Manager of Enterprise Open Source Sales Team

Accountabilities • Lead, coach, mentor, and develop a team of approximately five to ten enterprise sales representatives, establishing clear expectations and supporting consistent achievement against team objectives.

• Build and execute territory strategies that prioritize target industries, accounts, prospects, and new-logo opportunities.

• Allocate territories and accounts effectively while ensuring representatives maintain high-quality account plans for priority customers and prospects.

• Drive pipeline generation through outbound prospecting, account-based marketing, local campaigns, industry events, and strategic relationship development.

• Monitor pipeline creation, progression, forecasts, and sales activity, ensuring accurate and timely reporting through Salesforce.

• Support representatives in developing existing customer relationships, identifying expansion opportunities, and pursuing new business.

• Help the team navigate complex enterprise sales cycles and support contract negotiations and closures to achieve quarterly and annual bookings targets.

• Collaborate with customer success teams to identify customer growth opportunities and strengthen long-term commercial relationships.

• Represent enterprise solutions professionally in customer meetings, industry events, and other relevant forums.

• Work closely with internal product, marketing, and technical teams to align account strategies and communicate customer needs.

• Lead by example by demonstrating strong sales discipline, customer empathy, commercial judgment, and a proactive approach to business development.

• Travel as required for customer engagements, industry conferences, and company meetings, including periodic international team events.

Requirements

• Bachelor’s degree, preferably in engineering, computer science, or another relevant technical discipline.

• Demonstrated experience managing and leading enterprise sales teams, with strong people-management, coaching, and mentoring capabilities.

• Proven experience in enterprise software or technology sales, including territory planning, account strategy, pipeline development, and sales execution.

• Strong track record of achieving or exceeding sales targets and winning new enterprise accounts.

• Experience with open-source technologies and a genuine interest in enterprise technology, infrastructure, cloud, virtualization, containers, or related technical solutions.

• Strong planning, organization, reporting, and operational discipline, with attention to detail and the ability to manage multiple priorities.

• Ability to understand complex technical concepts quickly and communicate their business value clearly to senior stakeholders.

• Strong customer orientation, commercial judgment, and ability to build trusted relationships with enterprise decision-makers.

• Self-discipline, resilience, initiative, and motivation to perform effectively within a highly distributed and autonomous working environment.

• Professional written and spoken English, plus additional language skills relevant to the target market.

• Willingness and ability to travel for customer meetings, industry events, and periodic international company gatherings.

• Experience in verticals such as finance, telecommunications, healthcare, energy, public sector, or technology is advantageous.

• Experience speaking at conferences or industry events is a plus.

Benefits

• Performance-driven compensation combining competitive base pay with commission opportunities.

• Fully distributed, remote-first working environment with flexibility across locations.

• In-person team meetings approximately twice per year, providing opportunities to collaborate with colleagues globally.

• Annual personal learning and development budget of  USD 2,000 .

• Annual compensation reviews designed to recognize strong performance and contribution.

• Recognition and performance rewards.

• Annual holiday leave.

• Maternity and paternity leave.

• Employee Assistance Program.

• Opportunities to travel internationally and meet colleagues in different locations.

• Priority Pass access and travel upgrades for qualifying long-haul company events.

• Global working environment offering exposure to diverse markets, customers, technologies, and colleagues.

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