About the role 

The Director, Sales is a Sales Leadership function that leads a team Enterprise and Strategic Account Managers responsible for developing, managing and closing business within large target accounts in our Enterprise and Strategic focused sales organisations within the DACH territory. 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 Enterprise customers. 

In this role you can expect to...

• Lead a team of Enterprise and Strategic Account Managers
• Ensure we are hitting revenue and hiring targets always within the bounds of ethics
• Create new and adapt to existing processes for repeatability/scalability and ultimately success
• Build executive relationships with customers and prospects to elevate the HashiCorp relationship with the account
• Recruit, hire and develop 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 realisation
• Proactively and efficiently manage resources with dedicated teams, virtual teams, and executive staff around opportunities to ensure successful outcomes
• Manage complex 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 evangelise the vision and positioning of both the company and products, and secure strategic commercial commitments
• Create a healthy pipeline of revenue and new logos for your target accounts
• Accurately forecast business on a quarterly cadence
• Correctly estimate qualifying opportunities based on MEDDPICC
• Effectively and timely communicate 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
• Ensure customers are supported throughout their technology journey and consuming its value

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

• 5+ years of proven sales leadership experience building and leading high performance teams that deliver overachievement across DACH
• Consistent overachievement in previous results related to sales KPIs
• History of recruiting and developing both ICs for your teams in high growth companies
• Possess well-developed communication and presentation skills; ability to communicate at the CxO level;
• Integrity and “lead by example” mentality are hallmarks of your leadership style
• Humility with an infectious intellectual curiosity to be a constant learner
• Believe in a metrics driven approach to sales success and a history of using that belief to create your successes
• Significant strategic customer development experience
• Experience in Open Source Software and DevOps business models is preferred but not required, proficient in concepts around Cloud and infrastructure is a minimum
• Track record in closing large, complex deals across verticals in the Fortune 500 down through the Global 2000.
• 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
• Experience in working with Salesforce and other sales oriented tracking tools
• Native-like German language skills

HashiCorp embraces diversity and equal opportunity. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. We believe the more inclusive we are, the better our company will be.

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