring or leading sales reps
- Strong understanding of cloud economics (IaaS, licensing, managed services)
- Experience selling recurring revenue solutions
- CRM and forecasting discipline
Preferred Qualifications
- Cloud certifications (Azure, AWS, etc.)
- Experience selling into SMB, mid-market, or enterprise accounts
- Experience structuring multi-year managed services agreements
