Federal Sales Director - Civilian / FSI / SLED (2024)

About the role...

The Federal Sales Director is a Sales Leadership function that leads a team of Federal Account Managers responsible for developing, managing and closing business in our sales organization. This role will be responsible for managing the sales process around the complete HashiCorp portfolio of software products to key account clients within a large territory focusing on private customers.

In this role you can expect to...

Lead a team of Federal Account Managers, across Civilian/FSI/SLED who

• Engage new and existing Open Source users of HashiCorp to provide value around how users can be more successful with our technology portfolio
• Assist your reps in Outbound activity through existing relationships both with end customers and the partner ecosystem
• Expert level use of sales and forecasting tools (SFDC, Clari, GovWin, LinkedIn Sales navigator, etc.)
• Recruit and hire top talent providing career development and performance management so that team members meet and/or exceed quota.
• Build a solid operating cadence and team/individual focus around pipeline, forecasting, deal review, sales execution, deployment and revenue realization.
• Proactively and efficiently manage resources with dedicated teams, virtual teams, and executive staff around opportunities to ensure successful outcomes
• Coach reps in complex enterprise sales campaigns with multiple prospect engagement points in Development, IT Operations, and Security Operations
• Align the overall HashiCorp solution to the executive level customer’s business needs, challenges, and technical requirements
• Execute and coach reps on solution and value based selling to existing customer base and new prospects
• Articulate and evangelize the vision and positioning of both the company and products, and secure strategic commercial commitments
• Build a balanced pipeline of revenue and new logos for target accounts.
• Accurately forecast business on a quarterly cadence
• Regular local and Air Travel is required
• Accurately estimate qualifying opportunities based on BANT
• Effectively and timely connect with management, legal and deal desk to ensure proper execution of documents and accurate process; and follow instructions or recommendations set by these teams and company management

You may be a good fit for our team if you have...

• At least 5 years formal Federal sales leadership experience building and leading high performance sales teams that deliver overachievement. Proven experience in recruiting, developing, and leading professional sales teams of 6 or more people.
• High career trajectory and potential.
• Consistent overachievement in previous performance and results.
• Possess well-developed communication and presentation skills; able to communicate at the CxO level.
• Physically reside in the geography you would be leading-Washington DC Area
• Experience in Open Source Software and DevOps business models is preferred but not required, proficient in concepts around Cloud, Security and infrastructure is a minimum
• Sales leadership record in closing large, complex deals across sectors within the Public Sector space.
• Creation and execution of quarterly and annual business plans
• History of accurate forecasting and business reporting
• Significant experience in selling disruptive technology into focused markets
• Possess intellectual curiosity, growth mindset and leadership skills

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