HashiCorp is hiring a
Director of Sales- Strategic Accounts

Summary

Join our team as a Strategic Sales Director and lead a team of Strategic Account Managers in developing and managing business for key account clients within a large territory focusing on private customers.

Requirements

• At least 8 years formal Strategic sales leadership experience building and leading high-performance sales teams that deliver overachievement
• Proven experience in recruiting, developing, and leading professional sales teams of 6 or more people
• High career trajectory and potential
• Consistent overachievement in previous performance and results
• Possess well-developed communication and presentation skills; able to communicate at the CxO level
• Physically reside in the geography you would be leading-San Francisco Bay Area

Responsibilities

• Lead a team of Strategic Account Managers
• Engage new and existing Open Source users of HashiCorp to provide value around how users can be more successful with our technology portfolio
• Assist your reps in Outbound activity through existing relationships both with end customers and the partner ecosystem
• Expert level use of sales and forecasting tools (SFDC, Clari, LinkedIn Sales navigator, etc.)
• Recruit and hire top talent providing career development and performance management so that team members meet and/or exceed quota
• Build a solid operating cadence and team/individual focus around pipeline, forecasting, deal review, sales execution, deployment and revenue realization
• Proactively and efficiently manage resources with dedicated teams, virtual teams, and executive staff around opportunities to ensure successful outcomes
• Coach reps in complex enterprise sales campaigns with multiple prospect engagement points in Development, IT Operations, and Security Operations
• Align the overall HashiCorp solution to the executive level customer’s business needs, challenges, and technical requirements
• Execute and coach reps on solution and value based selling to existing customer base and new prospects
• Articulate and evangelize the vision and positioning of both the company and products, and secure strategic commercial commitments
• Build a balanced pipeline of revenue and new logos for target accounts
• Accurately forecast business on a quarterly cadence
• Regular local and Air Travel is required
• Accurately estimate qualifying opportunities based on MEDDPICC
• Effectively and timely connect with management, legal and deal desk to ensure proper execution of documents and accurate process; and follow instructions or recommendations set by these teams and company management

Preferred Qualifications

• Experience in Open-Source Software and DevOps business models is preferred but not required, proficient in concepts around Cloud, Security and infrastructure is a minimum
• Sales leadership record in closing large, complex deals across Large Strategic customers
• Creation and execution of quarterly and annual business plans
• History of accurate forecasting and business reporting
• Significant experience in selling disruptive technology into focused markets
• Possess intellectual curiosity, growth mindset and leadership skills