Sales Executive, Direct Sales

About the role

We’re more than a single-source IT provider -- we help companies, schools, and cities build smarter and safer communities with exciting AI, cloud, IoT, and cyber-physical security solutions. Join a dynamic team of passionate professionals dedicated to tackling challenges and fostering continuous learning in an environment that values innovation and collaboration.

At Claro, a globally recognized leader and Certified Great Place to Work, your personal and professional growth takes center stage. We foster a culture of excellence, diversity, and continuous learning, empowering individuals with a growth mindset to shape the future of IT solutions.

Overview

Direct Sales Executives are driven, consultative professionals leading new business development across Claro’s full solution portfolio. This high-impact, high-visibility role is designed for acquisition-focused individual contributors who thrive in fast-growing environments. You will own the entire sales cycle-from outbound prospecting to closing-targeting mid-market and enterprise organizations across your assigned territory. Enjoy world-class support from subject-matter experts and solutions architects dedicated to your success.

Responsibilities

Prospecting & Pipeline Development

• Own outbound prospecting within your assigned territory, targeting IT, security, and executive-level decision-makers
• Execute high-volume, multi-channel outreach (cold calls, email sequences, LinkedIn, event networking) aiming for 100+ weekly touches
• Utilize tools such as ZoomInfo, LinkedIn Sales Navigator, Outreach, Salesforce, and AI-powered research to identify, prioritize, and connect with high-fit accounts
• Build and maintain a 3x+ pipeline-to-quota ratio at all times

Consultative Sales Execution

• Lead discovery conversations to identify client pain points in cybersecurity, cloud, connectivity, IoT, and AI
• Deliver tailored presentations and solution demonstrations in collaboration with Pre-Sales, Solutions Architecture, and Product teams
• Engage with senior stakeholders (CISOs, CIOs, CTOs, IT Directors) using a value-driven, ROI-focused approach
• Navigate complex buying processes using a structured sales methodology
• Negotiate pricing and agreements, consistently closing net new business at or above quota

Strategic Growth & Collaboration

• Develop and execute a territory account strategy aligned with Claro’s go-to-market priorities
• Collaborate with Sales Leadership, Marketing, Pre-Sales, and Customer Success to accelerate deal cycles and drive client satisfaction
• Maintain accurate forecasting, pipeline hygiene, and activity tracking in Salesforce CRM
• Represent Claro at industry events, trade shows, and cybersecurity summits

General Requirements

• Perform other duties as assigned
• Comply with all company policies and standards

What You Bring

• Proven new logo acquisition track record with a hunter mentality
• Ability to tailor solutions for verticals such as healthcare, education, municipalities, and manufacturing
• No people-management responsibilities-pure individual contributor (IC) role

Required

• Bachelor’s degree or equivalent experience
• 3+ years in B2B technology sales with full-cycle ownership
• Strong skills in prospecting, negotiation, and consultative selling
• Experience using CRM tools (Salesforce) and Microsoft Office
• Excellent verbal, written, and presentation abilities

Preferred

• Experience selling cybersecurity, cloud, managed services, IoT, or connectivity
• Familiarity with Zero Trust, MDR, SASE, SOCaaS, Vulnerability Management, Endpoint Security
• Knowledge of Azure, AWS, Microsoft 365
• Experience with MEDDIC / MEDDPICC / Challenger sales methodologies
• Bilingual English & Spanish
• Experience managing RFPs/RFIs

Compensation

The anticipated base salary range for this position is listed in the job posting. Individual compensation is determined based on factors such as location, experience, skills, qualifications, business needs, and the scope of the role.