Regional Director – Strategic Accounts

📋 Description

• Leads and implements top-tier sales strategies that surpass revenue and growth objectives for the team. Ensures the sales team consistently achieves high performance, setting a benchmark for excellence throughout the organization.

• Develops and executes strategies aimed at broadening the client base within the designated territory.

• Maintains close engagement with assigned accounts by building robust relationships with key decision-makers. Creates and sustains a comprehensive executive call plan and rapport with CXOs & Program-level leaders for the designated accounts.

• Evaluates market dynamics to enhance existing successes and identify new sales growth opportunities.

• Champions the transition to a solution-selling approach. Focuses on expanding our premier client base and positioning our offerings as transformative solutions. Fosters a mindset that transcends product selling, promoting consultative, long-term client partnerships.

• Prioritizes customer adoption and utilization. Collaborates directly with customers to ensure they obtain maximum value from our solutions. Assists the team in nurturing long-term relationships and driving customer success.

• Leads initiatives to explore and implement verticalization as a strategy for scaling. Provides robust strategic guidance for developing vertical sales teams and specialized market approaches.

• Prepares forecasts, manages territory/industry, and formulates growth plans.

• Educates the team on significant industry factors including competitive products, regulations, trends, customer needs, and pricing.

• Establishes and monitors metrics to evaluate team performance; addresses deficiencies as needed.

• Ensures that the sales plan aligns with and supports the corporate revenue objectives.

• Dedicates weekly time to build and engage a pipeline of top talent for potential future recruitment.

• Manages a team of 5-10 Strategic Account Executives; cultivates a successful and positive team atmosphere.

• Recruits, mentors, and develops top talent within the team.

• Drives a high-performance sales organization.

• Leads by example while serving as a role model for the team.

• Empowers individuals to expand their own business.

⛳️ Requirements

• Proven progressive experience in field sales, operations, and leadership roles.

• Data-driven sales management capabilities, including the establishment of repeatable processes, pipeline discipline, and forecast accuracy using Salesforce (or a similar CRM).

• Experience in selling complex, high-value software solutions and broadening customer relationships within commercial accounts.

• Experience selling to Fortune 500 companies; readiness to "roll up your sleeves" and engage in sales activities.

• Demonstrated progressive experience in leading field sales teams utilizing the MEDDPICC or a comparable sales methodology.

• Strong solution selling experience with a focus on elevating the team to become solution sellers.

• Proven history of meeting or exceeding performance targets (revenue goals, pipeline milestones, etc.).

• Ability to exercise sound judgment, sensitivity, and creativity in adapting to changing needs and situations; capable of managing a fast-paced environment and demanding workload.

• Exceptional relationship-building and negotiation skills.

• Strong presentation abilities; executive-level communication skills (both written and verbal) with the capability to mentor others.

• You align with our values and operate in accordance with them.

• Proficiency in using GitLab.

🏝️ Benefits

• Benefits designed to support your health, financial well-being, and overall wellness.

• Flexible Paid Time Off.

• Team Member Resource Groups.

• Equity Compensation & Employee Stock Purchase Plan.

• Growth and Development Fund.

• Parental leave.

• Home office support.