Proven experience leading direct sales teams across North America and EMEA with a strong record of achieving revenue targets.
Direct sales or sales leadership experience in software supply chain security, software composition analysis (SCA), application security, or DevSecOps.
Strong deal-coaching and value-selling skills, including tailored product packaging and dynamic pricing.
Ability to translate technical challenges into clear business cases for both technical and executive stakeholders.
Experience managing new customer acquisition, account growth, and renewal motions.
Familiarity with MEDDPICC or a comparable enterprise sales qualification methodology.
Responsibilities
Set and execute the direct sales strategy across North America and EMEA, translating revenue goals into clear team priorities.
Lead, coach, and develop Enterprise Account Executives and sales team members.
Collaborate with sales representatives on active deals to uncover customer needs and develop effective proposals.
Support complex opportunities, including negotiations and tailored packaging requests.
Drive performance across new business, account growth, and renewals while maintaining a healthy pipeline.
Review sales results and win/loss trends to identify coaching opportunities and improve team approaches.
Build strong relationships with strategic customers to enhance TuxCare's presence in both regions.
Partner with Marketing, Revenue Operations, Product, and Finance to improve go-to-market execution.
Benefits
Strong focus on professional development with opportunities for learning and growth, including interesting projects and mentor programs.
Fully remote work with flexible hours, allowing for a personalized schedule from any location worldwide.
Paid 24 days of vacation per year, 10 national holidays, and unlimited sick leave for a healthy work-life balance.
Compensation for private medical insurance.
Co-working and gym/sports reimbursement.
Opportunity to receive a reward for innovative ideas that the company can patent, fostering a culture of creativity.
Full Job Description
We're looking for a Head of Direct Sales to lead TuxCare's direct sales organization across North America and EMEA. Reporting to the Chief Revenue Officer, you will lead a distributed team responsible for new customer acquisition, growth within existing accounts, and renewals.
This is a hands-on sales leadership role. Our solutions, including SecureChain and Extended Lifecycle Support for RHEL-based Linux alternatives (ELS for RLA), call for thoughtful discovery, tailored proposals, and flexible deal structures. You'll coach the team through live opportunities, help shape complex deals, and build a sales approach grounded in each customer's security and business needs.
Responsabilties:
Set and execute the direct sales strategy across North America and EMEA, turning revenue goals and territory plans into clear priorities for the team.
Lead, coach, and develop Enterprise Account Executives, Account Executives, account management, renewals, and sales development team members.
Work closely with sales representatives on active deals, helping them uncover customer needs, communicate business value, and develop effective proposals.
Support complex and strategic opportunities, including customer conversations, negotiations, and requests for tailored packaging or terms.
Drive performance across new business, account growth, and renewals while maintaining a healthy pipeline and accurate forecasts.
Review sales results and win/loss trends to identify coaching opportunities and improve the team's approach.
Build strong relationships with strategic customers and identify opportunities to grow TuxCare's presence in both regions.
Partner with Marketing, Revenue Operations, Product, and Finance to improve go-to-market execution and resolve customer needs.
Hire, onboard, and develop sales talent across North America and EMEA.
Represent TuxCare at relevant industry events and provide regular performance and forecast updates to the CRO and executive team.
Requirements
Proven experience leading direct sales teams across North America and EMEA, with a strong record of achieving revenue targets.
Required: Direct sales or sales leadership experience in software supply chain security, software composition analysis (SCA), application security, or DevSecOps. Candidates must have sold enterprise solutions in this sector; experience selling general IT or infrastructure software alone does not meet this requirement.
Hands-on experience selling solutions to buyers concerned with software vulnerabilities, end-of-life systems, compliance, or open-source security.
Strong deal-coaching and value-selling skills, including experience with tailored product packaging and dynamic pricing.
The ability to turn technical challenges into a clear business case for both technical and executive stakeholders.
Experience managing new customer acquisition, account growth, and renewal motions.
Strong forecasting, pipeline management, negotiation, and presentation skills.
A coaching style that combines support, clear expectations, and accountability.
Familiarity with MEDDPICC or a comparable enterprise sales qualification methodology.
Willingness to travel as needed.
Benefits
What's in it for you?
A strong focus on professional development with opportunities for learning and growth:
Interesting and challenging projects,
Mentor and other knowledge-exchange programs;
Fully remote work with flexible working hours, that allows you to schedule your day and work from any location worldwide;
Paid 24 days of vacation per year, 10 days of national holidays, and unlimited sick leaves to ensure you maintain a healthy work-life balance;
Compensation for private medical insurance;
Co-working and gym/sports reimbursement;
The opportunity to receive a reward for the most innovative idea that the company can patent, fostering a culture of creativity and innovation.
