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Director, Sales- San Francisco Bay Area

extra holidays - extra parental leave - work from anywhere - fully flexible
Remote: 
Full Remote
Salary: 
213 - 460K yearly
Experience: 
Senior (5-10 years)
Work from: 
California (USA), United States

Offer summary

Qualifications:

8+ years of strategic sales leadership experience, Experience leading teams of 6 or more, Strong communication and presentation skills, Expertise in disruptive technology sales.

Key responsabilities:

  • Lead a team of Strategic Account Managers
  • Manage sales processes and forecasting

Hashicorp logo
Hashicorp Information Technology & Services Large http://www.hashicorp.com
1001 - 5000 Employees
About Hashicorp
HashiCorp is the leader in infrastructure automation for multi-cloud environments. We are building solutions that enable innovation at global enterprises, offering them a common cloud operating model via consistent workflows to provision, secure, connect, and run their infrastructure with any application. All our foundational technologies are open source and developed openly, and have been since our founding. HashiCorp was founded in 2012 and is headquartered in San Francisco, though 85 percent of our employees work remotely, strategically distributed around the globe. From our inception we built the company with a remote-first approach because we believe talent has no boundaries. HashiCorp has nine principles that are the foundational characteristics of the company and serve as the rubric for decision making in a collective, consistent manner. The principles of HashiCorp are: integrity, kindness, pragmatism, humility, vision, execution, communication, beauty works better, and reflection. The principles were developed at the company’s founding, and are at the core of everything we do. HashiCorp has a thriving user community of tens of thousands, and our open source software receives tens of millions of downloads annually. HashiCorp has raised $349 million in funding to date, with the company valued at $5.1 billion following its Series E funding in March 2020. Major investors include Bessemer Venture Partners, Franklin Templeton, Geodesic Capital, GGV Capital, IVP, Mayfield Fund, Redpoint Ventures, T. Rowe Price funds and accounts, and True Ventures. Today, we count several hundred of the Global 2000 as customers. HashiCorp is a Forbes Cloud 100 company (named #4 in 2019, #32 in 2018), was named a Cloud Startup to Bet Your Career On by Business Insider, a Startup To Watch by the San Francisco Chronicle, a CNBC Most Innovative Startup, a Gartner Cool Vendor, an IDC Innovator, and was named Partner of the Year 2019 by both Microsoft Azure and Google Cloud.
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Job description

About the role...

The Strategic Sales Director is a Sales Leadership function that leads a team of Strategic Account Managers responsible for developing, managing and closing business in our sales organization. This role will be responsible for managing the sales process around the complete HashiCorp portfolio of software products to key account clients within a large territory focusing on private customers.

In this role you can expect to...

Lead a team of Strategic Account Managers, located in the San Francisco Bay Area. 

  • 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

You may be a good fit for our team if you have...

  • 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
  • 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

 

#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:
$212,500—$230,000 USD
The OTE pay range for this role is:
$425,000—$460,000 USD

Required profile

Experience

Level of experience: Senior (5-10 years)
Industry :
Information Technology & Services
Spoken language(s):
English
Check out the description to know which languages are mandatory.

Hard Skills

Sales ManagementStrategic ManagementPersonal SecurityBusiness CommunicationBusiness PlanningOpen Source DevelopmentDevOpsCloudantPerformance ManagementRecruitment StrategiesPresentation TrainingPipeline Planning

Other Skills

  • Forecasting
  • Coaching
  • Social Skills
  • Team Management
  • Communication
  • Problem Solving
Are you interested?

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