Director, Sales

About Upsun (formerly Platform.sh) Upsun is the cloud application platform humans and robots love. It is built for today’s hybrid teams, where AI agents write and test code and humans focus on solving the problems that really matter. Developers, DevOps engineers, and platform teams use Upsun to build, ship, and scale confidently without wrestling with backend infrastructure. We give you your time back. You get: Predictable performance, even at scale Secure, compliant environments by default Real-time observability and profiling built in Cloning, configuration, and provisioning in seconds AI-ready features that plug directly into your stack The name says it all. "Up" means uptime, reliability, and acceleration. "Sun" reflects our follow-the-sun-support, a 24x7, globally distributed support team keeping the lights on while you rest. Our core belief is that software should power brighter solutions and greater innovation. Upsunners are a remote, global workforce, and we thrive in a multicultural team. We are committed to open source and an open, welcoming environment. Our team spans the globe and the experience spectrum. What's our commonality, our cultural fabric? A curious spirit and a thirst for knowledge; an eagerness for innovative ideas and cultures. We believe we can build anything together in an environment that frees you to do your best work. Our values: 🌿 We make a positive impact. ✨ We aim for the stars. 💚 We care for each other. Impact of a Director, Sales As our Director, Sales for Dispatch at Upsun, you play a key role in driving new customer growth and building the founding go-to-market team of our groundbreaking new product, Upsun Dispatch. Dispatch is a standalone platform where AI agents and human developers work together in structured workflows, bringing trust, control, and guardrails to the new AI-driven software development lifecycle (SDLC). You will help organizations discover the value of Dispatch by identifying early adopters, validating the product in the market, building trusted relationships, and guiding prospects from initial interest through long-term partnership- while building and leading the team that will scale this motion. Reporting to the CRO, you own the full go-to-market motion for Dispatch: personally driving the sales cycle in year one, from prospecting and qualification to closing and account expansion, while simultaneously leading a team of 4 to scale the motion as the product validates in market. Because this is a new product introduction, market validation is a core component of this role, and you will be hands-on in the field alongside your team, not just directing from above. You will collaborate closely with Product and Engineering to share market feedback, while also working alongside Marketing and Customer Success to deliver a seamless buyer experience. What to expect Team Leadership & Development: Lead and coach a team of 4 as Dispatch scales, while remaining personally hands-on in deals, prospecting, and demos in year one to prove the model firsthand. Territory & Account Strategy: Design and own a tailored plan to achieve corporate objectives within new and existing client accounts, focusing on engineering teams grappling with AI code volume and SDLC bottlenecks. End-to-End Ownership of Full Sales Cycle: Manage the full sales cycle from prospecting through deal closure, including assessing buying intent and meticulously tracking customer and transactional data in Salesforce, while building repeatable process for your team to follow. Market Validation & Pioneer Selling: Act as the commercial pioneer for Upsun Dispatch. Gather critical customer feedback to validate the product-market fit, and work directly with our cross-functional “Dispatch" product team to iterate on features and go-to-market strategy. Dedicated Team Collaboration: Partner closely with your dedicated BDR for pipeline generation and your dedicated Solutions Architect for technical validation, ensuring effective coordination and support throughout the sales process. Product Demonstrations: Deliver compelling product demonstrations to prospective customers alongside your Solutions Architect. Showcase how Dispatch orchestrates handoffs between agents and humans, enforcing quality gates and integrating seamlessly with tools like GitHub, Linear, GitLab, and Jira. Market & Competitive Insight: Stay highly informed on the rapidly shifting AI landscape, competitor offerings, industry trends, and LLM advancements to strategically position Upsun Dispatch. Stakeholder Communication: Foster strong, clear communication with management, customers, partners, and internal teams, including pre-sales and onboarding staff, and actively participate in strategy and customer care initiatives. Forecasting & Deal Execution: Own forecasting and pipeline accountability for yourself and your team, Accurately forecast pipeline activity and successfully close new business by clearly differentiating Upsun Dispatch's structured, agentic workflows from competing, unstructured solutions. Regional Travel: Travel as needed to support sales efforts and deepen customer relationships. Occasional European travel may be required for events and opportunities with key decision makers. What you bring 10+ Years of Technology Sales Experience: Demonstrated success in technology-focused B2B sales environments, with substantial experience selling into the market. Experience taking new products to market (0-to-1) is highly desirable. People Leadership: Proven ability to hire, coach, and develop sales talent, with comfort operating as a player-coach in the early stages of a team's build-out. Technological Acumen & AI Interest: Quickly grasps new technological concepts, with a strong interest in AI/LLMs, developer tools, cloud platforms, and modern application architectures. You understand the shift in the SDLC brought by AI-generated code. Tenacity and Target-Driven: Tenacious in pursuit of sales targets, with a strong desire to consistently exceed expectations in an experimental and rapidly evolving product environment. Strong Value-Selling Approach: Passion for resolving customers' business challenges, using technology alongside self-direction and resourcefulness. You can articulate the value of governance and guardrails in an AI-accelerated world. Growth Mindset: Demonstrates a sustained commitment to continuous improvement. Actively pursues learning opportunities, solicits feedback proactively, and embraces coaching as a catalyst for performance acceleration. Pipeline Generation: Strong experience generating sales pipeline, identifying leads, and nurturing prospects through to contract signature. Communication and Interpersonal Skills: Excellent verbal and written communication abilities, with the confidence to engage effectively with both technical (Engineering Managers, CTOs) and business stakeholders at all seniority levels. Team Collaboration: A team player with a positive attitude, eager to collaborate within a diverse, global team setting, especially working in tight coordination with your dedicated BDR and Solutions Architect. Sales Methodologies: Demonstrable experience closing new clients using Solution Selling and Value-based selling techniques. Familiarity with MEDDIC / MEDDPICC is preferred. Self-Starter: Independent and proactive, able to initiate and drive opportunities forward while contributing to a global sales organization. CRM Proficiency: Experience using CRM tools, preferably Salesforce, to manage pipeline, forecasting, and customer relationships. Travel Requirements: Willingness to travel as required to meet business needs (approximately 25–30% of the time). Where we hire At Upsun, remote work isn't just a trend - it's our foundation. The freedom of remote work with the support of a diverse, global team has been our successful model for over a decade. Our culture celebrates flexibility and collaborati…