Director of Sales

GitKraken•Scottsdale, AZ

14d•Hybrid

About The Position

GitKraken is seeking a highly strategic and execution-focused Director of Sales to lead our sales organization through its next phase of growth. We have transitioned into a Content-Led Sales Assist model and are now looking for a leader to drive this strategy to completion, tuning the process for maximum scale and efficiency. The successful candidate will be a high-impact Player-Coach who maintains a personal sales territory while professionalizing the sales process. You will be responsible for leading from the front—modeling excellence in the sales cycle while leveraging your expertise in HubSpot and your experience selling Software Engineering Intelligence (SEI) solutions to expand our footprint within the Mid-Market and Enterprise segments. 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!

Requirements

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.

Responsibilities

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.

Benefits

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