ГерманияSenior Manager, Velocity Account Executives, EMEA
2 мес. назад
ГерманияSeniorHybrid
Lead and scale a high-velocity Account Executives team at focused on software supply chain security.
О компании
- is the software supply chain security company. is accelerating the future of agentic software development. As developers and AI agents build faster than ever, enterprises need a new level of control, visibility, and confidence at the moment software is assembled. Our Nexus One platform helps development, security, and platform teams govern the components, dependencies, models, and artifacts that power modern applications without slowing innovation down. We are uniquely positioned to lead this next era. operates both Maven Central, one of the world’s largest public open source registries, and Nexus Repository, a top-ranked enterprise repository used by thousands of organizations and over 70% of the Fortune 100. With over 1 trillion downloads annually across our ecosystem, we have unmatched visibility into how software is published, consumed, and propagated. That insight helps our customers make smarter decisions earlier, reduce rework, avoid security surprises, and ship AI-powered software with greater speed and confidence. We are looking for people who want to build. People who are scrappy, entrepreneurial, hands-on, and hungry to make an impact. is at an exciting inflection point, and we need teammates who can see the opportunity ahead, move with urgency, and help us shape the way the world builds secure software in the AI era. As the Senior Manager, Velocity Account Executives at , you will lead, coach, and scale a high-velocity t
Обязанности
- Sales Team Leadership & Execution: Direct, inspect, and coach a high-performing team of 6–8 Territory Account Executives handling velocity sales cycles (sub-$50k transaction size).
- Hunting & Outbound Rigor: Enforce a disciplined, proactive outbound cadence. Teach AEs how to map accounts, identify target personas (VP of Engineering and CISO), and drive cold-to-close pipeline. This team is entirely self-sufficient, owning the end-to-end sales process from initial outreach to closed-won deal, with no BDR/SDR support.
- Work Redesign & Process Automation: Act as a "Work Designer" by continually evaluating the AE workflow. Implement AI-driven prospecting, automated outreach tools, and streamlined CRM practices to eliminate sales friction and eliminate non-value-add activity.
- Cross-Functional Trade-offs & Alignment: Partner Field Marketing, and Revenue Operations to execute targeted account-based growth programs. Optimize resource allocation for rather than strictly defending departmental silos.
- Pipeline Forecasting & Performance Management: Maintain operational rigor across pipeline inspection, activity tracking, and accurate weekly forecasting using standard sales methodologies.
- Talent Development & Coaching: Conduct daily/weekly deal reviews, call shadowing, and active coaching to build the next generation of sales leaders within .
Другое
- High-Velocity Deal Execution: Drive team performance to consistently achieve and exceed team targets of 50+ closed deals per AE per year (sub-$50k deal category), ensuring predictable quarterly pipeline conversion and run-rate revenue.
- Outbound Pipeline Expansion: Transition the territory team to an outbound hunting motion, generating at least 60% of new sales pipeline through outbound prospecting, targeted account plays, and full-funnel prospecting and lead generation.
- New Logo Acquisition & Wedge Growth: Accelerate new enterprise customer acquisition across assigned territories, utilizing Firewall as a fast-onboarding wedge product to achieve >100% YoY growth in velocity logo additions.
- AI & Process Optimization: Automate and redesign sales workflows using AI tools and modern sales tech, reducing deal cycle times by 15-20% and maximizing AE active selling time.
- Sales Leadership Experience: 3+ years of direct sales management experience leading high-velocity inside sales or territory account executive teams within SaaS, DevOps, or Cybersecurity industries.
- Proven Track Record: Demonstrated history of managing teams through high transaction volume environments (50+ deals/AE/year) with sub-$50k average deal sizes.
- Outbound Hunting Mastery: Deep expertise in building and executing account-based outbound prospecting frameworks; proven ability to transition teams from inbound-reliant to outbound-driven.
- Commercial Methodology & Stack: Hands-on experience with modern sales stacks (Salesforce, Outreach/Gong, LinkedIn Sales Navigator, AI prospecting tools) and structured value selling methodologies (MEDDPICC, Command of the Message).
- An additional language skill is hugely beneficial, ideally German.