Own and deliver the enterprise new-logo revenue target for your region.
Recruit, onboard, and develop a team of senior Enterprise Account Executives, setting a high bar for performance and professionalism.
Establish and enforce Command of the Message–style selling across the team to ensure consistent, compelling value articulation.
Drive rigorous forecasting discipline using MEDDPICC, including deal inspection, pipeline hygiene, and accuracy at commit and best-case levels.
Coach AEs on complex deal strategy, executive engagement, multi-threading, and competitive positioning.
Actively participate in key deals, including executive alignment, negotiation strategy, and closing support.
Build and execute regional GTM and territory strategies, identifying priority industries, target accounts, and whitespace opportunities.
Partner closely with Sales Engineering, Marketing, Business Development, Partner and Alliances, Customer Success, and Operations to improve win rates and expansion.
Provide structured feedback to leadership on market dynamics, competitive intelligence, and product-market fit.
Own the performance management process, including clear expectations, inspection cadence, and decisive action when standards are not met.

8+ years of Enterprise SaaS sales experience, including significant time in a frontline or regional sales leadership role.
Proven track record of building and leading high-performing enterprise sales teams in new-logo, outbound-driven environments.
Deep, hands-on experience with Command of the Message (or equivalent value-based enterprise sales methodologies).
Strong command of MEDDPICC, with demonstrated success driving deal quality, inspection rigor, and forecast accuracy across teams.
Demonstrated ability to develop, maintain, and leverage a partner ecosystem (technology partners, GSIs, and strategic alliances) to drive enterprise pipeline and revenue.
Experience enabling and coaching sales teams on effective partner co-selling motions within complex, multi-stakeholder deals.
Proven success navigating large, complex enterprise sales cycles with senior executive buyers (SVP, EVP, C-suite).
Strong strategic and operational mindset—able to translate GTM strategy into repeatable field execution.
High coaching aptitude with a bias toward structured deal reviews, accountability, and continuous improvement.
Executive presence and credibility with customers, partners, and internal leadership.
Comfort operating in fast-scaling, ambiguous environments where standards and structure must be built and enforced.

RVP

Key skills