Director, North America Startups
- linkCopy link
- emailEmail a friend
Minimum qualifications:
- Bachelor's degree or equivalent practical experience.
- 15 years of experience in software sales, channel sales, or strategic account management at an enterprise B2B software or IT/infrastructure company.
- 10 years of experience operating in a senior business-generating role within digital native startup customers.
- 10 years of experience leading cross-functional teams.
- 10 years of experience within the North American startup ecosystem, including working with the founder community, venture capital firms, and incubators/accelerators.
Preferred qualifications:
- Experience with large, complex commercial and legal negotiations working with procurement, legal, and business teams in large enterprises.
- Experience working with partners in complex implementation projects.
- Ability to leverage C-level relationships with executives to sell cloud solutions against competitors.
- Ability to work with pre-sales and customers’ technical leads to inventory existing software estate, define migration plans, and build business cases for migrations.
About the job
As the Director of North America Startups, you will define and implement the go-to-market strategy for Google Cloud’s entire Startup Sales and Customer Engineering organization. You will build and operationalize a comprehensive go to market strategy that spans the US and Canada startup markets and ensures strong results from early-stage startup acquisition to late-stage startup competitive wins and business generation. You’ll be responsible for the entire Startup Field Sales and Customer Engineering organizations in North America. You'll also participate actively in all aspects of building the business, including attainment of assigned strategic goals, business planning, demand generation, new account engagement and acquisition, and account-based marketing activities. In this role, you'll be an integral part of the North America Cloud Sales organization and be viewed as a significant contributor to the leadership team. In addition, you will actively contribute to the evolution of the global Startup Segment strategy for Google Cloud.
Google Cloud accelerates every organization’s ability to digitally transform its business and industry. We deliver enterprise-grade solutions that leverage Google’s cutting-edge technology, and tools that help developers build more sustainably. Customers in more than 200 countries and territories turn to Google Cloud as their trusted partner to enable growth and solve their most critical business problems.
The US base salary range for this full-time position is $170,000-$239,000 + bonus + equity + benefits. Our salary ranges are determined by role, level, and location. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. Your recruiter can share more about the specific salary range for your preferred location during the hiring process.
Please note that the compensation details listed in US role postings reflect the base salary only, and do not include bonus, equity, or benefits. Learn more about benefits at Google.
Responsibilities
- Lead the Startup Segment encompassing all startups in North America and lead operational cadence for both Sales and Partner teams to ensure adequate pipeline and agreement closure to meet goals.
- Own responsibility for business generation and bookings goals which represent substantial growth for the business and drive market share gains via the activation and ramping of new startup customers.
- Lead account and territory management and planning initiatives with each sub-region, ensuring balanced growth across traditional and digital native sub-segments of the market.
- Drive consistent business growth by managing business cycles (including prospecting, qualifying, forecasting, and managing book of business) in the identified accounts through partners.
- Manage end-to-end complex business cycles, often presenting to C-level in the identified accounts, and act as external ambassador and market spokesperson for Google Cloud in the North America startup ecosystem.
Information collected and processed as part of your Google Careers profile, and any job applications you choose to submit is subject to Google's Applicant and Candidate Privacy Policy.
Google is proud to be an equal opportunity and affirmative action employer. We are committed to building a workforce that is representative of the users we serve, creating a culture of belonging, and providing an equal employment opportunity regardless of race, creed, color, religion, gender, sexual orientation, gender identity/expression, national origin, disability, age, genetic information, veteran status, marital status, pregnancy or related condition (including breastfeeding), expecting or parents-to-be, criminal histories consistent with legal requirements, or any other basis protected by law. See also Google's EEO Policy, Know your rights: workplace discrimination is illegal, Belonging at Google, and How we hire.
If you have a need that requires accommodation, please let us know by completing our Accommodations for Applicants form.
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.
To all recruitment agencies: Google does not accept agency resumes. Please do not forward resumes to our jobs alias, Google employees, or any other organization location. Google is not responsible for any fees related to unsolicited resumes.