Director of Sales & Partnerships- Element34

About Element34

Element34 builds SBOX (Selenium Box) — a secure, on-premise and private cloud solution for enterprise browser testing. SBOX helps organizations run Selenium and Playwright tests behind their firewall, meeting strict data, security, and compliance requirements. Our customers include leading Fortune 500 enterprises and public sector agencies who need the flexibility of open-source frameworks with the control of internal infrastructure.

We are a distributed team with deep engineering roots; most of our technical and customer success team members are based in India, with a growing GTM presence in North America.

The Opportunity

We’re seeking a Director of Sales & Partnerships to own and execute Element34’s outbound sales and pipeline development strategy and execution. The ideal candidate is a hands-on, entrepreneurial seller who can build a repeatable sales motion from the ground up and convert inbound and outbound leads into long-term customers, driving net new revenue for Element34. This candidate will not only lead outbound and partner sales, but will also collaborate closely with marketing to test and scale early inbound channels through content, events, and targeted campaigns. 

This is a pivotal hire for our next stage of growth to expand our enterprise and commercial footprint across key regulated industries including Financial Services, Healthcare, and Public Sector. 

Location: Remote- USA

Travel Requirement: Approximately 10% (for trade shows, reseller events, and key meetings)

Key Responsibilities

1. Outbound & Pipeline Generation

• Build and execute a targeted outbound strategy focused on priority customer profiles within regulated industries.
• Leverage and scale CRM systems and workflows to manage lead lists, sequences, email campaigns, and pipeline tracking.
• Identify new potential target customer profiles and develop compelling outreach messaging that ties to Element34’s value propositions.
• Attend key industry events, trade shows, and partner conferences to network, represent Element34, and capture new leads and partnership opportunities.

1. Sales Execution & Deal Management

• Lead the full sales cycle from qualification through negotiation and close.
• Identify and execute upsell opportunities for new and existing customers
• Coordinate with Element34’s technical and leadership teams to scope solutions, pricing, and proposal development.
• Track and report on pipeline health, conversion rates, and forecast accuracy.
• Lead enterprise procurement processes and contract management for new deals.

1. Partner & Channel Enablement

• Identify, recruit, and activate channel partners for Element34 in the public and private sector (including, but not limited to, value added resellers and QA testing managed services firms); manage and nurture existing reseller partner base.
• Collaborate with partners on co-marketing, demos, and joint pursuit efforts. Create battlecards and lead training and debrief sessions with partners. 

1. Sales Enablement & Process Building

• Collaborate with marketing to align outbound messaging with Element34’s core value proposition and content pillars. Launch targeted outbound and nurture campa