Regional Sales Director [M4]

About the role

This is a frontline leadership role for a Regional Sales Director who will lead a new business AE team, build pipeline, and close net new logos. The opportunity is real. The expectation is that you help this team execute with more focus and urgency than before.

Why this job is exciting

Within one month, you will:

• Complete 1:1s with your AEs to understand where they are with their business, what coaching needs they have, and what's blocking their pipeline development and deal movement
• Get deep on our ICP, product, and current pipeline health
• Met your key partners across marketing, finance, and leadership
• Set your key priorities (Objectives and Key Results) with your manager and develop an action plan to achieve them
• Be running regular pipeline reviews, forecasting accurately, and holding the team accountable to the activity goal being tracked

Within three months, you will:

• Have a clear plan for improving enterprise outbound pipeline generation across the team
• Step into deals where your team needs support opening and closing
• Have a baseline read on each rep's capability and career trajectory

Within six months, you will:

• Have the team tracking against quota with improving pipeline coverage
• Operate independently with strong cross-functional relationships

Within one year, you will:

• Be considered a top-performing team leader by consistently exceeding team goals
• Cultivate a team of Account Executives that see consistent month-over-month success
• Serve as a mentor, leader, or coach to other new peers of the team

Requirements

You've managed new business AEs and built outbound pipeline in competitive enterprise environments, selling into technical buyers — specifically engineering teams — where you've had to earn every deal through disciplined, value-led execution, not incumbency or brand. You hold your team accountable, develop people intentionally, and aren't above getting into deals yourself when the situation calls for it. Your reps are better for having worked with you.

Skills

• 4+ years as a frontline enterprise sales manager, with direct experience leading teams of 6–10 AEs
• Proven ability to hire, develop, and retain top sales talent, with a hands-on coaching approach to rep development and performance management
• Consistent track record of accurate roll-up forecasting and disciplined pipeline management
• Experienced in running structured deal reviews and inspecting pipeline with a repeatable qualification framework (e.g. MEDDIC/MEDDPICCC), with a track record of coaching reps to improve deal quality and close rates
• Demonstrated history of building high-performing teams that hit and exceed revenue targets with strong seller participation across the board
• Deep experience selling and leading teams that sell six-figure contracts into enterprise accounts, with a strong command of complex, multi-stakeholder sales cycles

Benefits

Nice to Have Background in developer tools or an adjacent technical domain, with enough technical fluency to earn credibility with engineering buyers and partner effectively with SEs

Pay

The target compensation for this role is $180,000 USD base + $180,000 USD variable ($360,000 USD on-target-earnings).

Schedule

Compensation is above average and includes both U.S. and international locations. The salary for a successful candidate will be based on level, job-related skills, experience, qualifications, and location zone.

Interview process

The interview process consists of several stages, including an introduction stage, team interview stage, and final interview stage. The process takes approximately 5.75 hours in total.

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