Director, Sales Management

What's the Job?

The Director, Sales Management role is critical to helping HiveMQ scale its go-to-market team. Your primary responsibility is to build, coach, and empower a team of senior Enterprise Account Executives who use a consultative, value-based, land-and-expand methodology to win and grow customers.

In this role, you will:

• 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.

Who You Are

• 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