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Liquibase is the leader in Database DevOps, with over 100 million downloads. The company enables DevOps teams globally to accelerate software delivery by automating database updates, security, and governance. You will join a fast-paced, innovative team with the opportunity to make significant impact on the business and industry.
As Director of Enterprise Sales, you will build, lead, and coach a team of enterprise account executives selling into Fortune 1000 and large global enterprises. You will own team-level new-logo ARR targets and personally engage in strategic deals as a player-coach when needed. Your responsibilities include recruiting and hiring top enterprise sales talent as the team scales, instilling rigorous forecasting and pipeline hygiene using MEDDPICC, and partnering with RevOps, Marketing, and Post-Sales to build repeatable, scalable go-to-market motions. You will coach reps on multi-threading, executive engagement, and navigating complex enterprise procurement, security, and legal cycles. Additionally, you will represent the enterprise segment in leadership forecast reviews and strategic planning.
Liquibase fosters a culture rooted in open-source values of freedom, choice, transparency, and meritocracy. The company offers a remote-first culture with potential for company-wide in-person gatherings, home office allowance, meaningful equity, comprehensive health/vision/dental benefits, generous paid time off, 401k match (US only), and strong growth opportunities.
REQUIREMENTS:
- 7+ years in enterprise SaaS sales, including 3+ years directly managing a quota-carrying AE team
- Track record of building and leading teams that consistently exceed $1M+ individual quotas
- Experience selling six-figure deals to large, multi-stakeholder, complex deals primarily to Engineering organizations
- Deep fluency in MEDDPICC or Command of the Message, with experience installing sales methodology across a team
- Experience hiring, onboarding, and developing enterprise sellers
- Ability to operate as both a strategic leader and hands-on coach in live deal cycles
- Comfortable operating in a fast-scaling startup environment with evolving process and ambiguity
NICE TO HAVES:
- Experience in DevOps or database change management tools
- East Coast location preferred
