Regional Sales Director

This is a fully remote position, open to applicants in California.

📋 Description

• Manage a complete Regional Sales Director quota for designated strategic accounts within the West territory.

• Execute personal outbound/inbound qualification processes; identify, advance, and finalize opportunities from start to finish on assigned named accounts.

• Maintain a pipeline coverage of 3–5 times the personal quota; ensure MEDDPICC is up to date on each personal deal.

• Lead, mentor, and develop a team of 5 or more direct reports (Account Executives/Senior Account Managers) throughout the region.

• Conduct weekly deal reviews utilizing MEDDPICC, regular objection-handling sessions, and skills-development workshops.

• Facilitate weekly one-on-ones, quarterly performance evaluations, and document individual development strategies.

• Participate in discovery calls, negotiations, and crucial customer meetings alongside representatives on key accounts.

• Take responsibility for hiring, onboarding/ramping, and managing performance for the regional team.

• Oversee the construction and maintenance of the regional pipeline, ensuring coverage aligns with the quarterly team quota.

• Provide weekly regional forecasts to the VP Sales, adhering to commitment/upside/downside guidelines.

• Maintain HubSpot integrity across the regional team (stage, next step, close date, MEDDPICC fields).

• Enforce the MEDDPICC framework on every qualified opportunity within the region.

• Develop and manage account plans for the region's top strategic accounts; engage multiple stakeholders within these accounts.

• Take charge of territory planning - assess and categorize accounts as T1/T2/T3; coordinate representative assignments within the team's portfolio.

• Offer region-specific insights to Marketing regarding ICP, messaging, and content needs.

• Collaborate with the Channel/Partner lead to activate regional SI/GSI and reseller partner relationships for co-selling initiatives.

• Represent CIQ at regional industry events and customer interactions as necessary.

⛳️ Requirements

• 10–12+ years of experience in B2B enterprise sales, specifically selling infrastructure/software to North American enterprise accounts.

• Over 5 years in a sales management or player-coach capacity, with direct experience leading teams of 5 or more representatives.

• Proven track record of consistent quota achievement (≥100%) over multiple years, including personal responsibility.

• Strong expertise in MEDDPICC, MEDDIC, Challenger, or similar methodologies - with a demonstrated ability to coach representatives in their application.

• Proficient user of HubSpot or Salesforce for forecasting, pipeline management, and deal cleanliness.

• Experience in selling software, SaaS, infrastructure, or commercial offerings related to open-source to IT/engineering buyers.

• Located in San Francisco, Los Angeles, or Orange County, CA; comfortable with a field-based role and regular travel for customer engagements.

• Bachelor’s degree or equivalent professional experience.

🏝️ Benefits

• Medical, dental, and vision insurance.

• Flexible paid time off.

• Employee stock options.

• Remote work; no travel required for most positions.