Cloud Sales Specialist – Commercial Mid-Market

This is a fully remote position, open to applicants in Florida, +1 more state.

📋 Description

• Propel Test Cloud sales within commercial mid-market accounts by identifying opportunities across software engineering, quality assurance, DevOps, automation, and digital transformation teams.

• Collaborate with technology leaders, QA managers, DevOps heads, and business stakeholders to grasp testing challenges and position Test Cloud as a scalable, efficient, and contemporary cloud testing solution.

• Advocate for Test Cloud as a strategic, fully managed cloud testing platform, emphasizing advantages such as elastic execution, diminished infrastructure overhead, enhanced governance, quicker release cycles, and reduced overall cost of ownership.

• Spearhead consultative discovery and technical discussions with customer teams focused on application delivery, quality engineering, automation, and cloud modernization.

• Cultivate multi-threaded stakeholder relationships within target accounts to foster urgency, align value with business priorities, and encourage adoption across teams.

• Manage the complete sales cycle, from prospecting and qualification to negotiation and closure, for commercial mid-market Test Cloud opportunities.

• Formulate territory and account strategies to stimulate pipeline growth, broaden existing customer relationships, and pinpoint opportunities for wider UiPath platform adoption.

• Maintain a robust understanding of each customer's business priorities, application landscape, technology stack, and testing maturity to effectively tailor Test Cloud positioning.

• Track competitors in cloud testing, DevOps, and quality engineering to distinctly differentiate Test Cloud in both executive and technical discussions.

• Coordinate internal UiPath resources including product, sales engineering, customer success, marketing, and account teams to support customer pursuits and expedite deal execution.

⛳️ Requirements

• Proven experience in selling SaaS, cloud platforms, testing technologies, DevOps solutions, or automation software to commercial or mid-market accounts.

• Strong grasp of cloud architectures, cloud-based testing, DevOps, Agile methodologies, and CI/CD practices.

• Experience overseeing a high-volume commercial sales territory, including prospecting, pipeline development, qualification, and closing new business.

• Capability to manage sales cycles that involve technical, commercial, and executive stakeholders.

• Strong business acumen with the ability to link technical capabilities to measurable customer outcomes such as accelerated releases, enhanced quality, reduced costs, and increased team productivity.

• Exceptional verbal and written communication skills, with the ability to convey value to both technical leaders and business decision-makers.

• Nice to have: Experience in selling to software-driven, cloud-first, or automation-focused mid-market organizations.

• Nice to have: Proven track record of exceeding quotas and closing SaaS, cloud platform, testing, DevOps, or automation deals in a commercial sales environment.

• Candidates must have authorization to work in the United States for this position.

• Potential travel may be required, up to 50%.

🏝️ Benefits

• Many of our roles offer flexibility regarding when and where work is performed.

• A diverse and inclusive workplace that ensures equal opportunities for all individuals.

• Reasonable accommodations available for candidates upon request.

• Respect for the privacy rights of applicants.