Regional Director Sales - CEUR

This is an exciting opportunity for an experienced sales leader to join Chainguard, a prominent player in the open-source security and software supply chain space. The company is dedicated to providing secure, production-ready builds of open-source software, empowering organisations to develop more rapidly, maintain compliance, and mitigate risks. As the Regional Director of Sales for Central Europe (CEUR), you will play a pivotal role in expanding Chainguard's market presence and driving revenue growth within this critical region. Reporting directly to the Assistant Vice President (AVP) of Sales, you will be responsible for overseeing and motivating a team of seasoned Account Executives.

About the Role

The core of this position revolves around strategic leadership and hands-on management of the CEUR sales team. You will be tasked with developing and executing robust sales strategies to meet and exceed revenue targets. This involves not only driving performance but also fostering a supportive and dynamic team environment that encourages learning, professional development, and collaboration. A key aspect of your responsibilities will include refining and implementing effective onboarding and ramp-up processes for new Account Executives, ensuring they are equipped for success from day one. You will also be instrumental in forecasting, territory management, and developing comprehensive growth plans for the region. Measuring and reporting on team performance against key metrics will be essential to demonstrating progress and identifying areas for improvement.

Furthermore, this role demands a proactive approach to aligning sales efforts with other vital departments. You will need to cultivate strong working relationships with marketing, customer success, business development representatives (BDRs), sales engineers, and customer engineers to ensure a cohesive go-to-market strategy and seamless customer experience. A significant part of your remit will involve setting the strategic direction for engaging with and securing Chainguard's largest enterprise accounts within the CEUR region.

Your day-to-day responsibilities will encompass a broad range of sales leadership and strategic initiatives:

• **Team Management and Development:** Lead, mentor, and manage a team of 5-7 Account Executives, fostering a high-performance culture and supporting their individual growth.
• **Revenue and Business Execution:** Drive, manage, and execute the sales strategy to achieve and surpass revenue objectives for the CEUR region.
• **Process Improvement:** Design and enhance processes for the onboarding and continuous development of Account Executives.
• **Strategic Planning:** Develop and present accurate sales forecasts, manage territories effectively, and create strategic growth plans for the region.
• **Performance Measurement:** Establish, track, and report on key performance indicators (KPIs) to gauge team and individual success.
• **Cross-Functional Alignment:** Collaborate closely with marketing, customer success, BDR, sales engineering, and customer engineering teams to ensure unified efforts.
• **Account Strategy:** Define and implement strategies for cultivating and expanding Chainguard's most significant enterprise client relationships.

What They're Looking For

Chainguard is seeking a candidate with a proven track record in technical sales leadership and a deep understanding of the software industry. Ideally, you will possess:

• A minimum of six years of experience selling technical products, with a strong preference for backgrounds in open source, DevOps, or cybersecurity.
• At least three years of demonstrable success in managing and developing high-performing software sales teams.
• Experience working with Cloud Service Provider (CSP) marketplaces.
• A consistent history of meeting and exceeding performance targets, including revenue and pipeline goals.
• Experience selling to Fortune 500 companies and a willingness to actively participate in all aspects of the sales cycle.
• Existing enterprise customer relationships within the DACH region are highly desirable.
• Proficiency in using Customer Relationship Management (CRM) and marketing automation systems.
• The ability to exercise sound judgment, demonstrate sensitivity, and adapt creatively to evolving needs and situations in a fast-paced environment.
• Exceptional relationship-building and negotiation skills.
• Experience navigating and contributing to a company experiencing growth or hyper-growth.
• A willingness to travel as required to support business needs.

This role presents a significant opportunity to shape the sales trajectory of a forward-thinking company within the crucial European market. Success in this position will require strategic acumen, strong leadership capabilities, and a passion for open-source technology.

• 6+ years experience selling a technical product; open source, DevOps or security experience preferred
• 3+ years experience successfully managing high performing software sales teams
• Experience working with the CSP marketplaces
• Proven track record of meeting and exceeding performance objectives (revenue targets, pipeline targets, etc.)
• Experience selling to Fortune500 and a willingness to roll up your sleeves
• Existing Enterprise customer relationships in DACH
• Experience using CRM and marketing automation systems
• Ability to exercise effective judgment, sensitivity and creativity to changing needs and situations; ability to handle a fast-paced environment and challenging workload
• Strong relationship building and negotiation skills
• Experience going through a growth or hyper-growth stage
• Ability to travel as needed