Head of Sales

About LocalStack

LocalStack is a rapidly expanding Series A company focused on modernizing cloud development and improving dev/test feedback loops. The company recently secured a $25 million round in Q4 2024, backed by Notable Capital, CRV, and Heavybit.

At the center of the product is a high-fidelity cloud emulator and local cloud development platform that lets engineers build and validate cloud applications and data pipelines on their own machines inside a lightweight Docker-based sandbox.

The broader goal is to help developers ship cloud software faster, reduce wasted effort, and make the development experience smoother and more productive. The product is used by a large global developer community, with more than 100,000 active users and over 290 million downloads. Customers range from small and mid-sized businesses to Fortune 500 organizations.

The company operates with a globally distributed team. Its headquarters are in Zurich, Switzerland, with a main engineering office in Vienna, Austria, and team members located across the US, France, the UK, Canada, Spain, and other countries.

Role Summary

The Head of Sales will shape and scale the enterprise sales function, helping build a more repeatable and structured sales engine while supporting revenue growth across expansion and larger deals.

Responsibilities

• Create a scalable enterprise sales process with clear playbooks, stronger account executive support, and better knowledge sharing across the team.
• Refine account prioritization and segmentation so the team focuses on the most valuable enterprise opportunities.
• Improve new-hire onboarding, ramp-up, and ongoing sales enablement through training assets and frameworks.
• Align Sales with RevOps, Marketing, PMM, Product, and Customer Success to improve go-to-market execution and customer outcomes.
• Work closely with Customer Success to strengthen retention and expansion opportunities.
• Help the team explain LocalStack’s value proposition and technical ideas, including emulation, in a customer-friendly and commercially effective manner.
• Support the growth of the enterprise business through larger ACV deals, expansion revenue, and the development of future segmentation and leadership foundations.

Requirements

• At least 8 years of experience in enterprise sales or account executive roles, including 1 to 2 years of people management experience leading successful sales teams.
• Background handling complex enterprise sales cycles and managing teams working across 5 to 10 strategic enterprise accounts at the same time.
• Strong coaching and leadership skills, with experience raising AE performance, consistency, and overall execution quality.
• Confident executive communication and presence, including the ability to lead strategic customer meetings, QBRs, renewal conversations, and value-based discussions from individual contributor to C-level stakeholders.
• Demonstrated success in growing revenue through enterprise expansion, account planning, and strategic customer engagement.
• Experience building repeatable sales motions, onboarding flows, playbooks, and enablement systems in growing GTM organizations.
• Solid operational and analytical ability, with working knowledge of HubSpot and similar CRM or sales tools for forecasting, visibility, and execution.
• Experience in a high-growth startup or scale-up environment is preferred.

Values

• Care: The team aims to act with empathy and compassion, creating an environment where people can do their best work.
• Ownership: Responsibility for outcomes is central, with autonomy and accountability encouraged throughout the organization.
• Openness: Trust is built through honest communication, feedback, and the inclusion of diverse perspectives.
• Courage: The company values bold thinking, experimentation, and learning from setbacks.
• Excellence: The team strives for exceptional results and approaches every task with purpose and high standards.

Benefits

• Fully remote work arrangement.
• Unlimited paid time off.
• 401(k) and private medical coverage.
• Competitive compensation.
• Annual company retreat.
• Two additional company-wide holidays.
• Friendly, inclusive culture with community guilds and online company events.

Compensation

For candidates based in the US, the expected on-target earnings range for this role is $350,000 to $450,000 per year, depending on experience, location, and skills.

Application Process

Applicants are asked to include a short motivation explaining why they are a strong fit for the role. If the profile matches the requirements, Alex Paiser will reach out within 2 weeks to continue the process. Due to the high number of applications, individual feedback may not be provided to every candidate.