Head of Direct Sales – North America, EMEA

This is a fully remote position, open to applicants in United States, +5 more locations.

📋 Description

• Oversee TuxCare’s direct sales operations throughout North America and EMEA.

• Report directly to the Chief Revenue Officer.

• Develop and implement the direct sales strategy, aligning revenue objectives and territory plans with team priorities.

• Lead, mentor, and nurture Enterprise Account Executives, Account Executives, account management, renewals, and sales development team members.

• Assist with active deals by identifying customer needs, articulating business value, and crafting proposals.

• Support complex and strategic initiatives, including customer discussions, negotiations, and customized packaging or terms.

• Propel new business, account expansion, and renewals while ensuring a robust pipeline and precise forecasts.

• Analyze sales outcomes and win/loss patterns to pinpoint coaching opportunities.

• Cultivate relationships with key customers and enhance TuxCare’s footprint in North America and EMEA.

• Collaborate with Marketing, Revenue Operations, Product, and Finance on go-to-market strategies and customer requirements.

• Recruit, onboard, and develop sales talent across North America and EMEA.

• Represent TuxCare at pertinent industry events.

• Provide regular updates on performance and forecasts to the CRO and executive team.

⛳️ Requirements

• Demonstrated experience in leading direct sales teams in North America and EMEA, with a proven track record of meeting revenue goals.

• Required background in direct sales or sales leadership within software supply chain security, software composition analysis (SCA), application security, or DevSecOps.

• Experience in selling enterprise solutions in the fields of software supply chain security, SCA, application security, or DevSecOps; general IT or infrastructure software sales do not fulfill this criterion.

• Practical experience in selling to stakeholders focused on software vulnerabilities, end-of-life systems, compliance, or open-source security.

• Strong skills in deal coaching and value-based selling.

• Experience with custom product packaging and dynamic pricing strategies.

• Capability to translate technical challenges into clear business cases for both technical and executive audiences.

• Experience in managing new customer acquisition, account growth, and renewal processes.

• Strong skills in forecasting, pipeline management, negotiation, and presentation.

• Coaching style that combines support, well-defined expectations, and accountability.

• Familiarity with MEDDPICC or a similar enterprise sales qualification methodology.

• Willingness to travel as necessary.

🏝️ Benefits

• Opportunities for professional development and growth.

• Engaging and challenging projects.

• Mentor and knowledge-exchange initiatives.

• Fully remote work with flexible hours.

• Option to work from any location around the globe.

• 24 days of paid vacation annually.

• 10 days of national holidays.

• Unlimited sick leave.

• Coverage for private medical insurance.

• Reimbursement for co-working expenses.

• Gym and sports reimbursement.

• Reward for the most innovative idea that the company can patent.