Director, Sales Dach

vor 3 Monaten

München, Deutschland HashiCorp Vollzeit

**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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