Regional Sales Director, West
About the role
Summit is a leading provider of enterprise-class Application Hosting, Managed Services, and Cloud Solutions for regulated industries. We simplify the complex, keeping our clients' technology secure, performant, and built for what matters most. This is a player-coach role where you'll build and lead a high-performing sales team, stay hands-on in complex enterprise deal cycles, and own the Western territory's pipeline from generation to close. You'll report to the VP of Revenue and work closely with Sales, Account Management, and Solutions Engineering to win new business and grow key accounts across the region.
Location: Remote in Western U.S., ideally near Summit’s data center markets – Seattle, the Bay Area, Phoenix, Denver, and Dallas – to be close to the infrastructure and the accounts you’re supporting.
Responsibilities
- Lead a team of sales professionals to predictably achieve sales targets across the Western territory
- Drive a healthy pipeline by partnering with extended teams to generate more leads and move deals forward
- Provide active, hands-on guidance through complex enterprise deal cycles, from early qualification through close
- Build and maintain a network of strong sales representatives and sales leadership talent in the West
- Foster a positive, ethical, performance-driven culture focused on client success and business outcomes
- Ensure consistent activity and documentation in Salesforce (SFDC) so customer engagement is visible and actionable
What You’ll Deliver
- Consistent development of the team through training, coaching, and hands-on reinforcement of strong sales fundamentals
- A disciplined, consistent pipeline and deal-inspection cadence that supports stage progression, deal strategy, and next steps
- Clear translation of organizational goals into Western territory objectives and sales team execution plans
- Accurate forecasting, account penetration strategies, and performance reporting to leadership
- Ongoing policy and process compliance that supports a productive, professional sales environment
What You'll Decide
- Hiring, onboarding, and development plans for top sales talent across the region
- The cadence and structure of sales meetings to align expectations, progress, and priorities
- How to build high-value partnerships across Marketing, Solutions Engineering, Provisioning, Operations, Finance, and Legal
- Priorities and actions to drive new opportunity creation and sustained pipeline growth in the West
Requirements
- 7+ years in customer-facing IT services sales/account management, including 4+ years leading sales teams
- Proven frontline sales management experience with active guidance through complex enterprise deal cycles and a consistent pipeline and deal-inspection cadence
- Established domain experience in managed infrastructure, data center, and cloud services sales
- Located within the Western U.S., close to key accounts and the markets the role serves
- Ability to coach fundamentals (prospecting, qualification, territory strategy, call planning) and hold teams accountable
- Skill in translating business value into client-facing messaging and guiding reps through strategic and financial deal thinking
- Strong command of a sales methodology and experience running clean pipeline management and forecasting
- Experience with strategic account planning, customer business reviews, and gaining internal alignment to deliver outcomes
- Regular use of win/loss analysis to improve performance and provide structured feedback to Marketing/Product
- Understanding of the market and value of colocation, managed services, cloud, managed network/IP transit, managed security, and adjacent solutions (DRaaS, backup, load-balancing, firewalls, SAN, etc.)
- Ability to handle difficult conversations directly, constructively, and objectively
- Clear and confident communication, especially in executive-level and business-critical moments
- Experience with partner/alliance selling and holding third parties accountable to deliverables
Nice to Have
- Experience selling into regulated industries or complex compliance/security environments
- A strong, current point of view on cloud services and the competitive landscape
- Proven success building repeatable operating rhythms (QBRs, pipeline reviews, rep scorecards, territory planning)
- Experience scaling sales teams through growth periods or organizational change
How We Work
How you approach the work matters just as much as what you do. At Summit, our core values show up in how we make decisions, work together, and support our customers. We build the infrastructure that keeps businesses running and need people who take that seriously, while having fun doing it.
- Empower our people
- Constant elevation
- Customer first
- Focus on outcomes
- Embrace curiosity
Benefits
- Flexible Time Off – take what you need, we trust you to manage it
- Medical, Dental & Vision – comprehensive coverage with HSA/HRA options
- 401(k) with 4% match – we invest alongside you
- Parental Leave – paid time for the moments that matter most
- Life & Disability Insurance – built-in peace of mind
- Wellness Support – resources for your mental and physical health
- Free Colocation & Cloud Access – build and experiment in real environments
- Work From Anywhere – remote-friendly by design
- A low-ego, get-it-done culture – come as you are, do great work
Pay
The base salary range for this role is $121,500 – $168,000 annually, plus participation in a Sales Incentive Plan. On-Target Earnings (OTE) – base salary + target incentive at 100% attainment – range from $243,000 – $336,000 annually. Your incentive is tied to the success of your teams and is evaluated quarterly, based on your Account Executive team's quota attainment and your Account Management team's Net Revenue Retention (NRR). Base salary is determined by experience, skills, and geographic location.