Head of Direct Sales (North America & EMEA- remote work)

TuxCare · Remote · US

Base: Not disclosed
OTE: Not disclosed
Posted: 26d ago

Still open · checked 2h agoon TuxCare's careers page

Apply on TuxCare →

The job

What you'd do: Lead a team of salespeople who sell security software to very big companies in North America and Europe, the Middle East and Africa. You'll coach them through live deals and help win new customers and renewals.
Who you'd sell to: Still reading the posting. Check back within the hour.
Where deals come from: Not stated in the posting.

The Braun Read

Ask hard questions

Too much is left unsaid. Make them answer before you invest.

Pay: No pay listed at all.
Transparency: Shares 1 of 5: quota, attainment, deal size, territory, sales cycle.
Time on market: Open 26 days. Normal, but not fresh.
Company hiring: 2 sales roles open, hiring at a steady pace.

Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.

Questions to ask on the first call

Built from what this posting leaves out. How they answer tells you as much as what they say.

1.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
2.
What are the base and the OTE for this role?
No point investing hours before you know the number.
3.
What's the annual quota, and how was it set?
A quota built from real data is a target. Otherwise it's a hope.
4.
Where does pipeline come from: inbound, SDRs, or me?
Tells you how much of your week is prospecting versus selling.
5.
How long is ramp, and what's the quota during it?
Full quota on day one means you start behind.
6.
Why is this role open? Did someone leave, or is it new?
New headcount is growth. A replacement means someone left. Ask why.

› When the offer comes

Save these for later. They land better once they've said yes to you.

1.
Can I see the full comp plan in writing, including clawbacks and accelerators?
What's in writing is what gets paid. Read it before you sign.
2.
Can I see the actual comp distribution for the team last year, not just the OTE?
The spread shows what most reps really take home. OTE is just the target.
3.
I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?
Leaving money behind is a fair reason to ask. The worst answer is no.

Josh's top five questions for any sales interview →

Got an offer from TuxCare? Not sure about it?Ask me. I read every message myself. · JoshAsk Josh

Full posting

TuxCare offers a portfolio of security solutions for Linux and open-source software aimed at enterprise organizations. With TuxCare, enterprises can automate live vulnerability patching, minimize downtime, keep their applications secure and compliant, and get support from a team that knows Linux security best – covering the most popular Linux distributions, end-of-life systems, programming languages, and much more. We’re looking for a Head of Direct Sales to lead TuxCare’s direct sales organization across North America and EMEA. Reporting to the Chief Revenue Officer, you will lead a distributed team responsible for new customer acquisition, growth within existing accounts, and renewals. This is a hands-on sales leadership role. Our solutions, including SecureChain and Extended Lifecycle Support for RHEL-based Linux alternatives (ELS for RLA), call for thoughtful discovery, tailored proposals, and flexible deal structures. You’ll coach the team through live opportunities, help shape complex deals, and build a sales approach grounded in each customer’s security and business needs. Responsabilties: - Set and execute the direct sales strategy across North America and EMEA, turning revenue goals and territory plans into clear priorities for the team. - Lead, coach, and develop Enterprise Account Executives, Account Executives, account management, renewals, and sales development team members. - Work closely with sales representatives on active deals, helping them uncover customer needs, communicate business value, and develop effective proposals. - Support complex and strategic opportunities, including customer conversations, negotiations, and requests for tailored packaging or terms. - Drive performance across new business, account growth, and renewals while maintaining a healthy pipeline and accurate forecasts. - Review sales results and win/loss trends to identify coaching opportunities and improve the team’s approach. - Build strong relationships with strategic customers and identify opportunities to grow TuxCare’s presence in both regions. - Partner with Marketing, Revenue Operations, Product, and Finance to improve go-to-market execution and resolve customer needs. - Hire, onboard, and develop sales talent across North America and EMEA. - Represent TuxCare at relevant industry events and provide regular performance and forecast updates to the CRO and executive team. Requirements - Proven experience leading direct sales teams across North America and EMEA, with a strong record of achieving revenue targets. - Required: Direct sales or sales leadership experience in software supply chain security, software composition analysis (SCA), application security, or DevSecOps. Candidates must have sold enterprise solutions in this sector; experience selling general IT or infrastructure software alone does not meet this requirement. - Hands-on experience selling solutions to buyers concerned with software vulnerabilities, end-of-life systems, compliance, or open-source security. - Strong deal-coaching and value-selling skills, including experience with tailored product packaging and dynamic pricing. - The ability to turn technical challenges into a clear business case for both technical and executive stakeholders. - Experience managing new customer acquisition, account growth, and renewal motions. - Strong forecasting, pipeline management, negotiation, and presentation skills. - A coaching style that combines support, clear expectations, and accountability. - Familiarity with MEDDPICC or a comparable enterprise sales qualification methodology. - Willingness to travel as needed. Benefits What's in it for you? - A strong focus on professional development with opportunities for learning and growth: - Interesting and challenging projects, - Mentor and other knowledge-exchange programs; - Fully remote work with flexible working hours, that allows you to schedule your day and work from any location worldwide; - Paid 24 days of vacation per year, 10 days of national holidays, and unlimited sick leaves to ensure you maintain a healthy work-life balance; - Compensation for private medical insurance; - Co-working and gym/sports reimbursement; - The opportunity to receive a reward for the most innovative idea that the company can patent, fostering a culture of creativity and innovation.

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