Director of Enterprise Sales

About Liquibase

Liquibase is the leader in Database DevOps, with over 100 million downloads. Our software empowers DevOps teams globally to accelerate software delivery by automating database updates, security, and governance. We are an innovative, fast-paced, and nimble team where you can make a significant impact on the business and the industry. Our vision is to be the easiest, safest, and most powerful community-led database change management solution. We foster a culture rooted in open-source values: freedom, choice, transparency, and meritocracy.

The Opportunity

Liquibase is seeking a Director of Enterprise Sales to lead and enhance our database change management product's market presence. You will work alongside developers to build, improve, and deliver significant product enhancements that solve challenging problems in the database DevOps & CI/CD space.

About You

• Customer-Centric: You consistently surprise and delight customers by delivering meaningful value, going beyond expectations.
• Committed to Excellence: You uphold high standards while embracing progress over perfection.
• Growth Mindset: You bring a growth mindset and the courage to have difficult conversations when they matter.
• Adaptable: You embrace change and uncertainty with energy and optimism, creating clarity where it doesn't yet exist.
• Ownership: You take ownership and follow through, proactively identifying needs and reliably seeing them through.
• Innovative: You see every challenge as an opportunity, preferring to create the future rather than wait for it.

Key Responsibilities

• 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.

Required Qualifications

• 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, 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 processes and ambiguity.

Preferred Qualifications

• Experience in DevOps or database change management tools.
• East Coast preferred.

Benefits & Perks

• Remote-First culture, with 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.

Our Culture & Values

We take pride in:

• A transparent and collaborative team environment that values multiple perspectives and fresh thinking.
• Our entrepreneurial culture, providing 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.

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.