Your Mission:

What you will do:

• Own new-logo revenue. Carry and exceed an ambitious enterprise new-business quota for ITAM and SaaS Management in North America.
• Build pipeline, not just manage it. Create a durable, high-quality pipeline through disciplined territory planning, account intelligence, executive outreach, events, partners, and close collaboration with BDR and Marketing.
• Run the complete enterprise sales cycle. Lead opportunities from targeted prospecting and insight-led discovery through business case, validation, negotiation, procurement and close.
• Sell value at executive level. Translate software spend transparency, license optimization, SaaS cost control, compliance and risk reduction into CFO- and CIO-relevant outcomes.
• Navigate complex buying groups. Multi-thread across ITAM/SAM, CIO, CFO, Procurement, Finance, Security, Legal and enterprise architecture; develop champions and gain access to the economic buyer.
• Shape the evaluation. Influence decision criteria early, differentiate USU against established competitors and lead competitive displacement opportunities with a clear point of view.
• Apply MEDDPICC rigorously. Use qualification as a true deal-management discipline, including metrics, economic buyer access, decision process, paper process, pain, champion and competition.
• Create mutual accountability. Establish a Mutual Action Plan early in the sales process and use it to maintain momentum, transparency and customer commitment.
• Orchestrate the deal team. Coordinate Sales Engineering, Value Engineering, Product, Legal, Customer Success, executives and partners around a coherent win strategy.
• Forecast with precision. Keep Salesforce complete and current, maintain clear next steps and deliver evidence-based forecasts.
• Raise the bar. Share market intelligence, lead structured win/loss learning and mentor less experienced sellers and BDRs through example.

What you bring:

• 7+ years of quota-carrying B2B software or SaaS sales experience, including at least 4 years selling complex solutions into large enterprises.
• A documented new-logo track record, including repeated quota attainment or overachievement and meaningful enterprise wins in competitive situations.
• Direct experience selling IT Asset Management, Software Asset Management, SaaS Management, FinOps, technology spend management or a closely related enterprise IT solution.
• Demonstrated ability to self-source pipeline and create opportunities in a developing territory; you do not rely solely on inbound demand or BDR-generated meetings.
• Executive presence and business acumen to lead credible conversations with CIOs, CFOs and senior Procurement, Finance and IT leaders.
• Experience managing long, multi-stakeholder enterprise buying processes, including security, legal, procurement and complex commercial negotiations.
• Strong command of MEDDPICC or a comparable enterprise qualification methodology, applied as an operating system rather than a checklist.
• Ability to build quantified business cases and articulate value in terms of cost optimization, risk reduction, compliance, productivity and decision quality.
• Resilience, ownership and disciplined follow-through; you qualify hard, learn from losses and protect forecast integrity.
• Excellent written and verbal English communication skills and willingness to travel domestically, with occasional international travel.

Strong advantages:

Why USU: