Regional Sales Director

What You'll Own

Revenue Execution

• Own quarterly and annual bookings quota for your territory across new logo acquisition and expansion
• Manage a pipeline of $5M--$20M+ ARR opportunities with average deal sizes of $1M+
• Forecast accurately using MEDDIC; maintain deal hygiene and stage discipline
• Be in the rooms that matter -- EBCs, executive dinners, key negotiations -- alongside your AEs

Team Leadership

• Recruit, hire, and develop a team of 3-6 Enterprise AEs
• Run rigorous weekly 1:1s and deal reviews focused on qualification, strategy, and close plans
• Build a team culture of accountability, intellectual curiosity, and competitive drive
• Identify performance gaps early and coach or make personnel changes decisively

Territory and GTM Strategy

• Define territory segmentation and account prioritization within your vertical
• Build vertical-specific messaging and competitive positioning in partnership with Marketing and Product
• Partner with post-sales to expand the installed base and protect renewals
• Develop executive relationships within key accounts that extend beyond the AE layer

Cross-functional Influence

• Serve as the voice of the field - surface product gaps, competitive intelligence, and customer insights to leadership
• Collaborate with Deployed Engineering to scope and deliver compelling POCs and technical evaluations
• Work with Legal and Finance on complex contract structures, MSAs, and non-standard terms

What We're Looking For

Required

• 7+ years of enterprise software sales experience, including at least 2 years managing a team of high-level AEs
• 2+ years of experience successfully selling into F500 companies
• Demonstrated track record closing $1M+ ARR deals with F500 accounts in a complex, multi-stakeholder sales motion
• Experience selling to CIO, CTO, SVP/VP Engineering, or equivalent technical executive buyers
• Proficiency in MEDDIC or a comparable enterprise sales methodology
• History of overachievement against quota as both an IC and a manager
• Ability to recruit and close top-tier sales talent in a competitive market

Strongly Preferred

• Vertical-relevant domain expertise - working knowledge of buyer personas, budget cycles, and procurement dynamics in the vertical
• Prior experience selling developer tools, AI/ML platforms, cloud infrastructure, or adjacent technical products
• Track record at a high-growth startup or scale-up (Series B through IPO stage)
• Familiarity with the competitive landscape in AI coding, including GitHub Copilot, Cursor, Windsurf, and emerging agentic tools