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Requirements and responsibilities
Company OverviewWe 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 ResponsibilitiesBusiness 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.RequirementsQualificationsProven 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.BenefitsWhy 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 challengesWhat We OfferOpportunity 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 equityDaily coaching, mentorship, and growth opportunityBe part of a global, mission-driven teamLearn from top leaders in Salesforce DevOps and SaaS salesWork on exciting challenges in a rapidly growing industry
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