Director of Sales

Director of Sales & Renewals (B2B Software) Duende Software is The .NET Identity Company. Trusted by thousands of organizationsworldwide, Duende and our flagship product, IdentityServer, help organizations of all sizes andindustries secure user identities. Positioned for rapid growth and market expansion, we are seekinga Product Marketing Manager to help accelerate expansion of our product portfolio and guide ourproduct commercialization strategy. Duende IdentityServer is the premiere solution for secure login authentication for .NETapplications. After 10 years of building an open-source foundation with IdentityServer, two of theworld’s premier .NET Security experts launched Duende commercially in 2020 to deliver the world’smost flexible, security standards-compliant identity solution for .NET applications. Building on the rapid customer adoption of IdentityServer and a reputation for best-in-class qualityand flexibility, Duende is poised to expand rapidly into the broader Identity Access Management(IAM) market and help organizations secure the identity of their application users. The Role As Director of Sales & Renewals, you will own the revenue number, ensuring scalable, data-driven execution and exceptional customer experience. Your duties will include oversight of the systems, processes, and teams that power Duende’s sales & renewals engine — from revenue operations and sales process design to pricing negotiations, renewals, and partner programs. Sales & Renewals Leadership Lead the (small but mighty) inbound Sales & Renewals team, ensuring seamless escalations to Customer Success/Sales Engineering where appropriate. Manage escalated customer negotiations for new and renewal contracts, balancing customer needs with pricing and policy discipline. Continuously improve quote-to-cash efficiency and accuracy through automation, documentation, and process optimization. Maintain performance dashboards and KPIs across sales, renewals, and partner activities. Forecast revenue accurately and identify operational bottlenecks or missed opportunities early. Revenue Operations and Commercial Execution Collaborate with the CEO, Product Strategy, and PLG/Marketing leadership to align revenue operations with broader company goals. Own and optimize Duende’s CRM (HubSpot) and supporting GTM systems to ensure accurate pipeline, forecasting, and revenue reporting. Partner with Finance, PLG/Marketing, Customer Success, and Product teams to align systems, workflows, and metrics across the customer lifecycle. Oversee a small but growing channel partner program, including onboarding, enablement, and co-selling motions. Develop and manage relationships with key technology partners to expand distribution and joint GTM opportunities. Evaluate new partner opportunities and structure agreements that expand reach and drive incremental revenue. The Team You will lead Duende’s Sales & Renewals team and initially report directly to the CEO. You will work side-by-side with Duende’s Director of Product-Led-Growth (PLG), who has complementary responsibility for top-of-funnel brand awareness, marketing activities, and product- and go-to-market strategies aimed at removing friction from the purchase and expansion process. About You We are seeking someone who has: 8+ years of experience in revenue-driving roles (sales, revenue operations, sales operations, or GTM leadership) within B2B software, ideally infrastructure software and/or PLG sales motions. Hands-on experience managing HubSpot (or similar CRM) and related revenue systems. Proven ability to lead and scale small teams handling sales, renewals, and customer pricing. Strong network in the identity, security, or developer ecosystem (preferred). Strong negotiation and relationship management skills. Data-driven mindset with the ability to track, analyze, and optimize revenue, operational, and pipeline metrics. Excellent communicator and cross-functional collaborator. At Duende, we value curiosity, quality, and respectful dissent in pursuit of the best solutions. We seek team members who embody these values: learner’s mindset, data driven, growth-oriented, enjoy debate, and pursue excellence through hard work and joy. Salary and Location Duende’s compensation package includes a market competitive salary, benefits, and equity. The stated geography for this role is Austin, Texas, however we will consider remote and flexible work arrangements worldwide. Final offers may vary based on geography, experience, and expertise. We are an equal opportunity employer and are committed to providing a positive interviewexperience for every candidate. If accommodations due to a disability or medical condition areneeded, please let us know. #J-18808-Ljbffr