Director, Regional Sales

The Director, Regional Sales will be responsible for defining, evolving, and executing the regional go-to-market strategy, with a primary focus on accelerating net-new business growth across our Enterprise accounts. In this role, you will provide strategic leadership, operational excellence, and sales management support to a high-performing team of senior sales representatives, while heavily leveraging and building standardized sales playbooks to scale success.

What your impact will be…

• Drive New Logo Acquisition: Develop and execute a sophisticated regional sales strategy to consistently meet and exceed net-new customer acquisition targets, driving predictable revenue growth and market share expansion within your territory.
• Playbook Development & Execution: Design, implement, and institutionalize scalable sales playbooks, ensuring the team has a standardized blueprint for hunting, qualifying, and closing net-new enterprise logos.
• Operational Excellence & Forecasting: Establish a rigorous pipeline management, forecasting cadence, and performance expectation framework to ensure every sales representative achieves and exceeds their goals.
• Strategic Account Penetration: Ensure representatives have a deep understanding of their prospects and are leveraging all corporate resources to "Know Your Customer" (KYC), with a laser focus on deeply penetrating the region's Top 10 target accounts.
• High-Performance Leadership: Build, mentor, and maintain a world-class sales team. Provide hands-on coaching, strategic deal support, and professional development to maximize individual and collective revenue generation.
• Market Awareness & Value Selling: Expand brand awareness of the product portfolio within the territory, building a sustainable, high-velocity pipeline rooted in quantifying and delivering tangible business value.
• Deal Structuring & Negotiation: Drive complex, multi-stakeholder deal structures that clearly outline corporate value. Actively guide the team through commercial negotiations, strategic pricing, and contractual agreements.
• Executive-Level Relationship Building: Establish and maintain deep, trusted-advisor relationships with C-level executives across strategic prospect accounts, effectively supporting your team in high-stakes sales cycles.
• Leverage AI: Leverage AI and augmentation to build efficiency at scale

What you will bring…

The Director, Regional Sales will be a seasoned, high-acumen sales leader with 8+ years of experience leading high-performing software sales teams, with a proven track record of hunting and winning new logos in the enterprise space.

• Sales Acumen & Playbook Mastery: Extensive experience developing, optimizing, and executing formal enterprise sales playbooks (e.g., MEDDPICC, Command of the Message) to drive repeatable success and tighter sales cycles.
• Proven Hunting Background: A strong track record of personally driving and leading teams to close net-new enterprise logos and hitting/exceeding multi-million dollar regional quotas.
• Deep Market Expertise: Comprehensive knowledge of IT infrastructure, applications, or data management platforms (Database technology is a major plus), including an acute understanding of customer pain points and the competitive landscape.
• Cross-Functional Collaboration: Proven experience collaborating cross-functionally with Product, Marketing, Sales Operations, and Customer Success to optimize the end-to-end customer acquisition journey.
• People Management & Talent Development: 8+ years of people management experience, with a proven history of attracting, retaining, and developing top-tier senior sales talent and future leaders.
• Analytical & Operational Strength: Strong analytical skills paired with strategic business acumen, ensuring precise forecasting, resource allocation, and territory planning.