We’re pioneering open-source authorization solutions for scaling businesses tackling complex end-user permissions in zero-trust architectures. Our focus is on providing SpiceDB—the most mature open-source permissions database inspired by Google’s Zanzibar system—and building managed services that enable planet-scale production authorization services.

Our strategic approach to capital-raising has empowered us to efficiently utilize our $3.9M seed funding. We’ve developed SpiceDB, now the open source standard in authorization database technology, fortified our reputation as authorization experts, accelerated our open-source community growth, and are scaling revenue with robust enterprise products.

AuthZed is a fully remote company with employees across the US and Europe. We’re a hardworking group with a software-driven culture; even our sales team understands and loves our technology! We bring integrity to all our interactions, fostering confidence in decision making - trusting and respecting each voice on our team, every day.

Company Values

• Agency
  • Everyone should have the capability, freedom, and confidence to bring about changes to our business and product. Organizational processes exist to clearly define our goals, but not restrict how progress is made.
• Collaboration
  • Success is defined in various dimensions and no single person can be an expert in all of them. Without valuing the opinions of others, finding compromises, and sharing mutual trust and respect, you cannot arrive at the best possible solution.
• Open-mindness
  • Without asking questions, testing assumptions, and questioning our pre-existing biases we risk operating within an echo-chamber. We celebrate the representation of diverse perspectives and backgrounds as a catalyst for creating an inclusive work environment that everyone can appreciate.

The Role

We are seeking a proven, highly-technical sales leader to spearhead a team of high-performing sellers at the forefront of a rapidly growing market. This role is pivotal in solving authorization challenges at scale for some of the world’s largest companies. If you are an ambitious sales leader that’s passionate about software, solving customer problems, and building a top-tier sales team, this opportunity is designed for you!

What You’ll Do

• Lead and Inspire: Oversee, coach, and inspire your team to secure new enterprise accounts and expand existing ones.
• Strategic Oversight: Ensure accurate sales forecasts and continuously monitor your team’s pipeline; provide strategic advice, spot gaps, and assist in navigating challenges.
• Recruit Top Talent: Recruit and effectively onboard new team members. Continuously collaborate to enhance our sales wiki, handbook, and onboarding process.
• Talent and Team Development: Conduct quarterly retrospective calls and hold regular 1:1s; support goal attainment and career development. Ensure your team has the necessary tools and resources needed to succeed.
• Continuous Improvement: Work closely with product, marketing, and engineering teams to refine go-to-market strategies and enhance offerings based on market feedback.
• Deal Support and Negotiation: Help structure and negotiate complex deals. Provide strategic coverage by building relationships with leaders at prospective and customer accounts; attend strategic online and in-person meetings as needed.
• Lead Generation Oversight: Actively monitor Business Development Representative (BDR) activity to ensure lead quota attainment. Provide mentoring, adjust strategies, and offer input to optimize lead generation efforts.

As our first Sales Manager hire you will oversee a global team, with sellers based in the US and Europe responsible for all Market Segments – SMB (> 250 employees) through Strategic (> 5000 employees).

Position Requirements

Essential Qualifications

• Proven Sales Experience: At least 5 years of experience in Enterprise software sales with a minimum of 3 years managing Enterprise B2B sales teams within the software industry, preferably database or similar infrastructure software.
• Leadership Skills: Demonstrated strong leadership and team-building capabilities, with a proven track record of coaching and mentoring teams towards closing large deals ($1M+).
• Communication and Negotiation Skills: Excellent communication, negotiation, and presentation skills, capable of engaging C-level executives effectively.
• Deep Sales Methodology Knowledge: Coaching-level knowledge in advanced sales methodologies such as Command of the Message, Gap Selling, Challenger, or others.

Additional Requirements

• Technical Proficiency: You possess a deep understanding of complex technical concepts such as distributed relational databases, API gateways, and Kubernetes. You can articulate their strategic value and utility effectively.
• Recruitment and Onboarding: Experienced in recruiting and onboarding new team members, ensuring a smooth transition into the company.
• Collaborative Workstyle: Ability to operate effectively within a collaborative, team-oriented environment.
• Industry Specific Experience: Prior experience in selling complex software to engineer personas, particularly platform engineers, e.g. databases or cloud compute services and software.
• Travel Flexibility: Willingness to travel as required to attend strategic on-site customer and prospect account meetings.

Stated salary is base + OTE; job posting expires at 12pm ET on Friday, November 8, 2024

Given our background, we build upon a foundation of using open source, cloud-native solutions to deliver our products.

We've given some webinars discussing parts of our stack:

• Building a managed database service with Kubernetes Operators
• Running Low-latency Workloads on Kubernetes

Here are some keywords:

• Go
• TypeScript
• Kubernetes
• Kubernetes Operators
• NextJS
• Pulumi
• CockroachDB
• Cloud Spanner
• PostgreSQL
• Prometheus
• Thanos
• ArgoCD