What are the responsibilities and job description for the Business Development Sales Representative - West position at Spectra Logic?
TITLE: Business Development Sales Representative – West Coast (SLED & Commercial IT)
Location: Home Base in California (Southern preferred; Northern considered)
Territory: California, Oregon, Washington
Job Type: Full-Time, Exempt
Territory: California, Oregon, Washington
Job Type: Full-Time, Exempt
Overview
Spectra Logic is a global leader in data management, data protection, and data storage technology. For more than 40 years, Spectra has helped organizations protect, preserve, and defend their most critical data with innovative solutions spanning on-premises, hybrid, and multi-cloud environments.
Position Summary
This is a pure hunter role.
Spectra Logic is seeking a high-output, quota-driven Business Development Sales Representative to aggressively prospect, create, and close new logo business across SLED and Commercial enterprise IT accounts throughout the West Coast. This role is for a seller who thrives on outbound activity, building pipelines from scratch, and winning complex deals in competitive environments.
You will own territory development across California, Oregon, and Washington, targeting state and local government, higher education, K–12, and commercial enterprise IT organizations, in close partnership with alliance partners and resellers.
Key Responsibilities
- Aggressively prospect into SLED and Commercial IT markets to generate net-new pipeline and revenue.
- Own full territory development: success is measured by pipeline creation, deal velocity, and closed revenue.
- Identify, penetrate, and influence enterprise IT decision-makers (CIO, CISO, IT Directors, Infrastructure & Storage leaders).
- Drive outbound activity including cold outreach, account mapping, and multi-threaded engagement.
- Execute the full sales cycle from first contact through close.
- Build and leverage strong relationships with technology alliance partners and VARs to accelerate deal flow.
- Deliver compelling solution presentations, technical overviews, and executive-level value discussions.
- Maintain disciplined opportunity management and forecasting in CRM.
- Stay ahead of market trends, competitive offerings, and customer challenges to sharpen positioning.
- Collaborate with sales engineering, marketing, and customer success to win and expand accounts.
Qualifications & Experience
- 5 years of enterprise hunter sales experience, preferably in data storage, data protection, or IT infrastructure.
- Demonstrated success building pipeline from zero and closing complex, solution-based deals.
- Proven experience selling into SLED and/or Commercial enterprise IT organizations.
- Strong outbound prospecting skills with a track record of new logo acquisition.
- Experience working with VARs and technology alliance partners.
- Executive-level communication, negotiation, and closing skills.
- Highly self-motivated, competitive, and comfortable operating autonomously in a remote role.
- Strong CRM discipline and forecasting accuracy.
- Bachelor’s degree preferred or equivalent experience.
- Accept extensive travel requirements within the territory as needed (air and car).
Compensation
- Base salary plus uncapped commission OTE 200- 300K
- (Total compensation and final base are competitive and based on experience, skills, and location.)
- WHY SPECTRA?Located in the foothills of the Rocky Mountains in Boulder, Colorado, Spectra is an entrepreneurial, private company with more than 40 years of proven success preserving, protecting and defending the world’s data. Spectra offers a challenging, flexible and creative work environment. Our culture is one that drives personal opportunity and advancement and rewards high performance while maintaining a high-quality work-life balance. We offer a casual, hybrid work environment with ample opportunity to learn and grow within the company. Work out on your own or with our trainer at one of the on-campus gyms; grab lunch or snacks onsite or challenge the CEO to a game of pinball; and grow your career with peers who are second to none.SPECTRA IS AN EQUAL OPPORTUNITY EMPLOYERSpectra is committed to recruiting and retaining a diverse and inclusive workforce. We are proud to be an Equal Opportunity Employer, and we never discriminate against applicants or employees on the basis of age, color, disability, gender, gender identity, gender expression, genetic information, military or veteran status, national origin, race, religion, sex, sexual orientation or any other characteristics protected by applicable law