Enterprise Sales Leader (UK-based)

The AI orchestration of your wildest imagination.

The company is the open workflow orchestration platform built for the new era of AI. We give technical teams the freedom of code with the speed of no-code, so they can automate faster, smarter, and without limits. Backed by a fiercely inventive community and 500+ builder-approved integrations, we’re changing the way people bring systems together and scale ideas for impact.

Since our founding in 2019, we’ve grown into a diverse team of over 260 - working across Europe and the US, connected by a shared builder spirit and with our centre of gravity in Berlin. Along the way, we’ve:

• Cultivated a community of more than 650,000 active developers and builders

• Earned 190K+ GitHub stars, making us one of the world’s Top 40 most popular projects

• Backed by top investors, from Sequoia’s first German seed to our SAP's recent strategic investment - bringing us to a $5.2bn valuation

That’s the company we’ve built. Now we’d love to see what you can build. If you’re applying, try the company out - whether you’re technical or not - and share a screenshot of your first workflow with us. The easiest place to start is here: app.the company.cloud/register [link for members]

We’re in a defining moment of an incredible journey. Come and build with us.

🎯 Your main goal will be to build one of the company’s most predictable Enterprise sales teams. You’ll develop high-performing Enterprise AEs, instill forecast and pipeline discipline, and create a repeatable operating model that wins complex, multi-stakeholder deals.

To make that happen, you’ll be hands-on in coaching, deal inspection, and team development day-to-day, while staying close enough to strategic deals and customer executives to raise the bar on how we qualify, forecast, and win:

DEVELOPING A HIGH-PERFORMING, PREDICTABLE TEAM

• Coach and develop a team of Enterprise AEs through structured 1:1s, field coaching, and deal reviews, raising both the floor and the ceiling on individual performance.

• Build a rigorous forecasting and pipeline management cadence that makes your numbers predictable quarter over quarter, not dependent on late-quarter heroics.

• Create a repeatable operating model with clear playbooks, MEDDIC/MEDDPICC-based deal inspection, and coaching rhythms, so execution doesn’t rely on you personally driving every strategic deal.

• Hire, onboard, and scale the team quickly, establishing career paths and succession plans as we grow.

SETTING THE STRATEGY FOR YOUR TERRITORY

• Prioritize and run your Enterprise territory with focus, balancing new logo pursuits with expansion plays where community signals are strong.

• Set the strategy for the team’s most complex enterprise cycles, from discovery to close, staying close enough to coach without taking the pen.

• Elevate sales methodology adoption (MEDDIC/MEDDPICC), ensuring meticulous qualification, mutual action plans, and disciplined inspection of technical and business wins.

BUILDING A STRATEGIC, MULTI-THREADED SELLING MOTION

• Build a strategic selling culture that shifts the team from “running opportunities” to multi-threaded, value-led enterprise execution.

• Orchestrate executive engagement across your accounts, aligning economic buyers, champions, and technical evaluators to keep momentum and unblock deals.

• Run high-quality deal reviews and QBRs that sharpen strategy, elevate coaching moments, and improve win rates, cycle time, and forecast accuracy.

PARTNERING ACROSS THE BUSINESS

• Collaborate cross-functionally with Solutions Engineering, Customer Success, Marketing, RevOps, and Product to refine messaging for technical buyers, strengthen the enterprise playbook, and remove friction in the sales process.

REQUIREMENTS

Must-haves

• 🏆 Enterprise sales leadership: You have 5+ years in frontline sales management, leading ICs through complex, multi-threaded enterprise deals.

• 🔎 MEDDIC/MEDDPICC mastery: You have deep, practical command of MEDDIC/MEDDPICC and a track record of coaching teams to adopt it with real inspection.

• 📈 Forecast & pipeline rigor: You’ve run a disciplined forecasting and pipeline management cadence that makes revenue predictable, not reactive.

• 🧠 Strategic deal management: You’re fluent in qualification, mutual action plans, champion building, and executive alignment in longer-cycle deals.

• 🎙️ Executive presence: You confidently engage senior stakeholders, run tight meetings, and set a high bar for clarity, urgency, and outcomes.

• 🧑‍🏫 Coaching & talent development: You level up AEs through structured coaching, field observation, and actionable feedback.

• 🧩 Multi-stakeholder navigation: You’re skilled at aligning technical and economic buyers, de-escalating conflict, and maintaining deal momentum.

• 🇬🇧 UK location: You’re based in the UK and happy being on-site with customers once per week on average

• 🇬🇧 English: You’re a native or bilingual speaker of English.

• 🔧 Technical-buyer credibility: You have experience selling into technical stakeholders and navigating evaluation-heavy sales motions.

• 🖥️ Open-source / PLG experience: You understand how community and bottoms-up adoption influence enterprise outcomes and how to partner with that motion.

Nice-to-haves

• Additional languages: You're fluent in French or Spanish.

• 🌉 Developer / infra SaaS background: You’ve worked in DevOps, SecOps, IT Ops, data, infrastructure, or adjacent categories.

• 💡 Scrappy startup mindset: You’ve scaled in environments where playbooks are evolving, and you enjoy building structure without slowing teams down.

• 📊 Operational excellence: You have strong instincts for clean forecasting, pipeline hygiene, and turning data into coaching and better execution.

Why join us?

You’ll take a team of Enterprise AEs and turn it into a repeatable engine, in one of the fastest-growing open-source companies in Europe. The playbooks you build and the people you hire will shape how the company sells to the world’s biggest technical organizations. You’ll work directly with Solutions Engineering, Customer Success, Marketing, RevOps, and Product, so your voice carries well beyond your own team. The company is a remote-first company with a passionate community of builders, a culture of autonomy and experimentation, and a very high bar for talent. If you want to build something that lasts while the company scales, apply now and help us make the company the default way enterprises automate.

The company is an equal opportunity employer and does not discriminate on the basis of race, religion, colour, national origin, gender, sexual orientation, gender identity, age, marital status, veteran status, or disability status.

We can sponsor visas to Germany; for any other country, you need to have existing right to work.

Our company language is English.

You care about diversity and inclusion? We do too! Check out our Diversity, Inclusion and Belonging initiatives at the company [link for members] ([link for members]

Location disclaimer: If you see multiple job postings for the same role, it is most likely because we're hiring remotely for this role and posting in different locations to make sure every potential candidate can see the role. Please apply to the location you're the most likely to work from in the future.

BENEFITS

• Competitive compensation 💸 – We offer fair and attractive pay.

• Ownership 💪 – Our core value is to “empower others,” and we mean it—you’ll get a slice of the company with equity.

• Work/life balance 🏖️ – We work hard but ensure you have time to recharge:

• Europe: 30 days of vacation, plus public holidays wherever you are.

• US: 20 vacation days, 8 sick days, plus public holidays wherever you are.

• Health & wellness 🩺 –

• Europe: We provide benefits according to local country norms.*

• US: Multiple low-premium, low-deductible medical plans with coverage for individuals and families—plus a no-cost premium HDHP option with a pre-seeded HSA—along with dental and vision coverage.

• Future planning 💰 –

• Europe: We provide pension contributions according to local country norms.*

• US: 401(k) retirement plan with a 4% employer match.

• Financial security 🛡️ –

• Europe: We provide benefits according to local country norms.*

• US: Company-paid short-term and long-term disability insurance, plus life insurance to support you and your loved ones.

• Career growth 📈 – We hire rising stars who grow with us! You’ll get €1K (or equivalent) per year to spend on courses, books, events, or coaching to level up your skills.

• A passionate team 🤩 – We love our product, and we prove it with regular hackathons where we see who can build the coolest thing with it!

• Remote-first 🌏 – Our team works remotely across Europe, with regular off-sites for team bonding. Some roles, like sales in the US, are hybrid—please check the job description.

• Giving back 🤝 – We're big fans of open source, and you'll get $100 per month to support projects you care about.

• Transparency 🙏 – We all know what everyone’s working on, how the company is doing—the whole shebang.

*Country and/or State specific details provided in your employment agreement.