Company Overview
We provide a mission-critical DevOps and Data Management platform purpose-built for the Salesforce ecosystem. Our suite of products—including CI/CD, automated testing, backup & recovery, and data masking—empowers organizations to release code faster, more securely, and with total data integrity. We are entering a phase of hyper-growth and are looking for a foundational leader to build our Mid-Market presence in the United States.
The Role: Director of Mid-Market Sales to serve as the "Incubator" for our U.S. sales organization. This is a unique "zero-to-one" opportunity. You will not be an armchair manager; you will be a hands-on builder responsible for the entire end-to-end operation of this business unit—from pipeline generation and prospecting to closing high-value deals.
You will begin by personally leading and scaling an initial "pod" of 8 to 10 representatives. Once you have identified, tested, and nailed the repeatable processes, you will rapidly scale the organization to a team of 40+ remote representatives across the U.S., hiring and mentoring a layer of Sales Managers to support this growth.
Key Responsibilities
- Business Incubation: Design, implement, and document the end-to-end sales process for the Mid-Market segment.
- Full-Cycle Ownership: Drive the entire revenue engine, including outbound prospecting strategies, pipeline development, and closing.
- Hands-on Leadership: Act as a player-coach, joining discovery calls and demos to ensure the business is rock-solid at the 10-rep level before scaling.
- Rapid Scaling: Lead the aggressive expansion from 10 to 40+ remote reps, identifying and hiring internal Managers as the team grows.
- Data-Driven Operations: Establish KPIs and a rigorous, data-backed forecasting model to ensure predictable revenue growth.
- Messaging & Positioning: Master the technical value proposition of our DevOps and Data security tools, coaching the team on how to move from "feature selling" to "value selling."
- Culture Building: Create a high-performance, accountable, and transparent culture within a 100% remote workforce.
Requirements
Qualifications
- Proven Track Record: 8+ years of B2B SaaS sales leadership experience, with a documented history of building teams from the ground up.
- Ecosystem Expertise: Deep familiarity with the Salesforce ecosystem or DevOps/Data Management industries is highly preferred.
- The "Builder" DNA: You must be a hands-on problem solver who prefers "doing the work" over high-level observation.
- Scaling Experience: Proven ability to manage a remote organization of 30+ people and a history of developing "leaders of leaders."
- Operational Excellence: Expert-level understanding of CRM hygiene, sales stack optimization, and outbound prospecting methodologies.
- Residing in the USA: This role is remote but requires residency in the United States to manage the domestic market.
Benefits
Why join us?
Autonomy: You own the Mid-Market P&L and have the authority to build the team in your image.
Impact: Your processes will become the blueprint for our global expansion.
Complexity: Work with a sophisticated, technical product suite that solves real-world engineering and security challenges
What We Offer
- Opportunity to shape the digital strategy at a high-growth Salesforce ISV.
- Collaborative, innovative, and mission-driven culture.
- Competitive compensation and benefits.
- Career growth in a fast-scaling company serving global enterprises.
Extras (Benefits & Perks)
- Competitive compensation, incentive structure, and company equity
- Daily coaching, mentorship, and growth opportunity
- Be part of a global, mission-driven team
- Learn from top leaders in Salesforce DevOps and SaaS sales
- Work on exciting challenges in a rapidly growing industry