8+ years in enterprise software sales, with 3+ years managing sales teams.
Hands-on experience in high-growth enterprise software or data infrastructure.
Proven success selling cloud databases and related technologies to technical and executive buyers.
Familiarity with NoSQL databases like Aerospike, Redis, or Cassandra.
Bachelor's degree or equivalent required.
Must work on-site in Mountain View, CA.
Responsibilities
Drive daily sales execution, deal strategy, and pipeline management to meet revenue targets.
Sell high-performance cloud databases to technical buyers.
Manage a book of business over $20 million, engaging in key customer meetings.
Lead growth in large enterprise accounts and digital-native companies, adapting sales strategies as needed.
Coach account executives on deal execution and negotiation tactics.
Collaborate with Sales Engineering for effective technical discovery and customer engagement.
Maintain operational rigor through deal inspections and active sales coaching.
Implement sales methodologies like Command of the Message and MEDDPICC consistently.
Build relationships with CIOs, CTOs, and data leaders to position Aerospike as essential infrastructure.
Work with Marketing, Product, and Customer Success to enhance sales cycles.
Benefits
Opportunity to lead a high-performing sales team during a critical growth phase.
Direct impact on enterprise sales strategy and execution.
Access to a collaborative environment with cross-functional teams.
Professional development through coaching and mentoring opportunities.
Engagement with high-level executives and decision-makers in the industry.
Full Job Description
We are seeking a tactical, hands-on Director of Sales to lead field execution, manage and mentor account executives, and directly drive active enterprise sales opportunities. Directly reporting to the Chief Revenue Officer, this role focuses on day-to-day deal management, pipeline execution, and scaling high-performing enterprise sales reps at a critical moment in our growth trajectory.
Qualifications
8+ years of progressive experience in enterprise software sales, including at least 3 years directly managing sales teams.
Proven track record as a hands-on sales manager or team lead in high-growth enterprise software or data infrastructure environments.
Proven experience selling high-performance cloud database, data infrastructure, or related enterprise technology to technical and executive buyers.
Familiarity with NoSQL databases and distributed data technologies, including Aerospike, Redis, Cassandra, ScyllaDB, or comparable platforms.
Bachelor's degree or equivalent four-year college diploma is required.
Must be based in office at our headquarters in Mountain View, CA.
Responsibilities
Drive day-to-day sales execution, deal strategy, pipeline management, and forecasting to achieve team quota and revenue targets.
Bring a demonstrated record of selling high-performance cloud database, data infrastructure, or closely adjacent enterprise technology to demanding technical buyers.
Manage and grow a team book of business exceeding $20 million, actively participating in key customer meetings and closing complex enterprise deals.
Lead growth across both large enterprise accounts and digital-native companies, adapting the go-to-market motion to different buying centers, sales cycles, and customer needs.
Coach and mentor account executives through deal execution, opportunity qualification, account planning, and negotiation tactics to elevate overall team performance.
Partner closely with Sales Engineering and manage the function effectively, ensuring strong technical discovery, solution alignment, demonstrations, and executive-level customer engagement.
Maintain high operational rigor through daily deal inspection, weekly forecasting, active sales coaching, and rigorous pipeline generation activities.
Demonstrate deep conviction in, and consistent implementation of, sales methodologies including Command of the Message and MEDDPICC.
Develop trusted relationships with CIOs, CTOs, architects, data leaders, and business executives while positioning Aerospike as critical infrastructure for mission-critical, high-scale workloads.
Work closely on the front lines with Marketing, Product, Sales Engineering, and Customer Success to accelerate sales cycles and solve customer challenges in real time.
What Success Looks Like
Within 12 to 18 months, you will have built a disciplined, high-performing sales unit that consistently achieves targets. You will have coached account executives into top performers, streamlined frontline sales processes, and directly expanded key accounts while establishing Aerospike as a critical infrastructure partner across key enterprise accounts.
About Aerospike
Aerospike is a leading provider of high-performance, NoSQL database technology. The company's database platform is used by some of the world's largest enterprises to power mission-critical applications and services. Aerospike's patented Hybrid Memory Architecture? delivers the speed and scale required for real-time, data-intensive applications, while its patented Cross-Datacenter Replication? technology ensures data consistency and availability across multiple data centers. The company has received numerous awards for its innovative technology and has partnerships with major cloud providers and technology companies.
