What are the responsibilities and job description for the Director of Sales position at Hashicorp?
About the Role
Director of Sales is a Sales Leadership function that leads a team of 1st line sales leaders and their respective individual sales contributors that are responsible for developing, managing and closing business within large target accounts in our Strategic Accounts Segment.
HashiCorp's Go to Market strategy is described as ALEER, which stands for Adopt, Land, Expand, Extend, and Renew. The strategic accounts sales team is responsible for Expanding the initial use case, Extending into new solutions, and renewing existing contracts.
In this role you can expect to:
- Lead a team of 1st Leaders and their respective Individual Sales Contributors:
- 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
- Engage with HashiCorp customers to provide value around how users can be more successful with our technology portfolio
- Engage in significant Outbound activity. Making use of the tools available (yesware, discover.org, 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
- 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
- Articulate and evangelize the vision and positioning of both the company and products, and secure strategic commercial commitments
- Accurately forecast business on a quarterly cadence
- Correctly estimate qualifying opportunities based on MEDDIC
You may be a good fit for our team if you have:
- At least 5 years formal sales leadership experience, building and leading high performance sales teams that deliver overachievement.
- Proven experience in recruiting, developing, and leading professional sales teams of 20 or more people, including first line leaders
- Consistent overachievement in previous results related to sales KPIs
- Experience building territories and setting quota's
- History of recruiting and developing both leaders and ICs on your teams in high growth companies
- Possess well-developed communication and presentation skills; able 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 vs the smartest person in the room
- Believe in a metrics driven approach to sales success and a history of using that belief to create your successes
- Significant Enterprise Sales and strategic customer development experience
- Physically reside in the geography you would be leading with the expectation to travel as needed
- 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
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.
Colorado, California, Washington and New York City Applicants: To view base salary ranges for this role in your location and to learn more about which roles are eligible for bonus pay or commissions, please visit our Pay Transparency Calculator below. Individual pay within the range will be determined based on job related-factors such as skills, experience, and education or training. Information on our benefits can be found via the link below. Intern ranges can be found below.
- Pay Transparency Calculator: https://bit.ly/3B7gwql
- Benefits: https://www.hashicorp.com/careers/benefits
- Intern Ranges: https://bit.ly/3H2soha
HashiCorp is proud to be an Equal Employment Opportunity employer. We are committed to providing equal employment opportunities to qualified applicants and do not discriminate on the basis of race, color, ancestry, religion, sex, pregnancy, gender, gender identity, gender expression, sexual orientation, national origin, age, marital status, genetic information, disability, protected veteran status or any other characteristic protected by federal, state, or local laws. We also consider qualified applicants with arrest and conviction records consistent with the San Francisco Fair Chance Ordinance, the Los Angeles Fair Chance Ordinance, and other applicable state or local laws.
