Strategic Account Manager

Summary

Join HashiCorp as a Strategic Account Manager and drive sales within our strategic enterprise accounts segment. This outside sales role focuses on the entire sales cycle, from prospecting to closing deals and ensuring customer adoption of our software suite. You will leverage HashiCorp's ALEER Go-to-Market strategy (Adopt, Land, Expand, Extend, Renew) to land new logos, expand initial use cases, extend into new solutions, and renew existing contracts. The role requires leading sophisticated sales campaigns, aligning solutions with customer needs, and building a strong revenue pipeline. Success involves accurate forecasting, opportunity qualification, and effective collaboration with internal teams. This is a remote position.

Requirements

• Experience in Security, Open Source software business models, proficiency in Cloud and Infrastructure software is a minimum requirement
• Extensive strategic sales and strategic customer development experience with a track record of closing enterprise deals
• Excellent operational discipline, crafting and completing quarterly and annual business plans and forecasting
• Strong executive presence, interpersonal skills, and credibility
• Experience working for a high growth company where critical thinking and problem solving were required on daily basis to help contribute to significant business decisions
• Proven track record of consistently meeting or exceeding assigned annual/quarterly goals and targets
• Outstanding Salesforce and Clari hygiene along with proficiency using Gong, Outreach, Slack, and Tableau

Responsibilities

• Engage new and existing strategic enterprise accounts to demonstrate how they can be more successful with our technology portfolio
• Proactively and efficiently lead resources with dedicated teams, virtual teams, partners, and executive staff around sales opportunities to ensure successful outcomes
• Lead sophisticated enterprise sales campaigns with multiple prospect engagement points in Development, IT Operations, and Security Operations
• Align the overall HashiCorp solution to the customer’s business needs, challenges, and technical requirements
• Execute solution and value selling to existing customer base and new prospects
• Articulate and evangelize the vision and positioning of both the company and products
• Build a healthy pipeline of revenue and new logos for your target accounts
• Accurately forecast business on a weekly cadence
• Accurately qualify opportunities based on MEDDPICC
• Effectively connect with management, legal and deal desk to ensure proper execution of documents and correct process and follow instructions or recommendations set by these teams and company management

Benefits

• #LI-Remote
• The base pay range for this role is: $153,000 — $180,000 USD
• The OTE pay range for this role is: $306,000 — $360,000 USD