Eclipse Foundation

Sales Manager, Commercial Offerings

Eclipse Foundation

full-time

Posted on:

Location Type: Remote

Location: Remote • 🇨🇦 Canada

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Job Level

SeniorLead

Tech Stack

CloudOpen Source

About the role

  • Lead outreach and account development for commercial offerings such as Open VSX and others as assigned
  • Identify and prioritize prospects among downstream commercial users of Eclipse Foundation-hosted infrastructure (e.g., platform vendors, cloud IDEs, AI tooling companies, and enterprise software providers)
  • Manage inbound interest, conduct discovery conversations, and map customer needs to available services and offerings
  • Develop pricing proposals, participate in contract discussions, and close commercial agreements in coordination with product and legal teams
  • Identify opportunities from current and prospective SaaS customers for membership and participation in the Foundation’s open source initiatives and engage the ecosystem development team to execute
  • Partner with the Product Manager, Growth to shape offerings based on market feedback and customer demand
  • Collaborate with ecosystem development and marketing to run targeted campaigns and build pipelines
  • Provide a consultative experience for prospective customers, highlighting the value of funding critical infrastructure
  • Track activities and progress using CRM tools and provide regular forecasts and insights
  • Act as a feedback channel to help refine our go-to-market strategy and offerings
  • Maintain SaaS customer relationships, including providing regular updates and news, and securing annual renewals
  • Support the accounting team in securing invoice payments and tracking accounts receivable

Requirements

  • 8+ years of experience in B2B SaaS technology sales, account management, or ecosystem development
  • Experience selling or supporting developer-focused products or open source-based services is highly desirable
  • Strong understanding of product-led growth (PLG) motions and how to complement them with consultative, value-based sales strategies
  • Strong alignment with internal values: Service, Respect, Collegiality, and Professionalism
  • Proven ability to build strong relationships and trust with technical buyers, engineering leads, or product managers
  • Experience managing full sales cycles including discovery, proposal development, negotiation, and closing
  • Proficiency with CRM tools, particularly HubSpot
  • Comfortable working independently in a fast-paced, remote-first, globally distributed organisation
  • Entrepreneurial and adaptable, able to navigate ambiguity and iterate quickly
  • Strong written and verbal communication skills, with the ability to engage both technical and non-technical audiences
  • Passion for open source and a strong appreciation for the importance of sustaining public-good infrastructure
  • Fluent in English. Additional languages are an asset.
Benefits
  • Friday flex-time
  • Right-to-disconnect policy
  • "Corporate Recharge" days
  • Highly competitive compensation
  • Comprehensive benefits package

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills
B2B SaaS technology salesaccount managementecosystem developmentproduct-led growth (PLG)consultative sales strategiesfull sales cycle managementproposal developmentnegotiationclosing
Soft skills
relationship buildingtrust buildingcommunication skillsadaptabilityentrepreneurial mindsetconsultative experiencecollaborationindependencenavigating ambiguity