In this role you can expect to:

VP, Worldwide Commercial Sales

HashiCorp is looking for a WW Head of Commercial Sales to drive the GTM strategy for our Commercial Segment, currently defined as our Non-Named Accounts. This is a massive opportunity to shape our Commercial Cloud business and to build out and lead our Inside-based Commercial Sales teams based in Austin, Singapore, Amsterdam and elsewhere, to serve both Emerging and Developed markets. In addition, this leader will work closely with Product, Marketing, Partner, Operations, Pricing, Customer Success, Finance and other teams to drive alignment around a winning strategy for this high-growth segment. This role reports directly to the CRO.

This leader will:

• Expand a successful, end-to-end ARR machine including working with Marketing, Product, Pricing, Operations, Partner, Customer Success and other key stakeholders to build out the underlying operations and pipeline management for the Commercial Segment.
• Design and deploy the go forward sales coverage model for the Commercial Segment, including Sales headcount, Technical Pre-Sales, Customer Success, SDRs, Operations, etc.
• Own the global hub locations strategy for Inside/Commercial Sales
• Serve as a leader amongst his/her peers regarding HashiCorp’s cloud offering. Ensure the Commercial business remains a Cloud-First segment, and be the #1 champion and subject matter expert on the GTM leadership team for Cloud, partnering closely with Product, Operations & Marketing.
• Help develop and optimize a prescriptive sales process for the Commercial Segment across all extended roles
• Partner with Marketing to design and deploy a pipeline generation strategy, sales playbooks, and competitive battlecards for this Segment
• Partner with our Partner RTM Teams to ensure appropriate leverage from our growing partner ecosystem
• Partner with Product to ensure a strong feedback loop regarding product success in this Segment, including competitive intelligence
• Partner with Finance and Operations to ensure we have a scalable, efficient pricing and billing strategy for this segment
• Ensure execution with the Geo Commercial leaders to meet or exceed bookings quota - New ARR, Renewals ARR and New Customer Acquisition - while also adhering to expense targets
• Develop and maintain a set of metrics to track the progress and success of the WW Commercial Segment and review those metrics with Sales & GTM Leadership
• Own Commercial sales forecasts through Salesforce.com
• Manage and scale a team of Inside Sales Managers

Requirements:

• Prior experience in building sales organizations from the ground up, defining segment strategy and designing coverage models, and partnering closely with other functions to drive alignment and execution.
• Deep experience in hiring, leading, retaining and mentoring early-stage sales teams and sales managers and direct responsibility for growing the business to $100M+.
• Experience taking cloud solutions to market
• Global / non-US leadership experience.
• Strong track record of cross-functional partnership and leadership through influence.
• Experience selling to the C-suite in Commercial accounts
• Experienced and able to communicate effectively with business executives and leaders about the technical, account and financial aspects of their business relationship with HashiCorp.
• Strong Leadership skills with a metrics-driven approach, and proven ability to deliver efficient growth.
• Highly motivated, goal-driven, outgoing, inquisitive, and customer-centric.
• Honest and transparent partner to customers, winning and keeping their trust.
• Exceptionally well organized / detail-oriented with outstanding oral and written skills.
• Technically competent with a fundamental understanding of HashiCorp technology, offerings, and value propositions.

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