Product Sales Specialist, West

Join the company that’s building the telemetry infrastructure for the AI era. At the company, we partner with IT and Security teams at many of the world’s biggest enterprises, including half of the Fortune 100, to bridge the gap between AI ambition and infrastructure reality. As the AI Platform for Telemetry, we give customers the choice, control, and flexibility to manage and analyze telemetry for both humans and agents, so they can build what’s next.

We’re one of the fastest‑growing private companies and a leading player in a massive, fast‑moving market. With a global workforce, we’re remote‑first and grounded in a simple idea: software is a people business. The company is the place where curious, collaborative people can do their best work, grow fast, and bring their full selves to the herd.

Why You’ll Love This Role

We are seeking an elite Product Sales Specialist to champion our Storage & Analysis product lines, the newest, most technically differentiated products in the company’s portfolio. Elite here means something specific: you don’t need a playbook handed to you, you write it. A successful Product Sales Specialist at the company thrives in white space, creating demand where none exists, developing messaging from first principles, and earning credibility with technical practitioners and executive buyers alike. You will own the full motion from pipeline creation through close, partner closely with Regional Sales Managers to drive deals forward, and provide the product and go-to-market insights that shape how we take these products to market. This role is ideal for elite overlay sellers, top-performing Solutions Engineers ready to make the leap into a sales role, or early-stage sellers who have built motions from scratch and want to do it again at a company defining a category.

If you're ready to join a team that's redefining what it means to be a true Data Engine for IT and Security, this is your moment.  This position will cover the Western United States, so we're looking for someone who lives local to the territory.

As An Active Member Of Our Team, You Will…

• Develop a business plan to exceed sales goals alongside the CEO and cross-functional partners including dedicated Storage & Analysis Solution Engineers

• Engage with Regional Sales Managers on qualified opportunities, actively collaborating with them on account, close, and success plans

• Work cross-functionally to develop and implement tactics and strategies to grow the company’s Storage & Analysis business, including influencing the product roadmap to meet customer requirements

• Manage and maintain the entire sales ecosystem from generating leads through closing

• Help customers understand the value of the company’s Storage & Analysis products during the sales process

• Articulate our value proposition up and down the organization, from engineer up to CxO

• Forecast predictably and hit sales targets within the Storage & Analysis product lines

• Travel across the US in the range of 25-35%

• We are a remote-first company and work happens across many time-zones – you may be required to occasionally perform duties outside your standard working hours

If You’ve Got It - We Want It

• 5+ years of Enterprise/Strategic sales or pre-sales experience in Security (SIEM & Observability) or IT infrastructure, including direct sellers, overlay specialists, or Solutions Engineers ready to transition into a closing role

• Experience working with at least one earlier stage start-up organization <1,000 employees or has demonstrated entrepreneurial skills throughout their career

• A demonstrated ability to successfully land large upsell & cross-sell / expansion deals and run complex sales process

• Experience selling through a channel-led motion

• Comfortable operating without a playbook. You’ve built pipeline and messaging in greenfield territory and know how to create demand for un-budgeted, emerging solutions

• Background using MEDDIC

The salary for this role is dependent on geographic location and will be based on the individual candidate's job-related knowledge, skills, and experience.

In addition to base salary, for sales and some sales-adjacent roles, employees are eligible to earn incentive compensation (commission). For all other roles, employees are eligible to participate in the the company Corporate Bonus Program.

In addition to a competitive salary, the company also offers a generous benefits package which includes health, dental, vision, short-term disability, and life insurance, paid holidays and paid time off, a fertility treatment benefit, 401(k), and equity.

Base Salary Range

$150,000 — $175,000 USD

Bring Your Whole Self

Diversity drives innovation, enables better decisions to support our customers, and inspires change for the better. We’re building a culture where differences are valued and welcomed, and we work together to bring out the best in each other. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or any other applicable legally protected characteristics in the location in which the candidate is applying.

Interested in joining the the company herd? Learn more about the smartest, funniest, most passionate goats you’ll ever meet at the company.io/about-us .