About KestraKestra is the universal orchestration platform — open source, declarative, and designed to orchestrate data pipelines, IT automation, business workflows, and AI/agentic systems.Kestra is the fastest-growing open-source orchestration project in the world — close to 30,000 GitHub stars, hundreds of contributors, and a global community scaling rapidly across engineering, data, and IT teams.Following a $25M Series A, we're accelerating our US expansion while already operating at scale in Europe.The RoleWe're looking for a Head of Sales to own the global revenue number, build the team, and define the motion that makes growth repeatable.Based in the US, you will lead Kestra's commercial expansion globally — starting with the US market while working in close coordination with the European team.This is a builder-manager role. You will design the sales process, lead and grow an existing team of Sales Leads and Solution Engineers, and create the conditions for the team to perform consistently.You will be present on strategic deals as an executive sponsor — providing executive alignment, navigating procurement, and unlocking stalled cycles — but you are not the primary closer.You report directly to the CEO and work closely with Customer Operations, Product, and Marketing/PMM.The GTM ContextKestra starts where engineers live — open source, self-hosted, community-adopted.The Head of Sales needs to understand how to build an enterprise motion on top of that reality: converting community signal into pipeline, working with technical champions, and building a compelling enterprise narrative without alienating the developer base.Experience with OSS-led or PLG-to-enterprise motions — at companies like Confluent, HashiCorp, Grafana, dbt Labs, or equivalent — is a strong differentiator.What You'll DoThe Head of Sales is the architect of a scalable sales system — define the strategy, build repeatable processes, and assemble the team to make revenue growth predictable and data-driven.Own the number — own global ARR, including pipeline generation strategy, forecast accuracy, and commercial outcomes.Build and lead the team — lead an existing team of AEs, Sales Leads, and SEs, and grow it deliberately; set the bar for coaching culture, hiring standards, and execution discipline.Define the motion — design playbooks, qualification framework, POC policy, and sales process to make results repeatable.Align the go-to-market — work closely with Marketing on pipeline generation, positioning, and proof content; partner with Customer Operations on expansion and NRR; feed structured market signal back to Product without turning every deal into a roadmap request.What We're Looking ForProven track record building and scaling a B2B enterprise sales team in developer tools, infrastructure, data/AI tooling, or open-source softwareExperience with OSS-led or PLG-to-enterprise GTM motions — understand how to turn a technical community into a sales pipelineHas operated in a Series A/B environment and knows what “builder” means in practice: no inherited playbook, no mature SDR team, no established brand in the marketComfortable with complex enterprise sales: security reviews, procurement cycles, multi-stakeholder alignment, long deal cyclesAble to define a clear wedge for a general-purpose platform and build a playbook others can run and repeatHigh standards, low ego — coaching-oriented, execution-focused, and honest about pipeline realityBonus pointsBackground in orchestration, infrastructure automation, or workflow managementFamiliarity with technical buyers and developer communitiesExperience selling into IT, platform engineering, or data engineering personasWhat You'll Be Measured OnGlobal team ARR / bookings and attainment vs. targetPipeline coverage, generation rate, and SQL → Close conversionWin rate, average cycle length, ACVForecast accuracyRep ramp time and productivity per repNRR / avoidable churn (shared with CS)What You GetReal ownership in a globally distributed, technical teamDirect line to the CEO and full visibility on company strategyA product already running mission-critical workloads at Fortune 500 companiesCompetitive compensation, equity, and health insuranceLocation & TravelBase: US (East Coast preferred), fully remote.Regular travel to customers, industry events, and team offsites.Close coordination with the European team across time zones.
