Director of Product Sales

Eclipse Foundation | Remote – Europe (ideally Germany, Belgium) or Canada

Smart Connect Solutions is supporting the Eclipse Foundation in the exclusive search for a Director of Product Sales.

Eclipse Foundation

Is one of the world’s largest open source software foundations, with more than 400 projects and collaborations, over 300 member organisations and a global developer community.

The Opportunity

Eclipse is looking for a commercially strong sales leader to lead and further develop its product sales activities across a diverse portfolio of software, digital products and commercial programmes.
This is a leadership role with a strong hands-on execution component.

The Director of Product Sales will lead an existing small sales team and help build a more structured, repeatable and scalable commercial approach across the portfolio.

The role offers a high level of autonomy and is particularly suited to someone who enjoys building, improving and moving things forward, rather than simply operating within an established sales structure.
The successful candidate will combine strategic commercial thinking with the ability to stay close to customers, opportunities, pipeline and the day-to-day sales operation.

The Commercial Portfolio

The current portfolio spans several revenue models and product areas, including:

SaaS & developer infrastructure, including Open VSX and other developer-facing platforms;

embedded and safety-critical software licensing, including ThreadX Safety Artifacts;
B2B media and corporate sponsorships, including digital advertising, corporate programmes and event sponsorships;
future digital, data and AI-enabled offerings.

Experience across the entire portfolio is not required.

Strong experience in one or more relevant commercial models, combined with the ability to understand new products quickly and translate technical capabilities into clear customer value, is more important.

What You Will Do

You will:

lead and continuously improve the sales approach, processes and operating model;
develop new B2B product-sales opportunities and convert them into sustainable revenue;
create more repeatable and scalable approaches to customer acquisition and commercial growth;
lead, coach and develop a small distributed sales team;
establish strong pipeline, CRM and forecasting discipline;
remain directly involved in selected strategic or complex customer opportunities;
work closely with Product Management, Marketing and Ecosystem Development;
translate customer and market feedback into actionable commercial and product insights;
identify new revenue opportunities across the Eclipse ecosystem;
provide clear commercial visibility and input to senior management.

These areas reflect the commercial strategy, operational discipline, team leadership and cross-functional responsibilities defined in the role.

What We Are Looking For

We are particularly interested in candidates who can demonstrate:

strong experience in B2B technology or software product sales;
a track record of creating and closing new business;
experience building, improving or scaling sales processes and commercial structures;
practical leadership of sales professionals;
the ability to combine strategy with execution;
strong pipeline, CRM and forecasting discipline;
a high level of ownership and autonomy;
the ability to operate effectively without requiring constant direction;
credibility with both commercial and technical stakeholders;
experience working internationally and across functions;
strong professional communication skills and fluent English.

Particularly Relevant Backgrounds

Experience in one or more of the following areas may be especially relevant:

Developer Tools · Cloud Infrastructure · Embedded Software · Safety-Critical Software · Software Licensing · SaaS · Open Source · Cybersecurity · Data & AI Software · Digital Commercial Models

These are areas of relevance, not a checklist. We are also interested in candidates who bring strong transferable experience from adjacent technology markets.

The Profile

This role may be particularly attractive to someone who:

enjoys building rather than simply maintaining a sales organisation;
is comfortable leading a small team while remaining commercially hands-on;
can introduce structure without creating unnecessary bureaucracy;
sees sales as a repeatable commercial system, not only a collection of individual deals;
can translate complex technology into clear customer and business value;
is comfortable taking responsibility and making decisions;
wants to have visible influence on how a commercial organisation develops.

A background in a startup, scale-up, product company or other environment where commercial structures had to be built or improved can be particularly relevant.

Location

The position is remote. However about 25% travelling time should be considered and is expected for such a role.

Candidates based in Europe or Canada are preferred.

Interested in the Opportunity?

If your experience is relevant to the role, we would be pleased to hear from you.

You do not need to match every element of the profile. We are interested in understanding what you have built, sold and led, and how your experience could translate into the Eclipse environment.

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