Lead technical pre-sales activities including discovery, demonstrations, solution design, proof-of-concepts, deal sizing, RFPs, and technical evaluations. Translate observability challenges into solutions involving logging, metrics, tracing, alerting, cloud infrastructure, Kubernetes, OpenTelemetry, and CI/CD. Partner closely with account executives, customers, and product teams while addressing technical issues during evaluations. The role requires strong communication, stakeholder management, cloud-native expertise, and the ability to build internal tooling.

Manage the full sales cycle for mid-market and enterprise B2B SaaS accounts across the UK, from prospecting and qualification through contract execution. Use MEDDIC, build executive relationships, maintain accurate CRM forecasts, and partner with FDEs on technical demonstrations and proofs of concept. Focus on observability, DevOps, infrastructure, and application performance monitoring solutions while collaborating with marketing on messaging and lead generation. Travel to events, trade shows, and client meetings.

Build and lead Tsuga’s first UK enterprise sales team. Responsibilities include hiring and onboarding account executives, developing the regional sales playbook, managing MEDDIC-based enterprise sales processes, partnering on technical evaluations, generating pipeline, forecasting accurately, and building executive relationships. The role requires selling observability and infrastructure software to CTOs, infrastructure leaders, and CFOs in complex 3–9 month sales cycles.