HiveMQ is the Industrial AI Platform helping enterprises move from connected devices to intelligent operations. Built on the MQTT standard and a distributed edge-to-cloud architecture, HiveMQ connects and governs industrial data in real time, enabling global leaders like Audi, BMW, Eli Lilly, and Siemens to operationalize AI and drive innovation at scale. At HiveMQ, our culture is Effortless → Empowered → Relentless. We make the complex simple, act with confidence and ownership, and never stop pushing the boundaries of what’s possible. Join us to power the future of intelligent industry. WHAT'S THE JOB? The Director, Sales Management role is critical to helping HiveMQ scale its go-to-market team. Your primary responsibility is to build, coach, and empower a team of senior Enterprise Account Executives who use a consultative, value-based, land-and-expand methodology to win and grow customers. IN THIS ROLE, YOU WILL: * Lead, coach, and empower a team of 7–9 senior enterprise sellers to build robust pipeline, close 6- and 7-figure deals, and exceed revenue targets. * Hire, motivate, and train to continuously increase the productivity and skill sets of your team. * Maximize customer engagement and revenue generation by embracing HiveMQ's consultative, value-based, land-and-expand sales strategy. * Optimize team performance by maintaining the highest standards during key stages of the sales process: * Outbound prospecting * Pipeline development and deal progression * Proposal development and negotiation * Customer relationship development * Forecasting versus target * Internal resource prioritization * Provide hands-on guidance and escalation support in complex sales situations, deals, and negotiations. * Implement strategic and tactical improvements that grow pipeline, increase win rate and contract value, and reduce sales cycle length. * Partner with Marketing, Customer Success, and Product Management to ensure customers receive an exceptional experience and can objectively quantify HiveMQ's impact on their business outcomes. * Leverage the sales tech stack and data to inform your thinking and substantiate recommendations and decisions. * Collaborate with other HiveMQ Sales Managers by sharing learnings and best practices for the overall team's benefit. WHO YOU ARE * 12+ years of overall B2B enterprise sales experience, including 4+ years in a people management role. * Experience selling technical products and Platforms: you can credibly engage technical buyers and coach your team through architecture-level, platform-oriented sales conversations. * Experienced selling SaaS solutions to enterprise customers using a consultative, value-based methodology. * A supportive, empathetic manager who achieves team success by empowering individuals to embrace their unique styles while pursuing the overall strategy. * Ability to build strong, but ego-free, internal and external relationships. * Demonstrated success in a dynamic startup or scale-up environment. * Experienced with contract review, negotiation, and navigating legal discussions. * You have a sense of urgency to identify and fix issues right away. * Ability to give and receive constructive feedback. * Curiosity is a positive factor in your success. * Comfortable with AI technologies both in your day to day and in the product you sell EXCERPT FROM OUR CUSTOMER LIST https://www.hivemq.com/customers/ Informations about our job advertisements Job advertisements of HiveMQ GmbH are always directed at female, male and various applicants, regardless of age, gender, religion, sexual identity, disability, race, ethnic origin, world view, etc. The selection of a candidate is exclusively based on qualifications. For organisational reasons, we cannot return application documents and cannot reimburse any expenses that you incur during the application process.

Director, Sales Management

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