Enterprise Sales Manager, Americas

Accountabilities

Lead enterprise sales performance: 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.
Build a repeatable pipeline generation engine: 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.
Coach and develop sales representatives: 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.
Drive sales methodology and qualification: 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.
Recruit and retain top talent: 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.
Develop enterprise sales processes: Build and refine sales playbooks, performance metrics, qualification standards, and operating rhythms that support predictable pipeline growth and scalable revenue generation.
Collaborate cross-functionally: 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.
Manage complex enterprise opportunities: 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.
Monitor performance and drive accountability: Use pipeline data, sales KPIs, and deal-level insights to identify gaps, prioritize coaching, improve execution, and communicate progress toward revenue objectives.
Contribute to market development: 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.
Requirements
Enterprise sales leadership experience: 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.
Proven new-business sales performance: A demonstrated track record of consistently winning new enterprise customers, managing complex sales cycles, and achieving or exceeding revenue targets.
Experience building pipelines from the ground up: 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.
Strong sales methodology expertise: Practical experience with disciplined, KPI-driven enterprise sales organizations and methodologies such as MEDDPICC, Command of the Message, or value-based discovery and selling.
Hands-on deal coaching capabilities: Ability to coach representatives during active sales opportunities, improve discovery and qualification, develop executive relationships, and guide multi-threaded deals toward successful outcomes.
Talent acquisition and development: Experience recruiting strong sales professionals, developing their capabilities, establishing accountability, and building a team culture that attracts and retains high-performing talent.
Strategic and analytical thinking: Strong forecasting, pipeline management, and performance analysis skills, with the ability to translate sales data into actionable strategies and measurable results.
Cross-functional collaboration: Ability to work effectively with technical and commercial teams, align stakeholders around shared goals, and communicate sales priorities clearly.
Leadership mindset: A competitive yet low-ego approach, combining high standards, resilience, adaptability, openness to feedback, and a willingness to remain directly involved in sales execution.
Builder mentality: Comfort operating in a fast-growing organization, creating processes, refining sales strategies, and helping establish best practices in an evolving market.
Technology industry experience: 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.
Commitment to leadership: A clear interest in full-time people management, with the ability to balance team development, strategic planning, and direct involvement in complex enterprise deals.
Benefits
Competitive compensation: Target annual on-target earnings (OTE) of $360,000–$400,000, including base salary and commission, with the final package determined by skills, experience, and location.
Equity compensation: Eligibility to receive stock options, providing an opportunity to share in the company's long-term growth.
Comprehensive healthcare: Access to healthcare plans designed to support employee well-being.
Retirement savings: Access to a 401(k) retirement plan.
Wellness support: A wellness stipend to support personal well-being and a healthy work-life balance.
Home office allowance: Financial support to help establish a productive remote working environment.
Connectivity reimbursement: Cellphone or Wi-Fi reimbursement to support remote work.
Paid parental leave: Benefits designed to support employees and their families.
Flexible time off: Flexibility to manage personal time and recharge.
Remote-first culture: Work remotely in an environment designed to support distributed teams and flexible collaboration.
Generous travel policy: Travel support for relevant business activities and in-person collaboration.
Career growth and leadership impact: 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.
Innovative market environment: Work with enterprise customers addressing important data reliability and AI deployment challenges in a rapidly developing technology sector.
Inclusive workplace: Join a team committed to equal opportunity, diversity, and creating an environment where different backgrounds and perspectives are valued.