The Role
Build and lead Tsuga’s first US sales team, recruiting and onboarding enterprise account executives, defining the regional sales playbook, managing MEDDIC-based deals, generating pipeline, forecasting accurately, and developing executive relationships with technology leaders. The role targets engineering-led enterprises purchasing observability and infrastructure solutions, requiring collaboration with marketing, sales engineering, and executive leadership in an early-stage environment.
Summary Generated by Built In
👉 This position is based in the USA and we will able to hire you as a full-time employee trough an employee of record contract.
🌟We just raised $35M in Series A, if you join Tsuga you will experience a strong growth.
About the role & the team
You’ll be joining a fast growing team of industry experts with a track of record, spread accross Europe, UK, Middle East and the USA.
As our futur Regional Sales director for the USA, your main mission will be to build and manage our first sales team while working very closely with our Head of Sales and our CEO.
We sell to engineering-led enterprises with serious data volumes and observability spend. Deals are sized by TB, priced transparently, and our developer experience combined with a compelling business case gives your team a rare thing: a sale that wins on both the technical and financial side of the table.
The product is used daily by software engineers, SREs and platform teams — but the buying decision sits with CTOs, VPs of Infrastructure and Heads of Observability.
Cycles run 3 to 9 months, which means your job is as much about building executive relationships as it is about running a tight process.
- Recruit, hire and onboard the first AEs in your region — people who reflect Tsuga's standard
- Work with the Head of Sales to secure the right resources for your team's success — SDRs, GTM engineering, and beyond
- Define and document the regional sales playbook: target personas, outbound motion, deal structure
- Run a MEDDIC-based process across your team's accounts and hold a high qualification bar
- Partner with FDEs on complex technical evaluations and strategic accounts
- Own regional pipeline generation in partnership with Marketing
- Forecast accurately and communicate pipeline health to sales leadership weekly
- Represent Tsuga at key industry events and build executive relationships with prospects and clients across the US
- 6+ years in B2B SaaS sales, with at least 2 years building and leading a team of Enterprise AEs
- Background in observability, DevOps, or infrastructure tooling
- Proven track record of personal quota attainment alongside team leadership
- Strong hiring judgment - you know what great looks like and can sell the opportunity to get them through the door
- MEDDIC fluency and clean forecasting discipline - you hold a high bar across your team's pipeline, not just your own
- Comfortable operating at the executive level with CTOs, VPs of Infrastructure and CFOs
- Experience working in an early-stage environment where the playbook doesn't exist yet
- Competitive base + variable split with uncapped commissions
- Quarterly accelerators for over-performance
- Meaningful equity
- €5,000 employee referral bonus
- Quarterly team offsite in France - the whole company, every quarter
- 25 days off
- 14 weeks parental for birthing and non-birthing parent
- 2% contribution match on the 401k
- Health insurance covering the partner and kids
- 🔥 We move fast. As an early-stage startup, we are pragmatic, we value ownership, and quick feedback over unnecessary process and hierarchy.
- 🙏 We solve problems, not blame people. When something goes wrong, we fix it, learn from it, and improve the system.
- 🛠️ We are builders. We start everything from a blank page and we lean on your colleagues' knowledge to move faster.
- 🙇 We are customer-obsessed. We dogfood Tsuga every day, so you care how the product is actually used and want to contribute ideas.
- 💥 We lean hard on AI, but not blindly. Our problems are hard and can’t be AI-slopped away.
- 🌍 We're international from day one. Every quarter, the whole team meets at our French office to align on company goals, celebrate wins, and connect with teammates from the US, UK, the Middle East, and across Europe.
Skills Required
- 6+ years of experience in B2B SaaS sales
- At least 2 years building and leading a team of Enterprise Account Executives
- Background in observability, DevOps, or infrastructure tooling
- Proven personal quota attainment alongside team leadership
- Strong hiring judgment and ability to recruit high-quality talent
- Fluency in MEDDIC and disciplined sales forecasting
- Ability to operate at the executive level with CTOs, VPs of Infrastructure, and CFOs
- Experience working in an early-stage environment without an established playbook
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The Company
What We Do
Tsuga provides an enterprise observability and monitoring platform for developers and engineering teams. Its bring-your-own-cloud architecture runs inside a customer’s AWS environment, keeping telemetry in the customer’s cloud and under its encryption keys and governance controls. The platform supports logs, metrics, traces, and application performance management, while providing dashboards, alerts, AI-powered workflows, infrastructure monitoring, and operational support without the burden of self-hosting.
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