• New Business Development: Prospect, qualify, and close new business across commercial and mid-market accounts. Drive opportunities from first meeting through technical validation, pricing, and close • Expand and Retain Accounts: Manage relationships with strategic customers, identifying opportunities to cross-sell, upsell, and deliver measurable value. • Articulate Value: Become an expert in communicating MinIO’s benefits to technical and business stakeholders, focusing on business impact and customer success. • Collaborate Cross-Functionally: Partner with internal teams, including product, marketing, and customer success, to deliver seamless customer experiences. • Pipeline and Forecast Management: Build and manage a healthy pipeline with disciplined forecasting and deal hygiene • Use MEDDPICC (or similar) to qualify deals and drive predictable outcomes • Maintain accurate pipeline, forecasting, and activity tracking in Salesforce • Collaborate cross-functionally with Field Architects, Marketing, Customer Success, and Product • Consistent quota attainment with strong pipeline coverage • Ability to move complex, technical deals forward with urgency and clarity • High-quality discovery that uncovers real customer pain and expansion potential • Trusted advisor status with customers building modern, scalable data platforms