Enterprise Sales Manager, Americas

<h3>Accountabilities</h3><li>
<strong>Lead enterprise sales performance:</strong>Own the Enterprise Americas team's sales forecast, pipeline coverage, and new-customer acquisition targets, supporting the planned expansion of the team from four to six Account Executives.</li><li>
<strong>Build a repeatable pipeline generation engine:</strong>Establish a consistent outbound prospecting culture by reviewing pipeline creation weekly, coaching prospecting strategies, refining sales messaging, and setting clear expectations for enterprise account development.</li><li>
<strong>Coach and develop sales representatives:</strong>Provide hands-on coaching throughout live deals, helping Account Executives strengthen discovery, engage multiple stakeholders, secure executive access, navigate complex buying processes, and close high-value opportunities.</li><li>
<strong>Drive sales methodology and qualification:</strong>Implement disciplined deal inspection and qualification practices using frameworks such as MEDDPICC, Command of the Message, and value-based selling to improve deal quality, forecast accuracy, and win rates.</li><li>
<strong>Recruit and retain top talent:</strong>Identify, attract, and recruit one to two experienced Account Executives through your professional network while developing existing team members and establishing a culture of continuous improvement.</li><li>
<strong>Develop enterprise sales processes:</strong>Build and refine sales playbooks, performance metrics, qualification standards, and operating rhythms that support predictable pipeline growth and scalable revenue generation.</li><li>
<strong>Collaborate cross-functionally:</strong>Partner with Sales Engineers, Sales Development Representatives, Marketing, and Customer Success to align sales strategies, improve customer engagement, and strengthen the overall enterprise go-to-market motion.</li><li>
<strong>Manage complex enterprise opportunities:</strong>Help representatives navigate multi-stakeholder sales cycles involving organizations with approximately 1,000 to 7,500 employees, ensuring alignment between customer needs, business value, and proposed solutions.</li><li>
<strong>Monitor performance and drive accountability:</strong>Use pipeline data, sales KPIs, and deal-level insights to identify gaps, prioritize coaching, improve execution, and communicate progress toward revenue objectives.</li><li>
<strong>Contribute to market development:</strong>Help shape enterprise sales strategies in the emerging AI and data infrastructure market, adapting messaging and sales approaches as customer needs and market opportunities evolve.</li><h2>Requirements</h2><li>
<strong>Enterprise sales leadership experience:</strong>Approximately two to five years of experience managing enterprise sales representatives, ideally following a successful career as a high-performing Account Executive specializing in new customer acquisition.</li><li>
<strong>Proven new-business sales performance:</strong>A demonstrated track record of consistently winning new enterprise customers, managing complex sales cycles, and achieving or exceeding revenue targets.</li><li>
<strong>Experience building pipelines from the ground up:</strong>Proven ability to generate pipeline through outbound prospecting, establish repeatable sales processes, and create structure in environments where established playbooks or mature sales motions may not yet exist.</li><li>
<strong>Strong sales methodology expertise:</strong>Practical experience with disciplined, KPI-driven enterprise sales organizations and methodologies such as MEDDPICC, Command of the Message, or value-based discovery and selling.</li><li>
<strong>Hands-on deal coaching capabilities:</strong>Ability to coach representatives during active sales opportunities, improve discovery and qualification, develop executive relationships, and guide multi-threaded deals toward successful outcomes.</li><li>
<strong>Talent acquisition and development:</strong>Experience recruiting strong sales professionals, developing their capabilities, establishing accountability, and building a team culture that attracts and retains high-performing talent.</li><li>
<strong>Strategic and analytical thinking:</strong>Strong forecasting, pipeline management, and performance analysis skills, with the ability to translate sales data into actionable strategies and measurable results.</li><li>
<strong>Cross-functional collaboration:</strong>Ability to work effectively with technical and commercial teams, align stakeholders around shared goals, and communicate sales priorities clearly.</li><li>
<strong>Leadership mindset:</strong>A competitive yet low-ego approach, combining high standards, resilience, adaptability, openness to feedback, and a willingness to remain directly involved in sales execution.</li><li>
<strong>Builder mentality:</strong>Comfort operating in a fast-growing organization, creating processes, refining sales strategies, and helping establish best practices in an evolving market.</li><li>
<strong>Technology industry experience:</strong>Enterprise SaaS sales experience is highly relevant. Familiarity with data infrastructure, data observability, artificial intelligence, or related technologies is an advantage but is not required.</li><li>
<strong>Commitment to leadership:</strong>A clear interest in full-time people management, with the ability to balance team development, strategic planning, and direct involvement in complex enterprise deals.</li><h2>Benefits</h2><li>
<strong>Competitive compensation:</strong>Target annual on-target earnings (OTE) of<strong>$360,000–$400,000</strong>, including base salary and commission, with the final package determined by skills, experience, and location.</li><li>
<strong>Equity compensation:</strong>Eligibility to receive stock options, providing an opportunity to share in the company's long-term growth.</li><li>
<strong>Comprehensive healthcare:</strong>Access to healthcare plans designed to support employee well-being.</li><li>
<strong>Retirement savings:</strong>Access to a 401(k) retirement plan.</li><li>
<strong>Wellness support:</strong>A wellness stipend to support personal well-being and a healthy work-life balance.</li><li>
<strong>Home office allowance:</strong>Financial support to help establish a productive remote working environment.</li><li>
<strong>Connectivity reimbursement:</strong>Cellphone or Wi-Fi reimbursement to support remote work.</li><li>
<strong>Paid parental leave:</strong>Benefits designed to support employees and their families.</li><li>
<strong>Flexible time off:</strong>Flexibility to manage personal time and recharge.</li><li>
<strong>Remote-first culture:</strong>Work remotely in an environment designed to support distributed teams and flexible collaboration.</li><li>
<strong>Generous travel policy:</strong>Travel support for relevant business activities and in-person collaboration.</li><li>
<strong>Career growth and leadership impact:</strong>The opportunity to build and scale an enterprise sales team, develop emerging sales talent, and influence go-to-market strategy in the growing AI and data infrastructure market.</li><li>
<strong>Innovative market environment:</strong>Work with enterprise customers addressing important data reliability and AI deployment challenges in a rapidly developing technology sector.</li><li>
<strong>Inclusive workplace:</strong>Join a team committed to equal opportunity, diversity, and creating an environment where different backgrounds and perspectives are valued.</li>