Sales Manager, Commercial Offerings

The Eclipse Foundation is one of the world’s largest open source software foundations.

With over 400 open source projects and collaborations including Open VSX, Adoptium, Jakarta EE, Eclipse IDE, and OpenHW, we serve a global community of millions of developers and more than 300 member organisations.

Our mission is to empower developers, enable collaboration, and ensure user freedoms.

We are seeking a results-driven Sales Manager, Commercial Offerings to drive revenue for high-growth services such as Open VSX and other SaaS offerings.

Open VSX, the world’s largest open source registry for VS Code extensions, has become the default marketplace for many VS Code forks and cloud-based development environments.

As the industry shifts toward AI-native development and platform engineering, Open VSX is rapidly emerging as the backbone of extension infrastructure used by intelligent tooling platforms.

This role will work closely with our Product Manager, Growth and marketing teams to identify, engage, and convert organisations that benefit commercially from Eclipse Foundation-hosted services.

This is not a traditional commercial sales role.

It is focused on building new revenue streams through the responsible commercialization of critical developer infrastructure.

At the same time, the role leverages our commitment to openness and neutrality in support of our open source mission that defines the Eclipse Foundation.

• Location This is a remote position.

Candidates based in Europe or Canada are preferred.

• Responsibilities Lead outreach and account development for commercial offerings such as Open VSX and others as assigned.

Identify and prioritize prospects among downstream commercial users of Eclipse Foundation-hosted infrastructure (e.g., platform vendors, cloud IDEs, AI tooling companies, and enterprise software providers).

Manage inbound interest, conduct discovery conversations, and map customer needs to available services and offerings.

Develop pricing proposals, participate in contract discussions, and close commercial agreements in coordination with product and legal teams.

Identify opportunities from current and prospective SaaS customers for membership and participation in the Foundation’s open source initiatives and engage the ecosystem development team to execute.

Partner with the Product Manager, Growth to shape offerings based on market feedback and customer demand.

Collaborate with ecosystem development and marketing to run targeted campaigns and build pipelines.

Provide a consultative experience for prospective customers, highlighting the value of funding critical infrastructure.

Track activities and progress using CRM tools and provide regular forecasts and insights.

Act as a feedback channel to help refine our go-to-market strategy and offerings.

Maintain SaaS customer relationships, including providing regular updates and news, and securing annual renewals.

Support the accounting team in securing invoice payments and tracking accounts receivable.

Desired Skills and Experience 8+ years of experience in B2B SaaS technology sales, account management, or ecosystem development.

Experience selling or supporting developer-focused products or open source-based services is highly desirable.

Strong understanding of product-led growth (PLG) motions and how to complement them with consultative, value-based sales strategies.

Strong alignment with our internal values: Service, Respect, Collegiality, and Professionalism.

Proven ability to build strong relationships and trust with technical buyers, engineering leads, or product managers.

Experience managing full sales cycles including discovery, proposal development, negotiation, and closing.

Proficiency with CRM tools, particularly HubSpot.

Comfortable working independently in a fast-paced, remote-first, globally distributed organisation.

Entrepreneurial and adaptable, able to navigate ambiguity and iterate quickly.

Strong written and verbal communication skills, with the ability to engage both technical and non-technical audiences.

Passion for open source and a strong appreciation for the importance of sustaining public-good infrastructure.

Fluent in English.

Additional languages are an asset.

We offer competitive compensation along with a comprehensive benefits package.

We thank all applicants for their interest; however, only those selected for an interview will be contacted.