Note: The job is a remote job and is open to candidates in USA. HiveMQ is the Industrial AI Platform helping enterprises move from connected devices to intelligent operations through MQTT and distributed edge-to-cloud architecture. The Director, Sales Management will build, coach, and empower a team of senior Enterprise Account Executives while driving pipeline development, complex deal execution, revenue growth, and customer success through a consultative, value-based sales methodology.
Responsibilities
- Lead, coach, and empower a team of 7–9 senior enterprise sellers to build robust pipeline, close 6- and 7-figure deals, and exceed revenue targets
- Hire, motivate, and train to continuously increase the productivity and skill sets of your team
- Maximize customer engagement and revenue generation by embracing HiveMQ's consultative, value-based, land-and-expand sales strategy
- Optimize team performance by maintaining the highest standards during key stages of the sales process: + Outbound prospecting + Pipeline development and deal progression + Proposal development and negotiation + Customer relationship development + Forecasting versus target + Internal resource prioritization
- Provide hands-on guidance and escalation support in complex sales situations, deals, and negotiations
- Implement strategic and tactical improvements that grow pipeline, increase win rate and contract value, and reduce sales cycle length
- Partner with Marketing, Customer Success, and Product Management to ensure customers receive an exceptional experience and can objectively quantify HiveMQ's impact on their business outcomes
- Leverage the sales tech stack and data to inform your thinking and substantiate recommendations and decisions
- Collaborate with other HiveMQ Sales Managers by sharing learnings and best practices for the overall team's benefit
Skills
- 12+ years of overall B2B enterprise sales experience, including 4+ years in a people management role
- Experience selling technical products and Platforms: you can credibly engage technical buyers and coach your team through architecture-level, platform-oriented sales conversations
- Experienced selling SaaS solutions to enterprise customers using a consultative, value-based methodology
- A supportive, empathetic manager who achieves team success by empowering individuals to embrace their unique styles while pursuing the overall strategy
- Ability to build strong, but ego-free, internal and external relationships
- Demonstrated success in a dynamic startup or scale-up environment
- Experienced with contract review, negotiation, and navigating legal discussions
- You have a sense of urgency to identify and fix issues right away
- Ability to give and receive constructive feedback
- Curiosity is a positive factor in your success
- Comfortable with AI technologies both in your day to day and in the product you sell
Benefits
- Remote work
Company Overview