Growth Engineer - GTM

About Middleware

Middleware is a fast-growing and well-funded YC startup with a mission to help organizations gain insights and visibility into their complex systems and applications. Our AI-powered observability platform provides real-time monitoring and alerting, along with advanced analytics and reporting tools.

We are committed to the professional growth of our team members. We offer opportunities for advancement in sales, technical expertise, and leadership roles, supporting your long-term career development within a dynamic and innovative environment.

Job overview

We are looking for a high-performing GTM Pre-Sales Expert to drive the growth of our observability solutions. This is not a traditional behind-the-scenes role; you will be the primary engine for both demand generation and technical discovery.

Your mission is to bridge the gap between complex engineering challenges and business value. You will hunt for new opportunities using modern sales stacks, represent the brand at major industry events, and lead the initial technical conversations that turn a 'prospect' into a 'partner'. If you have the technical DNA of an engineer but the heart of a deal-maker, this role is for you.

Skills and Responsibilities

• Multi-Channel Prospecting: Directly source high-intent leads using tools like Apollo, ZoomInfo, and LinkedIn Sales Navigator to build a robust pipeline.
• Strategic Networking: Leverage personal connections and industry relationships to open doors at enterprise-level accounts.
• Event Presence: Attend and lead workshops, industry conferences, and meetups to act as a brand evangelist and capture inbound interest.
• Consultative Discovery: Conduct deep-dive discovery calls to understand a prospect's current observability stack (logs, metrics, traces) and identify specific pain points.
• Product demonstration: Showcase product capabilities with custom-tailaored demo
• Value Mapping: Articulate how our solution solves complex scaling and reliability bottlenecks in language that resonates with both CTOs and DevOps engineers.
• Negotiation & Influence: Navigate early-stage objections and negotiate the technical scope of potential partnerships to ensure a high win rate.
• Professional Presence: Maintain a highly professional and engaging 'front-of-house' persona—whether on a Zoom call or at a booth.
• Communication: Distill complex technical architectures into clear, persuasive narratives.

Qualification and experience

• Educational Background: Must hold a technical degree (B.E., B.Tech, or MCA) in Computer Science, Information Technology, or a related field.
• Domain Expertise: Its better to have a strong understanding of the Observability landscape (APM, OpenTelemetry, Cloud-native monitoring) and the DevOps ecosystem.
• GTM Experience: 3–6 years of experience in a Pre-Sales, Sales Engineering, or Technical Business Development role, specifically within SaaS or Infrastructure.
• Tooling Mastery: Proven track record of hitting targets using outbound sales intelligence platforms (Sales Nav, Apollo, etc.).
• Event Savvy: Experience representing companies at physical events, with a documented ability to convert 'booth visits' into qualified meetings.
• The 'Closer' Mindset: Exceptional negotiation skills with a focus on building long-term trust rather than just a quick sale.
• Bilingual Proficiency: The ability to speak 'fluent developer' and 'fluent executive' interchangeably.