Regional VP Sales Enterprise
Job Summary
The Regional VP of Sales leads a team of Account Directors to drive revenue growth for enterprise risk and compliance solutions. This senior leadership role focuses on pipeline management, strategic deal negotiation, and team development. Candidates must be located in the Western U.S. to effectively manage the territory.
Responsibilities
- Lead and mentor regional sales team
- Drive revenue targets and pipeline health
- Oversee complex strategic deal negotiations
- Ensure sales process and CRM adoption
- Conduct business reviews and strategy planning
Required Skills
- 8+ years enterprise software sales
- 5+ years leadership experience
- Expertise in sales methodologies (MEDDICC, etc.)
- Proficiency in Salesforce CRM
- Executive-level communication and negotiation
Job Details
### Responsibilities
- Lead, coach, and develop a regional team of Account Directors to consistently exceed revenue targets.
- Own pipeline health and rigor, ensuring appropriate coverage, deal progression, and inspection cadence across the region.
- Drive forecast accuracy and accountability, leveraging data to proactively identify risks and opportunities.
- Champion and enforce sales process adoption, ensuring consistent use of methodologies, CRM hygiene, and operating rhythms.
- Personally engage in high-value, strategic negotiations, guiding teams through complex deal cycles and removing obstacles to close.
- Establish a high-performance culture centered on accountability, transparency, and continuous improvement.
- Partner cross-functionally to align demand generation and customer expansion strategies.
- Conduct regular business reviews to assess performance, pipeline quality, and execution against strategic priorities.
- Identify regional market trends and competitive dynamics to inform sales strategy and positioning.
- Allocate resources effectively across territories to maximize pipeline generation and revenue outcomes.
### Qualifications
- 8+ years of relevant sales experience in the enterprise software industry, including 5+ years of leading people.
- Proven success leading teams to exceed ARR targets in complex, multi-stakeholder sales environments.
- Demonstrated expertise in strategic deal leadership and negotiation, including executive-level engagements and large, complex transactions.
- Strong track record of driving consistent sales process adoption (e.g., MEDDICC, Challenger, SPIN) across distributed teams.
- Deep experience in pipeline management, forecasting rigor, and inspection discipline to drive predictable revenue outcomes.
- Advanced proficiency with CRM systems (Salesforce.com) and data-driven sales management.
- Ability to influence and align cross-functional stakeholders (Marketing, Customer Success, Product) to accelerate revenue.
- Strong analytical and operational mindset with experience identifying pipeline gaps and implementing corrective actions.
- Demonstrated success building, coaching, and scaling high-performing teams.
- Executive presence with the ability to communicate, negotiate, and influence at the C-suite level.
- Culture Agility: Comfort working in a fast-paced, candid environment that values innovation, healthy debate, and follow-through.
- AI Readiness: Curiosity and willingness to use AI and emerging technologies to elevate work and deliver smarter outcomes.