Director of Sales

The Company

GitKraken is the developer experience (DevEx) platform of choice for more than 40 million developers and 100,000 organizations globally. Combining built-in AI and powerful workflow orchestration, GitKraken empowers development teams to eliminate unnecessary toil, streamline collaboration, and accelerate productivity. GitKraken’s seamless integrations with leading Git providers, issue tracking tools, and AI solutions make it the most versatile DevEx platform available across desktop, command line, IDE, web, and mobile environments. Discover smarter, faster development at www.gitkraken.com or follow us on LinkedIn.

The Role

We are looking for a Director of Sales at GitKraken to lead our sales organization through its next phase of growth. We have transitioned to a Content-Led Sales Assist model and are now seeking a leader to drive this GTM strategy. We’re not looking for someone to manage a large, mature sales org. We’re looking for someone who is energized by being hands-on, and wants to lead from the front to help us scale a motion that’s already working, but needs tuning. Today, we have two sellers. Our content-led Sales Assist motion is generating strong, high-intent inbound traffic. The opportunity is to convert and expand our Software Engineering Intelligence (SEI) solutions more effectively in Mid-Market and Enterprise segments. We need a player-coach to:

• Refine Sales Assist handoffs
• Raise the bar on execution
• Materially contribute revenue themselves
• Implement best practices proactively
• Identify friction and fix it
• Hold a high bar for execution

We are committed to having an inclusive and authentic work environment where unique perspectives, skills, and backgrounds are celebrated. We work hard to foster diversity in our workplace and encourage people from all backgrounds to apply. Even if you don't meet 100% of the requirements, don't let self-filtering and imposter syndrome get in the way of a great fit. We would love to hear from you!

Why This Role is Compelling

• Shape how sales scales at a dev-first company
• Lead at a meaningful inflection point
• Sell to technical leaders solving real engineering challenges
  
• Have real ownership (not just manage a machine)

What You'll Do

Sales Execution & Territory Management

• Personal Revenue Contribution: Actively manage a personal sales territory to demonstrate sales process excellence, contribute directly to revenue targets, and stay connected to market dynamics.
• Technical Acumen: Deep understanding of the developer workflow, Git, and the engineering tools landscape. You must have a proven ability to sell Software Engineering Intelligence (SEI) products by translating complex data into actionable insights for technical leaders.
• GKI Value Realization: Expertise in selling SEI platforms using solution-selling methods to engage with development and engineering leaders, influencing their strategies and purchasing decisions.

Team Leadership & Process Tuning

• Strategy Implementation: Take ownership of the existing Content-Led Sales Assist motion, tuning the engine to ensure seamless handoffs, effective lead qualification, and optimal conversion rates.
• CRM Operations: Provide expert sales leadership over HubSpot, enforcing best practices for lead management, pipeline reporting, process automation, and forecasting accuracy.
• Lead Follow-up Excellence: Establish and enforce stringent SLAs for lead response and follow-up, ensuring no opportunity is missed within our high-intent user base.
• Mentorship: Recruit, onboard, and develop high-performing Account Executives (AEs) and Sales Development Representatives (SDRs), fostering a high-accountability, results-driven culture.

Strategic Optimization

• GTM Refinement: Partner with the CCO and CMO to refine the GTM strategy for Mid-Market and Enterprise accounts, identifying opportunities to improve the Sales Assist workflow based on real-world feedback.
• Pipeline Forecasting: Accurately forecast revenue targets and build robust pipelines to exceed those goals.

What You'll Bring

• Proven Leadership: 7+ years of progressive experience in B2B SaaS sales, including at least 2 years in a sales leadership role such as Manager or Director.
• SEI Sales Background: Experience selling Software Engineering Intelligence (SEI) or high-level engineering analytics platforms. You should be comfortable discussing DORA metrics, developer velocity, and engineering efficiency at the executive level.
• Model Expertise: Experience operating within or transitioning a company into a hybrid Sales Assist or Sales-Led model.
• Target Persona Expertise: Demonstrated success selling complex technical solutions directly to development and engineering leaders (VPs of Engineering and CTOs).
• HubSpot Proficiency: Deep, practical experience with HubSpot CRM from a sales leadership perspective, including reporting, dashboard creation, and pipeline management.
• Market Focus: Strong track record of successfully closing deals within the Mid-Market and Enterprise segments.

Why You Shouldn't Apply

• You don’t want to carry a quota anymore.
• You prefer managing managers instead of selling yourself.
  
• You wait for direction instead of setting the standard.
• You’re uncomfortable selling to deeply technical buyers like VPs of Engineering or CTOs.

How you'll be rewarded

💵  Excellence — Competitive compensation with annual performance-based pay increases

🏖  Balance — Flexible Paid-Time-Off Policy + paid company holidays (chosen by our employees)

👶  Parent life — Generous paid parental leave

🐶 Pets — Pet insurance plan (with no exclusions)

🍎 Health — Health, dental, and vision insurance with competitive employer cost-sharing + employer-paid life/AD&D insurance

🌵 Headquarters — Modern, fully equipped offices designed to maximize productivity in a hybrid environment

🏆  Culture — Great Place to Work Certified

📚  Growth — Paid career development opportunities, audiobook subscriptions, and mentorship

🔮  Future — 401(k) retirement plan plus company matching  

🛫  Travel — Company-paid domestic trip after your 1-year anniversary, and an international trip every 5 years

Location

GitKraken is headquartered in Scottsdale, Arizona and while we would like to have candidates be local to the Scottsdale office, we understand that talent and drive are much more important than location. We will consider strong candidates from anywhere in the US who apply for this role. 

Equal Employment Opportunity Statement: 

At GitKraken, we believe that diversity among our teammates is critical to our success as a company. GitKraken evaluates all employees and job applicants without regard to race, color, religion, gender (including pregnancy, gender expression, or gender identity), national origin, age, disability status, or any other legally protected class. We recruit, hire, and retain top talent from a diverse candidate pool.