Director of Sales

Summary

HanaByte is a boutique cloud security and DevSecOps consultancy specializing in secure AWS landing zones, regulated infrastructure, platform engineering, IaC, compliance frameworks (SOC 2, NIST 800-171/53, CMMC 2.0, FedRAMP), and cloud-native security solutions in Amazon Web Services (AWS) and Google Cloud.

We’re entering our next phase of growth, maturing our GTM motion, productizing core offerings, and expanding our consulting impact across cloud, compliance, and platform engineering.

We’re looking for a Director of Sales who can both sell and build. Someone who thrives in early-growth environments, partners deeply with engineering and consulting, and is excited to help define the future of our GTM strategy. This is a hands-on role with strategic upside.

The Director of Sales will own HanaByte’s end-to-end sales function: pipeline development, outbound strategy, partner engagement, deal execution, forecasting, and building a scalable GTM foundation.

This role requires a builder: someone capable of selling high-complexity technical consulting engagements while simultaneously creating the systems, processes, and messaging that scale. You will work directly with leadership, consulting, and product teams to evolve HanaByte’s GTM motion and play a critical role in our next stage of growth.

Responsibilities

Sales Execution (Hands-On)

Manage the full sales cycle for cloud security, platform engineering, and compliance engagements (from prospecting to close).
Develop and maintain a robust pipeline through outbound, inbound qualification, and partnerships.
Deliver exceptional discovery, solution positioning, and proposal development.
Collaborate with consulting leaders on presales architecture, scoping, and delivery alignment.
Demonstrate strong storytelling around secure cloud, DevSecOps, secure solutions, and compliance services.
Develop and execute the comprehensive go-to-market strategy to achieve and exceed monthly, quarterly, and annual revenue targets for the consulting practice.

GTM Strategy & Foundation Building

Build repeatable sales motions across offerings, including regulated landing zones, DevSecOps engineering, compliance, and assessments.
Create scalable sales processes, playbooks, and forecasting models.
Define pricing frameworks and packaging for productized service offerings.
Establish KPIs, dashboards, and reporting cadence for leadership
Improve qualification, funnel velocity, win-rate, and pipeline health over time.

Partnership & Ecosystem Engagement

Deepen relationships with AWS, Google Cloud, Microsoft, and ISVs.
Partner with consulting leadership to position HanaByte for partner competencies, marketplace listings, and co-sell motions.
Coordinate sales motions that support joint GTM initiatives with cloud partners.

Cross-Functional Leadership

Work closely with the Director of Consulting, CTO, and consulting leads to ensure delivery feasibility and client success.
Provide feedback to productization initiatives for our consulting offerings.
Support marketing with GTM insights, messaging refinement, and content strategy.
Help define HanaByte’s voice in pitches, proposals, and presentations.

Required Skills

5+ years experience in technical consulting sales, cloud/SaaS sales, or partner-led GTM.
Proven ability to build pipeline from scratch and consistently hit quota.
Experience designing or improving sales processes, CRM workflows, and forecasting discipline.
Strong storytelling, negotiation, objection handling, and proposal development skills.
Selling cloud, DevSecOps, platform engineering, or cybersecurity consulting services.
Understanding of AWS services, Terraform, Kubernetes, pipelines, security tooling, or compliance frameworks.
Ability to translate complex technical concepts into clear business value.
Exceptional ability to partner with engineering and consulting teams.
Strong communication skills across technical and non-technical audiences.
Comfortable in founder-led environments where feedback loops are fast and decisions are rapid.
Demonstrated ability to build processes, structures, and repeatable frameworks in environments where foundational GTM systems are still emerging.
Thrives in dynamic, early-growth contexts where priorities evolve and strategic direction benefits from iteration and collaboration.
Operates with accountability, humility, and a team-oriented mindset. Balances strong individual contribution with respect for cross-functional partnership.

Preferred Qualifications

Background in cloud consulting, DevSecOps, security services, or regulated environments.
Experience with AWS partner programs, co-sell motions, or marketplace listings.
Familiarity with SOC 2, NIST 800-171/53, CMMC, or similar frameworks.
Prior experience in a Director-level or Sales Lead role at an early-stage company.
Demonstrated ability to build GTM foundations that scale.