Regional Director – Strategic Accounts

Role Overview

• Leads and executes best-in-class sales strategies that exceed revenue and growth targets for the team. Ensures the sales team consistently delivers high performance, setting the standard for excellence across the organization
• Develops and executes strategies focused on expanding the client base within the territory
• Maintains close contact with assigned accounts by establishing strong relationships with key decision makers. Develops and maintains a strong executive call plan and relationship with the CXO's & Program level leaders for the account set
• Analyzes market dynamics in an effort to maximize existing successes and to create new sales growth opportunities
• Drives the transformation to a solution-selling approach. Focuses on growing our top-tier client base and positioning our offerings as transformational solutions. Cultivates a mindset that goes beyond product selling to consultative, long-term client partnerships.
• Prioritises customer adoption and consumption. Works directly with customers to ensure that they derive maximum value from our solutions. Support the team in fostering long-term relationships and driving customer success.
• Leads efforts to explore and execute verticalisation as a model for scaling. Provide strong strategic direction for the development of vertical sales teams and specialized market approaches.
• Prepares forecasts, territory/industry management, and growth plans
• Educates team on significant industry factors including competitive products, regulations, trends, customer needs, and pricing
• Establishes and reports on metrics to measure team performance; correct deficiencies where necessary
• Ensures that the sales plan is aligned with and supports the corporate revenue goal
• Invests time weekly to build and engage a pipeline of top talent for potential future hires
• Manages a team of 5-10 Strategic Account Executives; fosters a successful and positive team environment.
• Hires, coaches and develops top talent into the team
• Drives a high performing sales organisation
• Leads by example whilst being a role model for the team
• Empowers individuals to grow their own business

Requirements

• Demonstrated progressive experience in field sales, operations and leadership
• Data-informed sales management skills, including building repeatable processes, pipeline discipline, and forecast accuracy using Salesforce (or a similar CRM).
• Experience selling complex, high-value software solutions and expanding customer relationships within commercial accounts.
• Experience selling to Fortune 500; willingness to "roll up your sleeves" and sell
• Demonstrated progressive experience leading field sales teams using the MEDDPICC or similar sales methodology.
• Strong solution selling experience and experience elevating the team to be solution sellers
• Proven track record of meeting or exceeding performance objectives (revenue targets, pipeline targets, etc.)
• Ability to exercise effective judgment, sensitivity, creativity to changing needs and situations; ability to handle a fast-paced environment and challenging workload
• Strong relationship building and negotiation skills
• Strong presentation skills; Executive level communication skills (both written and verbal) and the ability to mentor others
• You share our values, and work in accordance with those values.
• Ability to use GitLab

Benefits

• Benefits to support your health, finances, and well-being
• Flexible Paid Time Off
• Team Member Resource Groups
• Equity Compensation & Employee Stock Purchase Plan
• Growth and Development Fund
• Parental leave
• Home office support