Regional Vice President of Sales

Remote (United States)

Job Details

Location: United States

Workplace: Remote

Employment Type: Full time

Experience: 6+ years managing high-performing enterprise sales teams

Core Areas: Enterprise Sales Leadership, Fortune 500 Accounts, Revenue Growth, Pipeline Management, Sales Forecasting, MEDDPICC, Territory Design, Account Executive Development

Compensation: $250,000–$270,000 per year plus commission, bonus, and equity

About the Role

The Regional Vice President of Sales will build, lead, and scale a team of enterprise Account Executives focused on Fortune 500 retailers, marketplaces, and travel companies. This role owns a regional revenue target and is responsible for hiring, ramping, coaching, performance management, quota attainment, pipeline generation, conversion, forecasting, and the disciplined execution of complex enterprise sales cycles.

The position requires deep experience with seven- and eight-figure enterprise deals, technical products such as infrastructure, ML/AI, or data platforms, and multi-stakeholder sales involving C-suite sponsors, technical evaluation teams, procurement, legal, and security. The role will also shape regional sales playbooks, territory design, go-to-market strategy, qualification methodology, and customer business cases.

What You'll Do

• Build, lead, and scale a team of enterprise Account Executives selling to Fortune 500 retailers, marketplaces, and travel companies.
• Own hiring, ramp, coaching, development, and performance management across the Account Executive team.
• Own the regional revenue target, set and deliver against quota, and drive predictable pipeline generation and conversion.
• Maintain rigorous and accurate sales forecasting across the region.
• Coach Account Executives through complex, eight-figure sales cycles involving C-suite sponsors, technical evaluation teams, procurement, legal, and security.
• Participate directly in strategic deals when executive involvement can improve deal progression or outcomes.
• Serve as an executive sponsor in strategic pursuits and engage with CTOs, Chief Product Officers, and leaders responsible for search and personalization.
• Run a disciplined sales operation through pipeline reviews, deal inspection, accurate forecasting, and methodology-driven qualification using MEDDPICC or a similar framework.
• Partner with marketing, product, forward deployed engineering, and the founding team to align go-to-market execution and provide the sales organization with the resources needed to compete effectively.
• Help define how customers are acquired and expanded by developing regional sales playbooks, deal motions, territory design, and go-to-market processes.
• Develop the team's understanding of each customer's business, including P&L drivers, customer-facing surfaces, and key performance indicators.
• Improve the quality of business cases developed by Account Executives to support procurement approval and strengthen internal customer champions.
• Take ownership of regional sales strategy, team structure, territory execution, and account growth.

Qualifications

Required Experience

• 6+ years of experience managing high-performing enterprise sales teams, with a consistent record of building and leading Account Executive teams that exceed quota.
• Personal experience closing seven-figure enterprise deals, with eight-figure deal experience strongly valued.
• Experience selling technical products such as infrastructure, ML/AI solutions, data platforms, or similar technologies.
• Experience leading teams that sell to and grow Fortune 500 accounts.
• Experience navigating long, complex sales cycles involving multiple stakeholders as well as procurement, legal, and security workstreams.

Required Skills

• Strong enterprise sales leadership capabilities, including hiring, onboarding, ramping, coaching, performance management, and team development.
• Ability to coach Account Executives through complex enterprise sales cycles and strategic conversations with technical executives and their teams.
• Strong command of disciplined, data-driven sales operations, including qualification, forecasting, pipeline management, deal inspection, and quota management.
• Practical knowledge of methodology-driven sales qualification, including MEDDPICC or a similar enterprise sales framework.
• Strong business acumen, including the ability to understand how customers generate revenue, identify opportunities and pain points in financial and operating metrics, and build business cases that can withstand procurement and CFO scrutiny.
• Ability to create and refine sales processes, organizational structure, sales collateral, territory design, deal motions, and go-to-market playbooks in an evolving environment.
• Ability to take full ownership, navigate ambiguity, overcome obstacles proactively, and deliver results in fast-paced, rapidly changing environments.

Education

• Bachelor's degree or comparable professional experience.

Preferred Qualifications

• Experience selling into or leading sales teams focused on retail, e-commerce, marketplaces, media and entertainment, or travel industries.
• Experience with usage-based, value-based, or lift-share commercial models.
• Experience building go-to-market motions alongside forward deployed engineering or professional services teams.
• Experience scaling a sales team through a significant company growth stage, such as Series B or later.
• An existing network of senior buyers at large consumer enterprises.
• Previous sales leadership experience within an early-stage or hypergrowth company.