Field Sales Manager III, Startups, CEE, Google Cloud
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In-office locations: Warsaw, Poland; Prague, Czechia; Athens, Greece; Budapest, Hungary; Vilnius, Vilnius City Municipality, Lithuania; Bucharest, Romania.
Remote location(s): Bulgaria.
Minimum qualifications:
- Bachelor's degree or equivalent practical experience.
- 10 years of experience in quota-carrying cloud or software sales, or consultative account management at a B2B software company.
- Experience engaging and building relationships with a wide range of internal teams and customer stakeholders.
- Experience managing the full business cycle (e.g., pipeline management, forecasting, reporting) and managing commercial negotiations and agreements.
- Experience in, or supporting, Startups and Digital Natives and leadership experience (e.g., people management, team lead, mentorship, coaching).
- Ability to communicate in English fluently.
Preferred qualifications:
- Experience supporting startups in building or migrating AI/ML workloads, with a clear understanding of the infrastructure required to scale GenAI models.
- Experience in, or supporting, high-growth startups and digital natives, with a "mission-driven" approach to solving customer problems.
- Experience helping a team expand accounts across various geographical regions (CEE) and accelerating consumption-based business.
- Experience fostering consultative behaviors and aligning motions with the fast-moving culture of the startup world.
- Ability to translate complex cloud and AI value propositions into clear business outcomes for founders and investors.
About the job
The Google Cloud Platform team helps customers transform and build what's next for their business — all with technology built in the cloud. Our products are developed for security, reliability and scalability, running the full stack from infrastructure to applications to devices and hardware. Our teams are dedicated to helping our customers — developers, small and large businesses, educational institutions and government agencies — see the benefits of our technology come to life. As part of an entrepreneurial team in this rapidly growing business, you will play a key role in understanding the needs of our customers and help shape the future of businesses of all sizes use technology to connect with customers, employees and partners.
As a Commercial Leader for Startups across CEE, you will ensure that the CEE startup ecosystem does not just use the cloud, but leverages Google’s unique AI tech stack. You will guide startups through the complexities of scaling AI-driven products—from initial prototyping to global deployment. You are technically fluent, capable of leading deep-dive conversations with Chief Technical Officers (CTOs) about how Google Cloud’s specific advantages in data, infrastructure, and generative models will solve their unique business challenges. You will advocate for a future where Google Cloud is the primary engine for startup differentiation and business acceleration.
You will be a lead driving high performance, transformation, and technical partnership. You will coach a team of Field Sales Representatives (FSRs) to be consultative, technical-first sellers, providing them with the foresight to exceed goals and maximize long-term customer impact.
Responsibilities
- Support your team in helping startups in CEE architect their business on the Google Cloud AI stack (Vertex AI, BigQuery, and custom AI infrastructure) and scale their business.
- Build and maintain relationships with founders, investors and technical leaders across CEE startups. Support their long-term direction by understanding their technology footprint, growth plans, and competitive landscape.
- Develop a strong performance culture through data-driven coaching,high-velocity coaching, and timely intervention to unblock complex projects and commercial negotiations.
- Lead and coach a high-performing team, focusing on talent strategy and skills development, emphasizing innovative, consultative selling techniques.
- Comply with all company health and safety policies, procedures, and legal requirements.
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Google is a global company and, in order to facilitate efficient collaboration and communication globally, English proficiency is a requirement for all roles unless stated otherwise in the job posting.
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