Greenpixie is an exciting, innovative tech start-up dedicated to measuring and reducing the environmental impact of cloud computing.
Our mission is to develop cutting-edge methodologies and tools to accurately quantify cloud emissions, driving sustainability in public cloud usage.
The Opportunity:
Greenpixie is a GreenOps SaaS company providing Cloud Emissions data to enterprise customers. This data is used by customers to accelerate FinOps and IT Sustainability goals.
The personas we sell to include:
CIO, CTO, FinOps leader, Head of Cloud, Lead engineers, Chief Sustainability Officer, GreenOps advocates.
The ideal customer has large Public Cloud spend, a FinOps practice, and sustainable IT maturity.
The GTM model is a mix of direct and partner revenue - with a partner first mentality.
Unlike 95% of B2B SaaS companies we are not sales led or product led. We are collaborative led - using participation in industry bodies and events such as: FinOps Foundation, TBM, IT-Susainability.org, Green IO, and European Champions Alliance - and referrals.
We provide thought leadership and collaborate with Software vendors, Service Providers, and consultants.
The sales role at Greenpixie is to leverage and participate in the collaborative dialog with customers rather than hunt for pipeline leads.
You will be joining Greenpixie in our scale-up phase:
- The product is the clear technology leader. As well as being the only ISO certified solution, This has been validated by customers. If a customer has a mature data need we are the only viable offering.
- The customer business value has been validated with the initial enterprise customers such as Mastercard.
- The partner business value has been validated with a tier one OEM agreement with Flexera.
- The successful launch of GreenOps Academy to provide e-learning for Cloud Sustainability with certification - to further entrench and enhance thought leadership.
- The industry endorsement as evidenced by keynote speaking slots and participation in standards bodies.
- The processes have been put in place to work with enterprise customers and the partners that work with enterprise customers. This includes Salesforce and MEDDIC.
This is an opportunity join a collaborative team that is learning every day.
Key Role Responsibilities:
- Own the delivery of revenue targets, including direct and partner deals, with accurate forecasting.
- Own the sales lifecycle from opportunity creation to customer onboarding.
- Treat the pipeline as a business - leveraging partners to amplify coverage and ensure customer success.
- Use Salesforce, with the MEDDIC methodology, to orchestrate the opportunity lifecycle, and collaborate with Greenpixie team members and partners.
- Communicate effectively to all team members, partners and customers.
- Become expert in guiding customers to develop winning business value propositions
- Become a domain expert, including FinOps and GreenOps certification, in order to have value added customer engagements.
- Become proficient in delivering high level keynote presentations and leading business value based customer workshops.
- Partner with Pre-sales team to develop tailored presentations and product demonstrations that highlight the value of expanding their use of our solutions
- Successfully negotiate to achieve favourable pricing and contractual agreements that align with the needs and expectations of both Greenpixie and the customer.
- Have mastery of the customer procurement/onboarding process - manage the detail.
- Develop long-term strategic relationships customers, partners, and influencers.
- Travel expected in Europe and the US.
- London based - Monday and Wednesday in office days.
- 5+ years of experience in selling enterprise Software solutions to enterprise customers.
- Proven track record of successfully selling ROI-driven, Enterprise-Wide Applications to C-level decision makers.
- Ability to navigate complex organisational structures, long sales cycles, and multiple decision-makers, and communicate technical and business value effectively to all prospect stakeholders.
- Proven experience of ownership of the end-to-end sales process (this is not an overlay role)
- EMEA experience required - and US experience a plus.
- Expert in Salesforce and MEDDIC (or equivalent sales methodologies).
- Proven ability to sell at C-Level and across both IT and business units.
- Knowledge of AWS, Azure and GCP and hybrid eco-systems.
- Worked with FinOps, Cloud Cost Management, and adjacent disciplines such as ITOM, ITSM, ITAM/SAM, and DevOps.
- Proven public speaking experience and leading workshop experience a plus.
What do we offer?
⌛️ Flexible working hours with hybrid office space in Central London.
The opportunity to work on a product with real-world environmental impact.