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HiveMQ is an Industrial AI Platform built on the MQTT standard, enabling enterprises like Audi, BMW, Eli Lilly, and Siemens to connect and govern industrial data in real time, operationalize AI, and drive innovation at scale.
As Director, Sales Management, you will build and lead a team of 7–9 senior Enterprise Account Executives focused on consultative, value-based land-and-expand selling. Your core responsibilities include hiring, coaching, and empowering sellers to build robust pipeline, close 6- and 7-figure deals, and exceed revenue targets.
You will optimize team performance across all key sales stages: outbound prospecting, pipeline development, proposal development and negotiation, customer relationship development, forecasting, and internal resource prioritization. You'll provide hands-on guidance and escalation support in complex sales situations and negotiations, while implementing strategic improvements to grow pipeline, increase win rate and contract value, and reduce sales cycle length.
You will partner cross-functionally with Marketing, Customer Success, and Product Management to ensure exceptional customer experiences and measurable business outcomes. You'll leverage the sales tech stack and data to inform decisions, collaborate with peer Sales Managers to share best practices, and maintain the highest standards of team performance and development.
Required: 12+ years B2B enterprise sales experience with 4+ years in people management. You must have experience selling technical products and platforms to enterprise customers, credibly engaging technical buyers, and coaching teams through architecture-level conversations. SaaS sales expertise using consultative, value-based methodology is essential. You are an empathetic, supportive manager who empowers individuals while pursuing overall strategy. You build strong, ego-free relationships, have demonstrated success in dynamic startup or scale-up environments, and are experienced with contract review and negotiation. You have a sense of urgency, give and receive constructive feedback well, and are curious and comfortable with AI technologies.
