Director of Sales- Strategic Accounts

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, up to Seattle and over to Utah. Engage new and existing Open Source users of HashiCorp to provide value around how users can be more successful with our technology portfolioAssist your reps in Outbound activity through existing relationships both with end customers and the partner ecosystemExpert 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 outcomesCoach reps in complex enterprise sales campaigns with multiple prospect engagement points in Development, IT Operations, and Security OperationsAlign the overall HashiCorp solution to the executive level customer's business needs, challenges, and technical requirementsExecute and coach reps on solution and value based selling to existing customer base and new prospectsArticulate and evangelize the vision and positioning of both the company and products, and secure strategic commercial commitmentsBuild a balanced pipeline of revenue and new logos for target accounts.Accurately forecast business on a quarterly cadenceRegular local and Air Travel is requiredAccurately estimate qualifying opportunities based on MEDDPICCEffectively 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 managementYou 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 AreaExperience in Open-Source Software and DevOps business models is preferred but not required, proficient in concepts around Cloud, Security and infrastructure is a minimumSales leadership record in closing large, complex deals across Large Strategic customers. Creation and execution of quarterly and annual business plansHistory of accurate forecasting and business reportingSignificant experience in selling disruptive technology into focused marketsPossess 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:$174,250-$205,000 USDThe OTE pay range for this role is:$348,500-$410,000 USD