About the Role
This is a leadership opportunity for an experienced sales professional to build and manage a high-performing enterprise sales team in a rapidly expanding open-source technology market. You will lead a team of approximately five to ten enterprise sales representatives, driving growth across strategic accounts and priority territories. The role combines people leadership, territory strategy, account planning, pipeline development, and enterprise deal execution. You will work with customers ranging from global enterprises to fast-growing technology companies, helping them adopt open-source infrastructure and enterprise solutions. Success requires strong commercial judgment, technical curiosity, and the ability to translate complex technology into meaningful business value. As part of a highly distributed global environment, you will collaborate across regions, functions, partners, and customer organizations. The role offers significant autonomy and the opportunity to shape both team performance and long-term enterprise adoption of open-source technologies.
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Accountabilities
- Lead, coach, mentor, and develop a team of approximately five to ten enterprise sales representatives, establishing clear expectations and supporting consistent achievement against team objectives.
- Build and execute territory strategies that prioritize target industries, accounts, prospects, and new-logo opportunities.
- Allocate territories and accounts effectively while ensuring representatives maintain high-quality account plans for priority customers and prospects.
- Drive pipeline generation through outbound prospecting, account-based marketing, local campaigns, industry events, and strategic relationship development.
- Monitor pipeline creation, progression, forecasts, and sales activity, ensuring accurate and timely reporting through Salesforce.
- Support representatives in developing existing customer relationships, identifying expansion opportunities, and pursuing new business.
- Help the team navigate complex enterprise sales cycles and support contract negotiations and closures to achieve quarterly and annual bookings targets.
- Collaborate with customer success teams to identify customer growth opportunities and strengthen long-term commercial relationships.
- Represent enterprise solutions professionally in customer meetings, industry events, and other relevant forums.
- Work closely with internal product, marketing, and technical teams to align account strategies and communicate customer needs.
- Lead by example by demonstrating strong sales discipline, customer empathy, commercial judgment, and a proactive approach to business development.
- Travel as required for customer engagements, industry conferences, and company meetings, including periodic international team events.
Requirements
- Bachelor’s degree, preferably in engineering, computer science, or another relevant technical discipline.
- Demonstrated experience managing and leading enterprise sales teams, with strong people-management, coaching, and mentoring capabilities.
- Proven experience in enterprise software or technology sales, including territory planning, account strategy, pipeline development, and sales execution.
- Strong track record of achieving or exceeding sales targets and winning new enterprise accounts.
- Experience with open-source technologies and a genuine interest in enterprise technology, infrastructure, cloud, virtualization, containers, or related technical solutions.
- Strong planning, organization, reporting, and operational discipline, with attention to detail and the ability to manage multiple priorities.
- Ability to understand complex technical concepts quickly and communicate their business value clearly to senior stakeholders.
- Strong customer orientation, commercial judgment, and ability to build trusted relationships with enterprise decision-makers.
- Self-discipline, resilience, initiative, and motivation to perform effectively within a highly distributed and autonomous working environment.
- Professional written and spoken English, plus additional language skills relevant to the target market.
- Willingness and ability to travel for customer meetings, industry events, and periodic international company gatherings.
- Experience in verticals such as finance, telecommunications, healthcare, energy, public sector, or technology is advantageous.
- Experience speaking at conferences or industry events is a plus.
Benefits
- Performance-driven compensation combining competitive base pay with commission opportunities.
- Fully distributed, remote-first working environment with flexibility across locations.
- In-person team meetings approximately twice per year, providing opportunities to collaborate with colleagues globally.
- Annual personal learning and development budget of USD 2,000.
- Annual compensation reviews designed to recognize strong performance and contribution.
- Recognition and performance rewards.
- Annual holiday leave.
- Maternity and paternity leave.
- Employee Assistance Program.
- Opportunities to travel internationally and meet colleagues in different locations.
- Priority Pass access and travel upgrades for qualifying long-haul company events.
- Global working environment offering exposure to diverse markets, customers, technologies, and colleagues.
