Director, Enterprise Sales

In this role you can expect to...

Lead a team of Enterprise Account Managers

● Engage new and existing Open Source users of HashiCorp to provide value around how users can be more successful with our technology portfolio

● Assist your reps in Outbound activity through existing relationships both with end customers and the partner ecosystem

● Expert level use of sales and forecasting tools (SFDC, Clari, LinkedIn Sales navigator, etc.)

● Recruit and hire top talent providing career development and performance management so that team members meet and/or exceed quota.

● Build a solid operating cadence and team/individual focus around pipeline, forecasting, deal review, sales execution, deployment and revenue realisation.

● Proactively and efficiently manage resources with dedicated teams, virtual teams, and executive staff around opportunities to ensure successful outcomes

● Coach reps in complex enterprise sales campaigns with multiple prospect engagement points in Development, IT Operations, and Security Operations

● Align the overall HashiCorp solution to the executive level customer's business needs, challenges, and technical requirements

● Execute and coach reps on solution and value based selling to existing customer base and new prospects

● Articulate and evangelize the vision and positioning of both the company and products, and secure strategic commercial commitments

● Build a balanced pipeline of revenue and new logos for target accounts.

● Accurately forecast business on a quarterly cadence

● Regular local and Air Travel is required

● Accurately estimate qualifying opportunities based on MEDDPICC

• Effectively and timely connect with management, legal and deal desk to ensure proper execution of documents and accurate process; and follow instructions or recommendations set by these teams and company management

Required education

Bachelor's Degree

Required technical and professional expertise

● At least 8 years formal Enterprise sales leadership experience building and leading high-performance sales teams that deliver overachievement. Proven experience in recruiting, developing, and leading professional sales teams of 6 or more people.

● Possess well-developed communication and presentation skills; able to communicate at the CxO level.

● Experience in Open-Source Software and DevOps business models is preferred but not required, proficient in concepts around Cloud, Security and infrastructure is a minimum

● Sales leadership record in closing large, complex deals across Mid-tier and Enterprise customers.

● Creation and execution of quarterly and annual business plans

● History of accurate forecasting and business reporting

• Significant experience in selling disruptive technology into focused markets

Preferred technical and professional experience

● Possess intellectual curiosity, growth mindset and leadership skills

● Familiarity with HashiCorp and IBM's products and services.

ABOUT BUSINESS UNIT

IBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company's Global Markets organization is a strategic sales business unit that manages IBM's global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients' growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.

YOUR LIFE @ IBM

In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.

Being an IBMer means you'll be able to learn and develop yourself and your career, you'll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.

Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.

Are you ready to be an IBMer?

ABOUT IBM

IBM's greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.

Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we're also one of the biggest technology and consulting employers, with many of the Fortune 500 companies relying on the IBM Cloud to run their business.

At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it's time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.

IBM is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, genetics, pregnancy, disability, neurodivergence, age, or other characteristics protected by the applicable law. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

OTHER RELEVANT JOB DETAILS

For additional information about location requirements, please discuss with the recruiter following submission of your application.

Client-provided location(s): Sydney, Australia

Job ID: IBM-82169

Employment Type: OTHER

Posted: 2025-12-19T18:48:42