Head of Sales

Job description

## **Why Now** 2026 has been a breakout year for Doppler. We’ve helped over 78,000 startups and enterprises manage their secrets at scale, and landed our first million-dollar customer. We've shipped some of our most exciting features yet, expanded our customer base, and sharpened our focus like never before. With a strong foundation in community, we're scaling and monetizing with ambitious goals across product, growth, sales, and hiring. The rise of AI tooling has fundamentally expanded who and what has access to your secrets. The stakes have never been higher, and getting it wrong has real consequences. Doppler is the solution to fix this. Simple to adopt, easy to scale, and built for developers, by developers. The momentum is real, and we’re just getting started. **About Doppler** Doppler's mission is to make it easy and secure for software developers of every experience level and teams of any size to manage their app configuration and secrets. But hasn't this been done? Developers tend to be either [struggling with the manual management of .env files](https://www.doppler.com/blog/the-triumph-and-tragedy-of-env-files), or [wrestling with an overly complex secrets manager](https://www.doppler.com/blog/doppler-vs-hashicorp-vault) that's not built for software development. Our team is entrepreneurial, with a bias for action. We never back down from a spirited debate and believe we are all responsible for exploring the hard questions. We value self-awareness and meaningful impact. We are open to unconventional approaches and have learned not to judge a book by its cover. Your time is your most valuable resource, so you set your hours. We use Slack to communicate and default to zero meetings. ## **Who We Are** Doppler is a developer-first secrets management platform that enables engineers and security teams to securely store their secrets across any cloud infrastructure or deployment environment at scale. ## **The Role** As our Head of Sales & Customer Success, you’ll own Doppler’s commercial strategy and run our managed sales motion, selling our Enterprise plan and balancing net-new customer acquisition with deep account expansion. The whole managed sales revenue lifecycle is yours from landing the initial deal, to building the paths to expand deeper across customer accounts, through direct selling and via channel partners. You’ll lead the entire managed sales function. That includes new-logo sales (AEs and SDRs), sales engineering, channel sales, and customer success which covers account management and renewals/expansions. We are looking for a full-time leader who will coach the team, set the strategy, keep iterating on what works, and scale it quickly. You’ll report directly to the CEO and sit on Doppler’s leadership team. You're joining while we're still small enough that your decisions shape the whole company. We'll trust you to make calls based on your experience and the data. You'll have the authority to act, the responsibility for the results, and equity in the business you help build. If you like a fast-moving startup, enjoy selling, and want a role where your work has an outsized effect, this is it. ## **About the Team** Managed sales at Doppler is a small department that runs with process discipline. MEDDPICC is formally trained and used in deal reviews, CRM hygiene is expected, and performance is tracked closely. The team is small enough that everyone’s contribution is visible and matters. We work with low ego and are always improving how we sell and how we partner with customers. **What you’ll do:** - Lead and grow the team. Lead, mentor, and scale the AEs, SDRs, sales engineering, channel sales, and customer success team across both new business and renewal/expansion targets. Own and run the weekly forecast and pipeline reviews, deal coaching, and 1:1s. Build onboarding and training that gets new reps ramped fast, set the bar high, and create a place where people learn, grow, and want to win together. Build the plan for every new sales seat and help close the reps you want. - Own the sales motion. Keep refining our sales strategy and playbook, building on what works and adapting as we grow, so we win high-value initial deals and have clear frameworks for renewal and expansion. Define how we sell to each segment: stages, qualification, pricing, and a clean handoff from new-logo sales to customer success. - Coach deals. Teach your team strategic qualification, value framing, multi-stakeholder navigation, and contract negotiation so that we land accounts inside our ICP. Act as an executive sponsor on strategic deals, presenting to senior stakeholders on the customer side and building trusted relationships with them. - Own the forecast. Understand team productivity, conversion, retention, and rep capacity. Make sure MEDDPICC is actually being used to qualify opportunities so the forecast that rolls up from them is one you can trust. Work with Finance to set targets and quotas for every rep, help shape a commission plan that rewards the right behavior, explain misses, and act early. - Find the growth we’re missing. Monitor account health, expansion pipelines, and market dynamics to spot untapped opportunity inside existing accounts. - Work across functions. Partner closely with Marketing, Product, and Engineering so customers see value fast on the initial land and keep expanding, and bring front-line customer feedback back to shape the product roadmap **What you’ll bring to the table:** - 5+ years of sales leadership at a high-growth SaaS company, leading AEs and SDRs, with a track record of carrying a team number in enterprise software sales and hitting it. You can walk us through exactly how. - You’re a player-coach, as comfortable on a live deal as you are running a forecast call with the board. - You've sold software to technical buyers, earned their trust, and shown them the value of adopting something new. You don’t need to be an engineer, but you can sell to one, and you’re fluent in developer tools, DevOps, infrastructure, or security products. - Trained in MEDDPICC and able to apply it consistently, with real attention to detail in deal management. - A builder's mindset and deep operational chops. You’re very good at building and optimizing scalable processes: territory planning, sales process mapping, CRM changes, commission planning. - Comfortable running a motion that spans mid-market and enterprise, where velocity and deal size both matter and the mix leans toward larger mid-market accounts. - A proven ability to build pipeline through outbound. - Inclusive leadership. You naturally coach, empower, and inspire teams to beat their targets while keeping a collaborative, high-trust culture. - Strong agency. You take ownership, move with urgency, and badly want to win. You figure out what works here rather than running the playbook from your last role. You’re resilient, creative, and results-oriented. - Coachability and real curiosity. You’re always looking to get a level better and you aren’t afraid of feedback. **Preferred experience:** - Familiarity with tools like Apollo, Salesforce, Sales Navigator, or similar - Experience selling in Devtools, security, or cloud infrastructure - Experience working remotely **Salary Range** $275k - $340k OTE (60-40 split) ## **Benefits** - Premium health insurance (medical, dental, vision) - Guilt-free Unlimited PTO - 3-week minimum strongly encouraged! - Upward Mobility - Learning and Development Stipend - Wealth Advisor - 401k - Pregnancy & Family Leave - Fertility & Adoption Benefits - Equal Compensation (regardless of gender or race) For a full list of our benefits check our [Perks Notion Page](https://dopplerteam.notion.site/Perks-15eb027f917d4b3bac69d0186115d7de). ## **Closing** We've built a great product our customers love. Our churn is low, and active usage continues to rise. We just need to amplify our reach to educate the market that secrets management can be fast, secure, and affordable for teams and organizations of any size. And most importantly, we need to continue encouraging Developers to stop adhering to archaic insecure standards such as manually managing .env file formats. Are you passionate about developer-focused products and ready to join an amazing team? Then we want to hear from you! A final note - we highly encourage you to apply for this role, even if you don't feel entirely qualified, or entirely sure. You never know!