Director, Enterprise Sales

• Lead, coach, and enable a high-performing team of Enterprise Account Executives focused on maximizing revenue within our existing customer portfolio across Northern Europe
• Provide direct, rigorous coaching, focusing on complex negotiation and qualification, while building a diverse, high-performing sales culture
• Enforce strict MEDDPICC process discipline, develop strategic territory plans for maximum expansion/upsell revenue, and actively manage weekly performance against consumption targets and OKRs
• Serve as the executive escalation point for securing high-value contracts
• Maintain deep Observability expertise to position our value against competitors for C-level and technical leaders
• Ensure seamless alignment with internal teams (Product, Marketing) and maintain a Partner-First approach
• Manage a high-engagement operating rhythm for the distributed Northern Europe team

• Consistent record in Enterprise Software sales of meeting or exceeding sales growth goals within Enterprise Accounts focused on expansion/upsell
• Highly proficient in using Salesforce for reporting, forecasting, and pipeline analysis
• Demonstrable track record of leading and successfully concluding high-stakes, multi-million-dollar contract negotiations with large enterprises
• Direct experience managing and growing revenue within the UK, Ireland, and Nordic markets
• Expert-level proficiency in a formal sales methodology with explicit mastery and coaching experience in MEDDPICC (or similar frameworks)
• Proven experience selling or leading sales teams focused on complex, technical products, ideally within the Observability, APM, Monitoring, or related DevOps space

Industry Knowledge: Proven experience selling or leading sales teams focused on complex, technical products, ideally within the Observability, APM, Monitoring, or related DevOps space

Flexible workforce model allowing work in a variety of workplaces that best support our success, including fully office-based, fully remote, or hybrid