Regional Director Enterprise
Factory is an AI software-development platform that lets enterprises plan, build, review, test, and ship software with governed autonomous agents (“Droids”).
About Factory
Factory provides a model-independent, enterprise software-development system spanning the SDLC, with deployment options including managed, private, on-premises, and air-gapped environments.
Skills
About the Role
You will build and lead a regional team of Enterprise Account Executives. You will own regional revenue targets, set sales strategy, recruit and develop representatives, manage forecasts and pipeline, and support strategic enterprise deals. You will coach technical, multi-stakeholder sales cycles from pipeline generation and POCs through negotiation and close. You will partner with product, engineering, marketing, customer success, and sales engineering leaders on go-to-market strategy, territory design, and enterprise account execution.
Requirements
- 10+ years of B2B SaaS sales experience.
- 3+ years leading a quota-carrying team of Enterprise Account Executives as a first-line manager.
- Experience personally carrying and exceeding an enterprise quota.
- Experience building or scaling an early-stage team or region, including hiring and ramping representatives.
- Success closing large, complex, multi-stakeholder Fortune 1000 deals, including multi-year agreements and C-level negotiations.
- Experience selling technical products to engineering buyers; developer tools, DevOps, infrastructure, or platform software is preferred.
- Forecasting and pipeline management experience.
- Experience using AI for account research, deal preparation, forecasting, and pipeline management.
- Ability to work in a dynamic, fast-paced startup environment.
Responsibilities
- Own regional revenue and exceed quarterly and annual new-logo and expansion targets.
- Build and lead a team of six Enterprise Account Executives.
- Hire, onboard, ramp, coach, and performance-manage sales representatives.
- Set standards for enterprise sales execution and accountability.
- Coach enterprise sales cycles from pipeline generation through technical evaluations, POCs, negotiation, and close.
- Engage executive sponsors and lead negotiations for strategic multi-year deals.
- Run accurate weekly forecasts and maintain an inspected pipeline.
- Build and scale the enterprise sales playbook, including account planning, POC-to-close conversion, and land-and-expand motions.
- Partner with product, engineering, marketing, customer success, and sales engineering leaders on go-to-market strategy and territory design.
- Remain active in deals and communicate with engineering leaders.