About the role
moneta is the operating system for cloud reseller billing. We sell into resellers, MSPs, and distributors managing $5M–$500M in annual cloud throughput. Our pricing is usage-based, our customers' numbers move fast, and the people we sell to know the difference between margin theatre and real margin.
You'll own the full cycle — outbound, discovery, technical scoping with our SE team, commercial negotiation, close — for mid-market and lower-enterprise accounts. You'll work alongside CS during onboarding and stay involved long enough to make sure your customers expand.
What you'll do
- Build and execute a quarterly territory plan for cloud resellers and MSPs in your segment.
- Run discovery calls that get to the customer's real margin and billing pain in the first 20 minutes.
- Scope deals with a solutions engineer; close commercial terms with finance and procurement.
- Forecast accurately. Beat the forecast more often than you miss it.
- Partner with marketing on outbound campaigns and reseller-channel events.
- Hand off cleanly to Customer Success — and stay close enough to drive expansion.
What we're looking for
- 5+ years closing B2B SaaS in cloud, FinOps, billing, observability, or finance tooling. Some of those years should be net new logo.
- Track record selling to finance and operations buyers. You're comfortable in a CFO conversation.
- Familiarity with cloud reseller, MSP, or distributor business models.
- MEDDPICC, Command of the Message, or equivalent qualification rigor.
- Excellent written prospecting. Mass templates are not a thing here.
Bonus points
- You've sold into AWS or Azure partner / reseller channels before.
- You have a network in the FinOps Foundation community.
- You've built a territory from zero before.
How we work
Remote-first across the US, headquartered in Salt Lake City. Quarterly in-person weeks. Generous PTO that we expect you to take. Full medical/dental/vision, 401(k) match, parental leave. Equity with a 10-year exercise window. $2,000/year learning budget — including FinOps Certified Practitioner if you don't have it yet.