Director, NorthAm Startups Acquisition Sales, Google Cloud

Director, NorthAm Startups Acquisition Sales, Google Cloud

Google, San Francisco, CA, USA; New York, NY, USA – Director.

Applicants may indicate preferred working location: San Francisco, CA, USA; New York, NY, USA .

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/revenue generating role within a digital native/startup‑focused business
• 10 years of experience building and leading teams
• Experience engaging and building relationships with C‑Levels within startups; experience managing operational business units

Preferred qualifications

• Experience working cross‑functionally with Partner, Customer Engineering, and Marketing teams to drive results as a business partner
• Ability to leverage C‑level and startup founder relationships
• Experience with large complex commercial and legal negotiations working with procurement, legal, and business teams in large enterprises
• Experience working with partners on complex implementation projects
• Ability to work with pre‑sales and customers’ technical leads to inventory existing software estate, define migration plans, and build business cases for migrations
• Ability to be present and frequently engaged in the startup community, including the accounts you manage and the startup community overall

About the job

As the Director of Startup Acquisition Sales for North America, you will define and implement a go‑to‑market strategy that drives growth for startups on Google Cloud. You will partner with startup leadership to evolve end‑to‑end startup strategy, including early‑stage acquisition, ecosystem involvement, and brand advancement. You will also serve as a market ambassador, engaging venture capital firms, incubators, accelerators, founder communities, and the press as an approved public speaker.

Key responsibilities include:

• Leading the Startup Acquisition Sales team to accelerate and grow VC‑backed startups; owning revenue and bookings targets and driving substantial growth.
• Leading account and territory management and planning initiatives; driving consistent business growth by managing sales cycles through partners.
• Developing and nurturing partner relationships to support the sales motion and ensuring sufficient leverage to cover the market.
• Negotiating and managing complex sales cycles, presenting to C‑level executives in identified accounts.
• Actively engaging in the startup ecosystem as a thought leader and Google Cloud ambassador through public speaking and ecosystem programs.
• Leading operational cadence to ensure adequate pipeline and agreement closure.

Compensation: $176,000 – $245,000 (USD) + 150% bonus target + equity + benefits.

Learn more about benefits at Google.

Google is proud to be an equal‑opportunity and affirmative action employer. We are committed to building a workforce that represents the users we serve, creating a culture of belonging, and providing equal employment opportunities regardless of race, creed, color, religion, gender, sexual orientation, gender identity/expression, national origin, disability, age, genetic information, veteran status, marital status, pregnancy, criminal histories (where legally required), 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.

English proficiency is a requirement for all roles unless otherwise stated in the job posting.