Regional Director, Enterprise Sales

Pulumi is reimagining how teams build cloud software, enabling developers and infrastructure experts to work better together through a unique combination of programming languages, tools, and systems innovation. Our flagship infrastructure as code technology is open source, and our SaaS product, Pulumi Cloud, provides platform teams with secrets management, cloud management capabilities, and more. We’ve pioneered leveraging AI across these areas with our LLM-powered Pulumi Copilot.

About the role

We’re looking for a Regional Director of Enterprise Sales to lead our West U.S. and APAC Enterprise business. This leader will inherit a strong foundation and be responsible for building the next phase of growth by developing a high-performing team, expanding strategic customer relationships, and winning new enterprise accounts. The role focuses on scaling a repeatable enterprise sales motion.

You’ll lead a team of Enterprise Account Executives responsible for driving expansion within existing customers, converting high-potential users from our open-source and self-serve communities into enterprise customers, and acquiring net-new logos through disciplined account-based selling. Our buyers are some of the most technical organizations in the world, so success requires earning credibility with platform engineering and software engineering teams while helping executive stakeholders—including CTOs, Cloud Infrastructure, and Platform Engineering leaders—understand the business value of modern Infrastructure as Code in the agentic era.

You’ll collaborate closely with Product, Engineering, Marketing, Customer Engineering, and Customer Success to shape how Pulumi wins and grows enterprise customers. Additionally, you’ll recruit exceptional talent, develop future leaders, and foster a culture built on accountability, continuous improvement, and customer success.

While Pulumi is headquartered in Seattle, WA, we are a remote-first company. This role will be based remotely in San Francisco, CA, supporting the Western U.S., and will also include leadership responsibility for a small APAC sales team.

Responsibilities

• Coach teams through complex, multi-stakeholder sales cycles and consistently improve execution.
• Engage executive buyers—CTOs, Cloud Infrastructure, and Platform Engineering leaders—on business outcomes, not just technical capability.
• Provide strong cross-functional leadership across Product, Marketing, Customer Engineering, and Customer Success.
• Build trust with both customers and internal stakeholders through excellent executive communication.
• Partner with or convert product-led growth, open-source, or self-serve communities into enterprise revenue.
• Operate as a data-driven leader with a bias toward process, inspection, and continuous improvement, including familiarity with agentic or AI-driven workflows to enhance team productivity.

Requirements

• 8+ years of Enterprise software sales experience, including consistent quota attainment.
• 3+ years leading first-line Enterprise sales teams, with a track record of building, developing, and retaining top performers.
• Proven success selling highly technical SaaS platforms to engineering organizations, with the technical aptitude to quickly understand complex products and customer architectures.
• Skilled in MEDDPICC or a comparable enterprise sales methodology, with strong forecasting and pipeline management discipline.
• Track record of driving both new logo acquisition and expansion within existing enterprise accounts.
• Experience building or scaling a sales motion at a high-growth, venture-backed software company.
• Experience managing distributed or multi-region sales teams, ideally spanning U.S. and international (APAC preferred) markets.

Pay

Base salary annual hiring range: $175,000–$210,000 (OTE Range: $350,000–$420,000). Regional Directors are eligible for uncapped incentive pay, which can exceed 100% of the offered On Target Earnings (OTE) depending on quota attainment.

Benefits

• Healthcare Coverage: Comprehensive medical, dental, vision, and supplemental insurance at no cost to U.S. employees. Internationally, we comply with local healthcare requirements and provide regionally appropriate coverage.
• Time Off: Unlimited PTO policy, with a requirement to take at least three weeks off annually, plus 13 U.S. holidays.
• 401(k): U.S. employees are eligible for a 401(k) plan with an employer match to support long-term financial wellness.
• Parental Leave: 20 weeks of paid leave for birthing parents or primary caregivers, and 16 weeks for non-birthing parents or secondary caregivers.
• Remote-First Culture: Fully remote since 2020, with teammates across 20+ U.S. states and 12+ countries. Includes flexible work with asynchronous collaboration and an annual “work from anywhere” stipend.
• Professional Development: Annual learning and development budget to support growth, learning, and career goals.
• Equity Ownership: All employees receive equity and are empowered to think and act like owners.
• Additional Support: Monthly wellness fund to support mental and physical well-being, and a quarterly happiness fund for team connection.