[Hiring] Enterprise Sales Manager @Akuity

Role Description

Enterprise Sales Manager, AMER

Remote - U.S. | Director title available for the right experience | Quarterly Travel

• Lead the day-to-day work of the AMER Account Executive team, including pipeline reviews, deal strategy, coaching, and one-on-ones.
• Hire and onboard two additional Account Executives covering East and West, with starts targeted for October.
• Partner with your AEs on enterprise deals, helping them build business cases that hold up with technical stakeholders and with the economic buyer.
• Take ownership of forecasting over time, with the goal of planning a quarter ahead rather than a month.
• Build the outbound motion alongside your team, using community signal from Common Room and the Argo ecosystem to open new accounts.
• Work with marketing and sales engineering to iterate on the sales deck and prepare the team for a significant product announcement this fall that opens a new use case.
• Represent what you learn in the field back to product, so what we build reflects what enterprise buyers actually need.

Qualifications

• You value personal relationships, camaraderie, collaboration, and accountability.
• You have led a team of Account Executives before and know how to scale and operationalize one, including hiring, ramping, coaching, and building the cadence that keeps a quarter predictable.
• You have sold a commercial platform alongside a widely adopted open-source project, and you can articulate the value of the paid layer to teams who already run the free one.
• You have worked at a small company selling into large enterprises, so you know how to earn credibility without a household brand behind you.
• You coach deal strategy with platform and technical buyers. Deep domain expertise in Kubernetes or GitOps is welcome, though what matters more is knowing how to navigate technical stakeholders and reach an economic buyer.
• You build pipeline with your team rather than waiting for it, and you have opinions about outbound that come from having run it.
• You communicate clearly with peers across marketing, product, and support, and people trust what you tell them about the forecast.

Requirements

• Your first 30 days…
• You have met each Account Executive, understand their book, and know where each of them is strongest and where they want help.
• You have listened to enough calls and read enough deals to have a point of view on where we lose and why.
• You are running pipeline reviews in your own voice, and the team knows what you expect from them.
• You have started the search for the two new AEs and helped shape the profile.
• By the end of 90 days…
• The forecast is yours, and it is accurate enough that the leadership team plans against it.
• Your two new hires are signed or close to it, and onboarding is ready for them.
• The outbound motion has a repeatable shape, with account selection, messaging, and a weekly rhythm the team follows.
• You have worked with marketing on the next version of the sales deck and the team is using it.
• By six months you will…
• Your team is at six AEs, the new hires are ramping on plan, and you can point to deals that closed because of how you coached them.
• The fall product launch has a sales motion behind it, including enablement your team asked for.
• Peers across product, marketing, and support see you as someone who tells them the truth about the market and follows through on what you commit to.

Benefits

• At Akuity, we believe open-source software is the most impactful way to build lasting technology.
• Our culture is grounded in humility, authenticity, and diversity.
• We value people from different backgrounds and paths in life.
• We trust our team members to take ownership, act responsibly, and support one another.