Director of Sales, Mid-Market

Company Overview

We provide a mission-critical Dev Ops and Data Management platform purpose-built for the Salesforce ecosystem. Our suite of products—including CI/CD, automated testing, backup & recovery, and data masking—empowers organizations to release code faster, more securely, and with total data integrity. We are entering a phase of hyper-growth and are looking for a foundational leader to build our Mid-Market presence in the United States.

We are seeking a high-octane, VP of Mid-Market Sales to serve as the "Incubator" for our U.S. sales organization. This is a unique "zero-to-one" opportunity. You will not be an armchair manager; you will be a hands‑on builder responsible for the entire end‑to‑end operation of this business unit—from pipeline generation and prospecting to closing high‑value deals.

You will begin by personally leading and scaling an initial "pod" of 8 to 10 representatives. Once you have identified, tested, and nailed the repeatable processes, you will rapidly scale the organization to a team of 40+ remote representatives across the U.S., hiring and mentoring a layer of Sales Directors to support this growth.

• Business Incubation:
  Design, implement, and document the end‑to‑end sales process for the Mid‑Market segment
• Full‑Cycle Ownership:
  Drive the entire revenue engine, including outbound prospecting strategies, pipeline development, and closing
• Hands‑on Leadership:
  Act as a player‑coach, joining discovery calls and demos to ensure the business is rock‑solid at the 10‑rep level before scaling
• Rapid Scaling:
  Lead the aggressive expansion from 10 to 40+ remote reps, identifying and hiring internal Directors as the team grows
• Data‑Driven Operations:
  Establish KPIs and a rigorous, data‑backed forecasting model to ensure predictable revenue growth
• Messaging & Positioning:
  Master the technical value proposition of our Dev Ops and Data security tools, coaching the team on how to move from "feature selling" to "value selling."
• Culture Building:
  Create a high‑performance, accountable, and transparent culture within a 100% remote workforce

• Proven Track Record: 8+ years of B2B SaaS sales leadership experience, with a documented history of building teams from the ground up
• Ecosystem Expertise:
  Deep familiarity with the Salesforce ecosystem or Dev Ops/Data Management industries is highly preferred
• The "Builder" DNA:
  You must be a hands‑on problem solver who prefers "doing the work" over high‑level observation
• Scaling
  
  Experience:
  
  Proven ability to manage a remote organization of 30+ people and a history of developing "leaders of leaders."
• Operational Excellence:
  Expert‑level understanding of CRM hygiene, sales stack optimization, and outbound prospecting methodologies
• Residing in the USA:
  This role is remote but requires residency in the United States to manage the domestic market

Autonomy:
You own the Mid‑Market P&L and have the authority to build the team in your image.

Impact:
Your processes will become the blueprint for our global expansion.

Complexity:
Work with a sophisticated, technical product suite that solves real‑world engineering and security challenges.

• Opportunity to shape the digital strategy at a high‑growth Salesforce ISV
• Collaborative, innovative, and mission‑driven culture
• Competitive compensation and benefits
• Career growth in a fast‑scaling company serving global enterprises

• Competitive compensation, incentive structure, and company equity
• Daily coaching, mentorship, and growth opportunity
• Be part of a global, mission‑driven team
• Learn from top leaders in Salesforce Dev Ops and SaaS sales
• Work on exciting challenges in a rapidly growing industry