Director of Enterprise Sales (Remote, US-based)

Overview
Liquibase is the leader in Database DevOps. Downloaded more than 100 million times, our software enables DevOps teams around the globe to accelerate the software delivery process by automating database updates, security, and governance. We are a nimble, fast-paced, innovative team with the opportunity to make an outsized impact on the business and the industry.
Liquibase is hiring a Director of Enterprise Sales to enhance our database change management product. They are excited to work alongside developers to build, improve, and deliver significant product enhancements that solve challenging problems in the database DevOps & CI/CD space.
Who you are:
You surprise and delight customers by delivering meaningful value, consistently going beyond what's expected.
You're committed to excellence, holding high standards while embracing progress over perfection.
You bring a growth mindset and the courage to have difficult conversations when they matter.
You embrace change and uncertainty with energy and optimism, creating clarity where it doesn't yet exist.
You take ownership and follow through, proactively identifying what needs to happen and reliably seeing it through.
You are innovative. You see every challenge as an opportunity. You would rather create the future than wait for it.
What you’ll be doing:
Build, lead, and coach a team of enterprise account executives selling into F1000 and large Global Enterprises
Own team-level new-logo ARR targets, and personally engage in strategic deals as a player-coach when needed.
Recruit, hire, and ramp top enterprise sales talent as the team scales.
Instill rigorous forecasting, pipeline hygiene, and deal execution discipline using MEDDPICC.
Partner with RevOps, Marketing, and Post-Sales to build repeatable, scalable go-to-market motions.
Coach reps on multi-threading, executive engagement, and navigating complex enterprise procurement, security, and legal cycles.
Represent the enterprise segment in leadership forecast reviews and strategic planning.
Must Haves:
7+ years in enterprise SaaS sales, including 3+ years directly managing a quota-carrying AE team.
Track record of building and leading teams that consistently exceed $1M+ individual quotas.
Experience selling 6 figure deals to large Multi-stakeholder, complex deals primarily to Engineering organizations
Deep fluency in MEDDPICC or Command of the Message, with experience installing sales methodology across a team.
Experience hiring, onboarding, and developing enterprise sellers.
Ability to operate as both a strategic leader and a hands-on coach in live deal cycles.
Comfortable operating in a fast-scaling startup environment with evolving process and ambiguity.
Nice to Haves:
Experience in DevOps or database change management tools
East Coast preferred
Perks of life at Liquibase:
Remote First culture, potential for company-wide in-person gatherings
Home office allowance for remote workers
Meaningful equity
Comprehensive health, vision, and dental benefits - country dependent
Generous paid time off and paid holidays
401k match program (US only)
No punks, no jerks culture
Growth opportunities and ability to move up within the company
We take pride in:
A transparent and collaborative team environment. We value multiple perspectives and fresh thinking.
Our entrepreneurial culture. We provide every employee the opportunity to make a meaningful impact.
Providing the opportunity to work with new technologies and learn from experienced professionals.
How organizations, large and small, use DevOps to drive developer agility and accelerate software delivery.
Company Overview - We are Liquibase
A career at Liquibase means joining a quickly growing company on the front lines of the DevOps space. Our vision is to be the easiest, safest, and most powerful community-led database change management solution. As companies of all sizes continue to adopt an agile methodology and DevOps practices, there is a growing realization that the database needs to be considered as part of this innovation process.
At Liquibase, we foster a culture rooted in the open-source values of freedom, choice, transparency, and meritocracy. These are not just fashion labels here, but sincere convictions, and you’ll see that reflected in the way we operate daily. We’re caffeinated, collaborative & confident experts, eager to solve the most challenging database CI/CD problems for our customers.
Want to help the software world move faster? You’ve found the right place.
Eligible candidates may be subject to criminal history checks, which will be conducted and used in accordance with applicable local, state, and federal law.