Field Cto

Summary

Join HashiCorp as a Technical Field Strategist Director and play a pivotal role in bridging the gap between GTM and R&D. You will be the primary liaison, ensuring alignment on customer-centric outcomes. Responsibilities include shaping customer narratives, understanding customer transition levers, collaborating with PMM on product alignment, incubating new use cases, and defining technical value for new GTM motions. This role requires strong cross-functional collaboration and executive-level communication. Success will be measured by improved roadmap alignment, better-together portfolio performance, faster time to revenue, increased technical win rates, higher cloud density, and accelerated customer adoption.

Requirements

• 10+ years of customer-facing roles in enterprise sales with expertise in SaaS solutions and multi-tenant architectures or industry DevOps domain expertise
• Ability to shape a vision and strategy to help organizations achieve their goals
• Passionate about positioning how technology can solve business problems
• Experience positioning solutions relevant to cloud architectures across AWS, GCP, and Azure both internally and externally to executives and decision makers, with AWS expertise being highly sought after
• Proven ability to work cross-functionally, representing the technical field organization at the highest levels
• Portfolio of public-facing materials showcasing authored white papers, blogs, presentations, or training on technical concepts
• Bachelor’s degree in a technical field required; Master’s or equivalent a plus
• In-depth understanding of DevOps processes, automation, and best practices
• Expertise in cloud and on-premise infrastructure management, application deployment, and practical security methodologies
• Proficiency in infrastructure automation and DevOps tooling, with certification in AWS, Azure, or GCP a plus
• Technical knowledge of HashiCorp’s suite, including Terraform, Vault, Consul, and Boundary. Familiarity with emerging products like Nomad, Packer, and Waypoint

Responsibilities

• Help capture and shape customer narratives
• Understand the levers required for customers to transition through our maturity model; adopt>standardize>scale
• Collaborate closely with PMM on the alignment of the technical fit and positioning of our products as solutions in groupings that allow for a better-together outcome for our customers, ensuring integrations and validated designs are updated to showcase the best practices for customers
• Incubate new use cases across our 3 portfolio segments - Security, Infrastructure and Emerging, designing and augmenting demos, tech selling decks and workshops to incorporate the new capabilities for scaling the technical field organization as it relates to our Cloud Service Providers
• By working closely with the technical Interlock team, PM, PMM, and Sales, help define and articulate the technical value of new GTM motions via persona based 2nd call technical selling decks and associated demos and workshops that focus on driving customer consumption and value realization milestones
• Be the executive technical lead representing the field organization for one of the portfolio segments within internal executive and GTM discussions

Preferred Qualifications

• Familiarity with major aspects of business transformation in large organizations, including leadership, change management, technology, operations, security, business case development, and budgeting
• Deep understanding of AWS-specific capabilities and how they align with strategic business and technology transformation efforts

Benefits

• #LI-Remote
• Individual pay within the range will be determined based on job related-factors such as skills, experience, and education or training
• The base pay range for this role is: $187,040 — $220,000 USD
• The OTE pay range for this role is: $233,800 — $275,000 USD