About the Role
This role offers the opportunity to lead a regional enterprise sales team in a rapidly evolving open source and cloud technology market. You will manage a team of five to ten sales representatives, helping them develop territories, build pipelines, win new accounts, and grow strategic customer relationships. The position combines people leadership with hands-on involvement in enterprise sales strategy, account planning, and commercial execution. You will work with customers ranging from large enterprises to technology companies, positioning solutions across infrastructure, cloud, containers, security, data, and other open source technologies. Success requires strong commercial judgment, technical curiosity, and the ability to coach and motivate a distributed team. The role is fully remote and includes regional customer travel and international company events.
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Accountabilities:
- Lead and develop a regional enterprise sales team of five to ten representatives, providing coaching, mentoring, direction, and support to achieve individual and team objectives.
- Build and execute territory plans that prioritize strategic accounts, new business opportunities, prospecting activity, and market development.
- Allocate territories and accounts across the sales team while ensuring representatives maintain high-quality plans for existing customers and priority prospects.
- Identify and prioritize new-logo opportunities for account-based marketing, outbound prospecting, local campaigns, and industry events.
- Monitor pipeline development and sales activity, ensuring consistent progress toward quarterly and annual bookings targets.
- Support sales representatives in developing customer relationships, advancing opportunities, and closing contracts with enterprise decision-makers.
- Partner with customer success teams to identify expansion and growth opportunities within existing accounts.
- Ensure accurate pipeline management, forecasting, and reporting through Salesforce and other standard sales tools.
- Represent the organization's solutions and open source technologies to customers, partners, and industry audiences.
- Maintain a strong focus on customer needs, strategic objectives, team performance, and long-term territory growth.
Requirements:
- Bachelor’s degree or equivalent education, preferably in engineering, computer science, or a related technical discipline.
- Demonstrated leadership and people management experience, ideally managing enterprise technology sales professionals.
- Proven experience with open source technologies and solutions, combined with an understanding of enterprise technology purchasing and decision-making.
- Strong track record in enterprise software or technology sales planning and execution, including achievement of sales targets and successful acquisition of new accounts.
- Excellent territory planning, organization, reporting, and pipeline management skills.
- Self-discipline, initiative, and motivation to perform effectively within a globally distributed and remote environment.
- Strong written and verbal English communication skills, along with additional language capabilities relevant to the target market.
- Ability to understand complex technical solutions and communicate their business value clearly to senior enterprise stakeholders.
- Willingness and ability to travel for customer engagements, industry conferences, and company events.
- Experience in verticals such as financial services, telecommunications, healthcare, energy, public sector, or technology is an advantage.
- Experience speaking at conferences or industry events is also desirable.
Benefits:
- Fully distributed and remote work environment.
- Twice-yearly in-person team meetings and opportunities to collaborate with colleagues in different locations.
- Performance-driven commission structure in addition to base compensation.
- Annual compensation review.
- Personal learning and development budget of USD 2,000 per year.
- Recognition and rewards programs.
- Annual holiday leave.
- Maternity and paternity leave.
- Employee Assistance Program.
- Opportunities to travel to new locations and meet colleagues around the world.
- Priority Pass access and travel upgrades for eligible long-haul company events.
- Compensation considers geographical location, experience, and performance, with benefits adapted to local needs.
