Strategic Sales Manager

The NAMER Sales team owns new business at CircleCI - opening new accounts and landing new logos across North America. We're the front line of CircleCI's growth, introducing engineering organizations to the platform that moves their code from idea to delivery. The team operates in a fast-paced, scaling environment where Account Executives run the full sales cycle, from prospecting through close, in close partnership with Customer Success, Field Engineering, and Product. We pride ourselves on disciplined sales execution, deep technical credibility with engineering buyers, and an open, high-integrity culture. It's a high-impact team for anyone who wants their leadership to directly shape CircleCI's market trajectory. 

As Sales Manager, NAMER, you are a bold, results-driven leader who understands our product in depth and is passionate about coaching your team to present its value to technical buyers. You'll lead a team of Account Executives responsible for opening new pipeline and accounts - maximizing their ability to prospect and close, scaling headcount and productivity, and continuously improving sales strategy in your market. You'll also champion how your team works, equipping them with modern, AI-augmented sales tooling and workflows so they sell faster and smarter. Success means a team that consistently hits revenue and profitability goals while growing in their craft under your leadership. 

• →Lead, coach, and develop a team of Account Executives across the full sales cycle - prospecting, lead generation, evaluations/POCs, negotiation, contracting, and closing new business
• →Hire and ramp AEs, establish quotas, forecast pipeline and revenue using our tech stack, and own the team's revenue and profitability goals
• →Coach the team on sales methodologies and frameworks (Challenger, Command of the Message, MEDDPICC) and on engaging engineering leadership (CTO, VP of Eng, DevOps leaders) with value-based, data-driven narratives
• →Champion AI-augmented selling - equip the team to use AI-powered tools across prospecting, pipeline analysis, forecasting, and call intelligence, and embed AI into sales workflows to improve productivity and win rates
• →Collaborate heavily with Customer Success, Field Engineering, and Product to keep new-business strategy customer-aligned and to feed customer feedback into the roadmap
• →Analyze market trends, surface new growth opportunities, and continuously improve the sales process based on team feedback and data - while building a trusting, open, high-integrity team culture and ensuring sales, finance, and legal policies are met (travel ~15% as business needs require)

• 5+ years of technology sales experience selling SaaS to enterprise customers, including 3+ years managing complex deal cycles ($100,000+ contracts) and 2+ years managing a high-performing sales team
• Track record of being a top performer and developing top performers
• Experience leveraging sales methodologies and frameworks (Challenger, Command of the Message, MEDDPICC, or similar)
• Extensive hands-on experience with modern sales platforms as a manager (HubSpot, Outreach, Gong, 6sense, ZoomInfo) and fluency with AI-powered sales tooling
• Experience working with executive stakeholders at large organizations, particularly Engineering Leadership (CTO, VP of Eng, DevOps leaders, etc.)
• Curiosity for the DevOps ecosystem and familiarity with technical concepts and their business value
• Experience collaborating extensively with Customer Success to drive customer outcomes
• A leader who thrives in fluid, fast-paced, scaling environments, with excellent team management skills and demonstrated ability to coach teams to high close rates
• BA/BS in a related field (Business, Entrepreneurship, Sales/Marketing, or Computer Science preferred)

• Experience selling technology to technologists (dev teams, CTOs, engineering leaders)
• Experience standing up or scaling AI-augmented sales workflows and tooling for a team
• Familiarity with how engineering teams are adopting AI/ML and how that's reshaping the DevOps and CI/CD landscape
• Experience with CI/CD platforms or developer tools

At CircleCI, people make our hiring decisions. We use technology to support our recruiting team so they can spend more time on what matters most: getting to know you.

• Job descriptions and messaging: AI may help draft job descriptions and role-specific messaging so they are clear and accurate.
• Application review: For some roles, we use an AI tool to review applications, including resumes and application responses, against criteria our hiring team sets for the role. The tool generates a fit score and summary to help recruiters organize and prioritize applications. 
• Interview notes: With advance notice, an AI note-taking tool may join interviews to record, transcribe, and summarize the conversation. This lets interviewers focus on talking with you. You will be told before each interview, and you may opt out at any stage by letting your recruiter know. If you opt out, the tool will not join, and your candidacy is not affected.
• Outreach: AI may help draft candidate outreach and scheduling messages, which our team reviews before sending.

AI does not make hiring decisions at CircleCI. Our recruiters and hiring teams review candidates and make every decision to advance or reject an application. No candidate is rejected based solely on an AI score. We have tools and processes in place to test for bias and to review how these tools perform, and we adjust our approach as AI technology and the laws that govern it change.

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