Head of Sales

Overview We are a fast‑growing Series A startup building cutting‑edge technology to revolutionize cloud development processes and support highly efficient dev & test feedback loops. Our high‑fidelity emulator and local cloud development platform allows developers to build and test cloud applications entirely on their local machine within a lightweight cloud sandbox, running in Docker. LocalStack’s mission is to empower developers to rapidly create and test cloud applications, improving the development experience and saving valuable time and resources. With over 100k active users worldwide and 290M+ downloads, our customer base ranges from SMBs to Global Fortune 500 companies. Responsibilities Establish a scalable and repeatable enterprise sales motion through clear playbooks, stronger AE enablement, and structured knowledge sharing across the team Drive focused account prioritization and segmentation, identifying and executing against highest‑value enterprise opportunities Improve onboarding and ramp‑up effectiveness for new sales team members through stronger enablement frameworks and training materials Strengthen cross‑functional GTM alignment across Sales, RevOps, Marketing, PMM, Product, and Customer Success to improve execution and customer outcomes Support increased expansion and retention opportunities by enabling stronger collaboration between Sales and Customer Success teams Clearly communicate LocalStack’s value proposition and technical concepts such as emulation in a customer‑friendly and commercially effective way Contribute to scaling the enterprise business through support of larger ACV deals, growing expansion opportunities, and building foundations for future segmentation and leadership growth Qualifications 8+ years of experience in Enterprise Sales or Account Executive roles, including 1-2 years of people‑management experience leading high‑performing sales teams Experience managing complex enterprise sales cycles and leading teams working with 5-10 strategic enterprise accounts simultaneously Strong leadership and coaching capabilities, with experience improving AE performance, enablement, and sales execution consistency Executive presence and communication skills, with confidence leading strategic customer conversations, QBRs, renewals, and value‑based discussions with stakeholders from IC to C‑level Proven track record of driving revenue growth through enterprise expansion, account planning, and strategic customer engagement Experience building scalable sales motions, playbooks, onboarding, and enablement processes within growing GTM organizations Strong operational and analytical mindset, with familiarity using HubSpot and other CRM/sales platforms to drive forecasting, pipeline visibility, and execution Experience operating in high‑growth startup or scale‑up environments with evolving structures, ambiguity, and rapid GTM scaling (preferred) Values Care: create with compassion, prioritize empathy and understanding, and build an environment where people thrive Ownership: take responsibility for our work, foster autonomy, inspire ambition, and empower everyone to unlock potential Openness: build trust through open communication and honest feedback, and embrace diverse perspectives Courage: innovate boldly, take calculated risks, experiment fearlessly, and turn setbacks into growth opportunities Excellence: pursue extraordinary results, push boundaries, and continuously raise the bar with purpose and passion Benefits Fully remote Unlimited PTO 401(k) and private medical Competitive salary Annual company retreat Additional company‑wide holidays Friendly and inclusive workplace culture with community guilds and online company events For US based candidates: the OTE range for this role is between $350,000-450,000 per annum and is based on experience, location and skills. #J-18808-Ljbffr