Regional Director, Enterprise Sales

Responsibilities

• Own regional revenue targets, pipeline generation, forecast accuracy, and overall sales execution.
• Lead, coach, and develop a team of enterprise Account Executives.
• Build a culture of accountability, customer obsession, strong qualification, and consistent execution.
• Partner with Sales Engineering, Customer Success, Product, Marketing, and Sales leadership to improve win rates and customer outcomes.
• Drive disciplined execution across territory planning, account strategy, opportunity qualification, mutual action plans, forecasting, and expansion motions.
• Stay deeply engaged in strategic opportunities, including executive alignment, deal strategy, negotiation, and closing.
• Coach the team on selling to technical and executive audiences, including engineering leaders, AI teams, platform teams, product leaders, and business stakeholders.
• Inspect pipeline rigorously, identify risks early, and ensure clear next steps across priority opportunities.
• Develop a clear view of market demand, buyer personas, competitive dynamics, and customer pain points across the region.
• Help refine the enterprise sales motion as the organization scales into a more repeatable, predictable sales operation.
• Recruit, onboard, and retain high-performing sales talent as the region grows.

Requirements

• 7+ years of enterprise software sales experience, including 2+ years leading quota-carrying sales teams.
• Proven track record managing teams that sell complex technical products to enterprise customers.
• Experience hiring, coaching, and developing high-performing Account Executives.
• Strong command of enterprise sales fundamentals, including qualification, discovery, value selling, mutual action plans, forecasting, negotiation, and executive engagement.
• Experience selling to technical buyers such as engineering, infrastructure, data, AI/ML, developer platform, or product teams.
• Ability to operate in a fast-moving, early-stage or high-growth environment where playbooks are still being built.
• Strong cross-functional instincts and a collaborative approach to working with Product, Engineering, Marketing, Sales Engineering, and Customer Success.
• Excellent communication skills, with the ability to simplify complex technical concepts for different audiences.
• High ownership, low ego, and willingness to be hands-on with customers, deals, and team development.

Nice to Have

• Experience selling developer tools, infrastructure software, observability, data platforms, ML/AI tooling, or open-source commercial products.
• Familiarity with LLMs, AI agents, RAG, observability, evaluations, or modern AI application development.
• Experience scaling a regional sales function from founder-led or early go-to-market into a repeatable enterprise sales motion.
• Experience with MEDDIC, MEDDPICC, Command of the Message, or similar enterprise sales methodologies.
• Prior success selling into both digital-native and large enterprise accounts.
• Experience working in a highly technical, product-led, or open-source-influenced sales environment.

Compensation and Benefits

• $350,000–$400,000 OTE plus equity.
• Compensation includes base salary, variable compensation, meaningful equity, benefits, and perks.
• Medical, dental, and vision coverage.
• Flexible vacation.
• 401(k) plan.
• Meals on in-office days in the US.