Sales Manager, CircleCI
NAMER
$115-166k
Plus performance bonus. Pay mix is approximately targeted at [50/50] base to variable
Continuous integration and deployment services
Be an early applicant
Continuous integration and deployment services
201-500 employees
Be an early applicant
$115-166k
Plus performance bonus. Pay mix is approximately targeted at [50/50] base to variable
201-500 employees
Company mission
To manage change so software teams can innovate faster. They want to empower technology-driven organizations to do their best work – and make engineering teams more productive and innovative by managing change.
Role
Who you are
- 5+ years of technology sales experience selling SaaS products to enterprise customers, including 3+ years managing complex deal cycles ($100,000+ contracts), and 2+ years managing a high-performing sales team
- Track record of being a top performer and developing top performers
- Curiosity for the DevOps ecosystem and familiarity with technical concepts and their business value
- Experience leveraging sales methodologies and frameworks (Challenger, Command of the Message, MEDDPICC or similar)
- Extensive experience with modern sales platforms as a manager (Hubspot, Outreach, Gong, 6sense, ZoomInfo)
- Experience working with executive stakeholders at large organizations, particularly Engineering Leadership (CTO, VP of Eng, DevOps Leaders, etc.)
- Experience collaborating extensively with Customer Success to drive customer outcomes
- A great leader who thrives in fluid, fast-paced, dynamic, scaling environments
- Excellent interpersonal and team management skills with ability to inspire and develop talent
- Skilled negotiator with demonstrated ability to coach teams to high close rates
- Ability to multi-task, prioritize, and manage time effectively
- Resilient and inquisitive with strong problem-solving abilities
- BA/BS Degree in related field (Business, Entrepreneurship, Sales/Marketing, or Computer Science preferred)
- Preference for candidates who have experience selling technology to technologists (Dev Teams, CTOs, Engineering Leaders, etc.)
What the job involves
- As a Sales Manager for our sales team at CircleCI, you are a bold, results-driven leader who understands our product in-depth and is passionate about coaching your team to present its value to customers
- This is an impactful role at CircleCI where you'll lead a team of Account Executives responsible for driving opening new business pipelines and accounts
- You'll maximize your team's efforts to prospect and close new opportunities, efficiently scale headcount and productivity, and continuously improve sales strategy in your market
- Lead and coach your Account Executive team in building account books, leveraging sales methodologies, negotiating contracts, and closing new deals
- Hire and develop Account Executives for all business segments with experience managing opening new accounts and logos
- Establish quotas, forecast pipeline and revenue, and monitor progress. Responsible for revenue and profitability goals of the team
- Build, prioritize and forecast team pipeline using our tech stack
- Collaborate heavily with Customer Success leadership in the US market to ensure new business strategies are customer-aligned
- Coach your team on the entire sales process including strategy, lead generation, managing evaluations/POCs, product trial management, negotiation, contracting, and closing
- Mentor and grow your Account Executive team's capabilities over time, helping them use data and insights to overcome objections and craft compelling value-based solutions
- Collaborate effectively with internal partners including field engineers, customer success, and product managers
- Represent the sales team's issues and ideas for improvement to leadership and third-party stakeholders
- Accurately track and report on sales metrics across multiple platforms
- Meet with prospects and attend events in the region as needed, travel approximately 15% (as business needs require)
- Suggest and implement improvements in the sales process based on team feedback and market insights
- Use customer feedback to generate ideas about new features or products
- Ensure sales, finance, and legal policies and procedures are met
- Build a trusting, open-communication environment for your team where integrity is paramount - CircleCI believes honesty with our customers is in everyone's best interest
- Analyze market trends and discover new opportunities for growth
Our take
Engineering has seen the rise of agile, containerisation and DevOps over the last few years. As a result, the idea of continuous integration and continuous delivery (CI/CD) has grown to be an important part of the engineering space. CircleCI is one company that taps into this field, offering a lightweight and open service.
There are now a lot more companies that have a culture of continuous delivery. CircleCI specifically helps automate all the steps that occur between the time developers make changes to the code and when the application gets in front of the customer. The company has a strong tailwind from this macro trend and their product is loved by engineers, putting them in a strong place to build a strong business.
Services in the sector have grown constricted and cost-heavy, but in 2022, CircleCI debuted a free tier service for engineering teams in a move away from this. By offering flexibility across an increased number of major platforms, including Docker, Windows, and MacOS, the company works towards its ultimate aim to empower technology-driven organisations.
Steph
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 8 rounds)
May 2021
$100m
SERIES F
Apr 2020
$100m
SERIES E
Total funding: $315m
Company benefits
- Whether it’s a peaceful home or a house full of kids, roommates, or pets, your office can be where you need it. CircleCI has been a remote-first company since the beginning. We’ll ensure you stay well-connected with your teammates every day through tools like Zoom, Slack, Confluence, Google Suite, and GitHub. We also provide a home office stipend to help you do your best work
- Regardless of location, we prioritize the health and wellness of our employees and their families. In addition to unlimited PTO, we offer generous parental leave and benefits that can cover employees and dependents up to 100%. We also offer quarterly wellness days, a free Calm subscription, wellness reimbursement, and Cleo for new parents
- At CircleCI, employees have ample opportunity to learn new skills, including project-based learning and presentations from our colleagues. Udemy is available for on-demand learning and we offer an annual stipend for personal development outside of CircleCI. Your continued professional development is important to us because it’s important to you
- Unlimited paid time off policy
- Work from home opportunities
Company HQ
The East Cut, San Francisco, CA
Leadership
Jim Rose
(CEO)Joined CircleCI as COO. Serial entrepreneur, founding Distiller (acquired by CircleCI) and Copious.
Paul Biggar
(Founder)Currently Founder and CEO of Darklang. Previously Principal Engineer at Lookout, Senior Compiler Engineer at Mozilla Corporation and Founder at NewsLabs Inc.
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