Department: Sales

Location: Remote EMEA (France, Romania, Germany, Lithuania, Poland, Spain, or Portugal).

Contract Type: Full-time

Start Date: Immediate

In the Digital Age, Content is Everything.

The way enterprises create, share, and distribute content is changing fast. At the frontier of that change are software developers in regulated industries who need a content platform that is open, composable, and built to last. That's where we come in.

Say hello to Strapi — we're on a mission to fuel global creativity and productivity by unleashing the power of content.

More than just a headless CMS, Strapi is building the first open, composable content platform: infinitely customizable, powered by the largest open-source community, and backed by a rich, growing ecosystem.

About Strapi

You'll join a globally distributed team of 60+ passionate Strapiers working remotely from the USA, France, Spain, and beyond. We're committed to building a diverse, inclusive environment that values transparency, collaboration, and care.

If you're excited about the opportunity but don't meet every single requirement — don't hesitate to apply. We believe in potential, not perfection.

🎯 Why This Role Matters

Strapi is executing a focused pivot toward self-hosted Enterprise, targeting software developers in regulated industries. Our buyers are technical. They evaluate infrastructure with the same rigor they bring to code reviews. They can tell the difference between a salesperson who has memorized a demo and someone who actually understands how a headless CMS fits into a modern content architecture.

This role exists because we need both. Not a Sales Engineer who has learned to close, and not an Account Executive who has picked up some technical vocabulary. We are looking for someone who reads as a peer to a developer — and can navigate a conversation with legal, procurement, a project manager, and a CTO in the same deal cycle.

You will be joining a small, high-impact sales team. Together, we focus on winning new logos and growing existing accounts with customers like Amazon, Carvana, Cisco, Abbot, Toyota, and more.

💙 What It's Like to Work in Strapi Sales

Technical credibility, not technical theater. We sell to developers. That means you need to understand how Strapi fits into a real architecture — the frameworks it connects to, the compliance questions regulated buyers will ask, and the tradeoffs of self-hosted versus cloud-managed. You don't need to write production code. You do need to earn the trust of the person who does.

Empathy and care. One of our core values is care — care for each other and care for our customers. Our goal isn't to push for a deal at all costs but to create long-term value and trusted partnerships.

Autonomy and ownership. You will take full ownership of your deals — from initial engagement to close and handoff to the Implementation Managers — while contributing to a team that values clarity, impact, and accountability.

Collaboration over competition. Our team is built on genuine peer support. Whether it's strategy, deal reviews, or deep product questions, we work closely and transparently to lift each other up.

🗓 What You'll Be Doing

• Qualify and run the full sales cycle for Enterprise self-hosted opportunities, from initial discovery through close and handoff to the Implementation Team.
• Lead technical discovery conversations — surfacing the organizational pain behind a technical evaluation and connecting it to business outcomes.
• Manage complex deals with multiple stakeholders across Engineering, Product, Marketing, Legal, and Procurement.
• Navigate negotiations and legal processes to reach agreement.
• Conduct credible technical conversations — understanding architecture patterns, integration points, and compliance requirements relevant to regulated industries.
• Keep CRM up to date in HubSpot with deal activity, stakeholder maps, and technical context captured at every stage.
• Contribute to the Sales Handbook and help document repeatable playbooks from your deals.
• Share customer and prospect feedback with Product to influence roadmap direction.
• Support go-to-market initiatives in your assigned territory.
• Become a genuine expert in Strapi, the headless CMS ecosystem, and the buyer landscape in regulated industries.

🧠 About You

The profile we are looking for is specific. You came up in the technical world — you have built things, worked closely with engineering teams, or sold deeply technical products where the evaluator was a developer. At some point, you discovered you were just as good at the commercial side: navigating stakeholders, surfacing organizational pain, and closing.

• Technical DNA, developed commercially. You understand modern web architectures, APIs, and developer tooling well enough to have a substantive conversation with an engineering team. You do not need to write code, but you need to understand it.
• B2B SaaS experience selling to technical buyers, particularly developers or engineering-led organizations.
• Strong discovery discipline. You are comfortable with structured frameworks like MEDDIC and can surface organizational pain before moving to a solution — you understand why the Sandler principle of diagnosis before prescription matters in complex deals.
• Experienced with multi-stakeholder enterprise deals: procurement, legal, security reviews, executive alignment.
• Excellent negotiation, presentation, and closing skills.
• Strong written and verbal English communication, including the ability to explain technical concepts to non-technical audiences and business outcomes to technical ones.
• HubSpot fluency or the ability to get there quickly — deal hygiene and CRM discipline are non-negotiable.
• Aligned with Strapi's values of care, excellence and impact.

Bonus points if you:

• Have familiarity with the JAMstack or modern content delivery ecosystem.
• Have experience working with Content Management Systems in a sales or implementation context.
• Have sold into regulated industries such as financial services, healthcare, or government.

🎁 Strapi Benefits

• 🌍 Work from anywhere: remote-first, with a remote setup budget to equip your workspace.
• 💺 Remote equipment budget: $1,000 per year to buy what you need for your home office (desk, office chair, lamp, etc.).
• 📁 Co-working space rental budget: $500 per month, if you prefer to work from the office
• 💰 Equity for everyone: competitive salary plus equity granted to every qualified Strapier.
• 🌴 Generous PTO: at least 25 days off per year, regardless of location.
• 🩺 Expanded health benefits: premium medical, dental, and vision coverage.
• 🌱 Mental health support: access to Moka.care (coaches, psychologists, and more).
• 🙏 Emergency days: 5 days per year for difficult and unexpected situations.
• 🐣 Parents on a mission: 16 weeks of fully paid parental leave after the first year.
• 💻 Latest tech: MacBook Pro.
• 🎓 Grow as you are: learning and development budget from day one.
• 🎉 Offsite: in-person and virtual team gatherings twice a year.

OTE Compensation Range: $140,000 to $200,000 USD per year. Actual compensation will vary based on external market data, location, skill set, experience, and performance.

💥 Our Talent Acquisition Process

Our typical process includes:

• First video call with the Hiring Manager
• Technical assessment and debrief
• Meet leaders of the Customer Experience Team
• Meet the Team: connect with Strapiers
• Reference checks

This process usually takes 2 to 3 weeks, but may be subject to change based on the number of candidates.

🎉 Celebrating You Being You

Strapi's mission is to empower the worldwide community of users to build a million tailor-made projects. To do that, we are growing a diverse team representative of the users we serve. We are committed to building a safe workplace where everyone feels empowered to bring their authentic selves.

If you are a qualified candidate with a disability and need a reasonable accommodation in order to apply for this position, please contact us at [email protected].

📖 The Legal Bits

Strapi embraces the opportunity to build a workforce that reflects the diversity of our society and the world around us. Being an equal opportunity employer means that we take seriously our responsibility to consider qualified candidates on the basis of merit, without regard to race, color, religion, national origin, gender, sexual orientation, gender identity or expression, age, mental or physical disability, genetic information, marital status, citizenship status, military status, protected veteran status, or any other category protected by law.