Account Executive, BlueCat
Intelligent network operations
Open for applications
Intelligent network operations
501-1000 employees
Open for applications
501-1000 employees
Company mission
To help network teams accelerate businesses.
Role
Who you are
- Senior sales leadership experience within enterprise or complex commercial technology markets
- Strong background in partner-led and ecosystem-driven sales models
- Experience selling platform or portfolio solutions rather than single-product offerings
- Comfortable operating as a hands-on senior individual contributor
What the job involves
- The Regional Sales Director - UK & Northern Europe is a senior sales role responsible for accelerating revenue growth and market expansion for BlueCat’s Integrated Network Platform, focused on our Network Observability and Network Assurance
- Operating initially as a hands-on senior individual contributor, the RSD will own the full sales lifecycle while working closely with senior sales engineering resources
- The role will drive a channel-first, ecosystem-led strategy, leveraging service providers, traditional telcos, systems integrators (SIs), key VARs and managed service providers (MSPs) to scale adoption across the region
- A key mandate of this role is to position BlueCat holistically, selling outcomes across network visibility, resilience, security, and automation rather than point solutions
- Focus is on expanding reach into larger, complex organisations that may sit both within and outside traditional “large enterprise” definitions (e.g. regulated industries, critical infrastructure, public sector-adjacent organisations, and large commercial enterprises with distributed networks)
- The successful candidate will operate as a senior individual contributor and peer leader, to unlock incremental value across existing accounts while driving new logo acquisition through partner-led motions
- Strategic Mandate:
- Accelerate pipeline generation through coordinated engagement with the Partner Channel
- Drive cross-sell of LiveAction Network Observability into the Bluecat customer base
- Enable partners to deliver integrated platform outcomes, incorporating the full network plane
- Expand reach into large, complex organisations beyond traditional enterprise segmentation
- Role Scope & Responsibilities:
- Define and achieve regional revenue and growth targets
- Build and maintain a robust sales pipeline through proactive prospecting and channel engagement
- Drive customer acquisition and manage the entire sales cycle for enterprise and mid-market accounts
- Partner & Ecosystem Leadership
- Identify, onboard, and manage strategic channel partners, including service providers
- Collaborate with partners to co-develop and execute regional go-to-market plans
- Coordinate partner engagement to ensure clarity, trust, and momentum
- Platform-Led Revenue Growth
- Develop and implement programs to leverage BlueCat’s technology and accounts
- Foster collaboration with BlueCat’s existing customer base to drive cross-selling and upselling opportunities
- Personally lead complex, multi-solution sales cycles
- Position BlueCat as a strategic network control and intelligence platform, not a point product vendor
- Market Expansion & Segmentation
- Identify high-potential customer segments including:
- Regulated and compliance-driven industries
- Critical infrastructure and national services
- Large commercial organisations with distributed or hybrid networks
- Adapt sales motions to procurement, risk, and operational models common in these environments
- Operational Excellence:
- Conduct weekly forecasting and cadence reviews to maintain alignment and accountability
- Use data-driven insights to refine strategies and improve performance
- Success Indicators
- Measurable increase in pipeline and deal velocity
- Growth in both NWO and DDI cross sell customer base
- Partner-sourced and partner-influenced revenue growth
- Expansion into new large-scale customer segments
- High forecast accuracy and deal quality
Our take
DNS (Domain Name System) is the backbone of internet navigation, translating domain names into IP addresses to connect users with websites. However, many enterprises still rely on outdated DNS systems, which can severely hinder IT operations. BlueCat addresses these issues by providing advanced DDI (DNS, DHCP, and IP Address Management) solutions, offering businesses a faster, more efficient way to manage their network infrastructure.
BlueCat's solutions accelerate the adoption of cloud computing and automation, making it highly attractive to large-scale enterprises looking to streamline IT operations and reduce costs. By simplifying complex network management, BlueCat helps companies enhance efficiency and adapt to modern technological needs.
The company is making significant strides, with the recent announcement of new capabilities to help organizations modernize their network infrastructure. Alongside this, it also appointed a new Chief Product and Chief Technology Officer and partnered with Grupo Dice to transform DDI management across Mexico and Latin America These exciting developments signal a bright future for BlueCat as it continues to lead the way in network modernization.
Freddie
Company Specialist at Welcome to the Jungle
Insights
6% employee growth in 12 months
Company
Funding (2 rounds)
Jul 2011
$16.8m
SERIES B
Oct 2009
$11m
SERIES A
Total funding: $27.8m
Company HQ
Nortown, Toronto, ON
Leadership
Stephen Devito
(CEO)Stephen joined BlueCat in 2018, initially serving as the company's CFO before becoming CEO in 2020. Previously, he served as the CFO at Q4 and as an Executive VP & CFO at Marketwired.
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