Descriptions & Requirements

Job Description and Requirements

You Are

You have spent years building sales organizations that actually deliver, not just forecast well. You know the difference between a territory that grows because of market tailwinds and one that grows because someone made the right calls on talent, pipeline discipline, and customer strategy six months earlier. You are that someone.

Managing a sales team is not about standing behind dashboards. It is about knowing when a rep needs coaching on a deal structure, when a customer relationship is about to shift, and when to pull in the right technical resource before a competitive situation gets away from you. You have done this across geographies, across product lines, and you understand that what works in one market does not always translate to another without adjustment.

You are comfortable operating with autonomy. You build your own plan, you defend it with data, and you execute it without waiting for perfect clarity. When revenue is at risk, you move. When a team member is struggling, you step in early. You think in quarters but plan in years, and you know how to balance both without losing sight of either.
What You'll Be Doing

• Own revenue performance and growth strategy across a large, complex geography covering multiple product lines and customer segments
• Build and execute territory plans that tie directly to Synopsys revenue goals, adjusting tactics based on market dynamics, competitive pressure, and customer buying cycles
• Manage, coach, and develop a team of Area Sales Directors, Regional Sales Directors, and field sales representatives to consistently hit quota and grow their capabilities
• Forecast monthly, quarterly, and annual revenue with accuracy, maintaining clean pipeline hygiene and ensuring your team enters complete data into Salesforce
• Coordinate cross-functionally with product, finance, operations, and HR to secure the resources, support, and operational capacity your team needs to close complex deals
• Lead strategic customer engagements where deal size, technical complexity, or executive relationships require senior sales leadership at the table
• Drive integration of new teams, territories, or product lines resulting from M&A activity, ensuring continuity and momentum through organizational change

The Impact You Will Have

• You will directly influence millions of dollars in annual revenue by building a high-performing sales organization that consistently delivers on its number
• Your territory strategy will shape how Synopsys grows in key markets, determining where we invest, where we compete, and where we win
• The sales leaders you develop will go on to run larger teams, carry bigger numbers, and replicate the discipline and rigor you instill
• Your pipeline discipline and forecast accuracy will give executive leadership the confidence to make investment decisions and set company guidance
• The customer relationships you steward will become long-term strategic partnerships that expand across product lines and deepen over time
• Your ability to coordinate across functions will remove blockers that slow deals down and create a smoother path from opportunity to close
• The culture you build within your team will set the standard for how sales operates across the broader organization

What You'll Need

• Bachelor's degree in a technical, engineering, business, or related field with 14+ years of demonstrated success in technical sales positions, or equivalent experience
• 4+ years in senior sales management, leading teams of managers and individual contributors in a quota-carrying environment
• Proven track record selling and managing growth across a large geography or multiple markets within a region in the high-tech software industry
• Deep understanding of your market, your customers' businesses, and the competitive landscape you operate in
• Experience managing full P&L responsibility for a sales function, including resource allocation, hiring decisions, and budget management
• Fluency in English and the local language of the territory you will cover
• Master's in business administration (MBA) or equivalent is a plus, as is multilingual capability in English, German, and French

Who You Are

• You can walk into a deal review, ask three questions, and immediately know whether the forecast is real or optimistic
• When a rep is stuck, you do not just tell them what to do, you coach them through the decision so they can handle it themselves next time
• You build relationships with customer executives that outlast individual transactions, and you know how to leverage those relationships when it matters
• You are disciplined about pipeline management and forecasting because you have seen what happens when a team operates on hope instead of data
• You can present a business case to senior leadership that is clear, defensible, and grounded in both market reality and company strategy
• You handle conflict directly and constructively, whether it is with a struggling team member, a misaligned internal partner, or a difficult customer situation

The Team You'll Be Part Of

Your recruiter will share more about the team structure and mission during the interview process.
Rewards and Benefits

We offer a comprehensive range of health, wellness, and financial benefits to cater to your needs. Our total rewards include both monetary and non-monetary offerings. Your recruiter will provide more details about the salary range and benefits during the hiring process.

In addition to the base salary, this role may be eligible for an annual bonus, equity, and other discretionary bonuses. Synopsys offers comprehensive health, wellness, and financial benefits as part of a competitive total rewards package. The actual compensation offered will be based on a number of job-related factors, including location, skills, experience, and education. Your recruiter can share more specific details on the total rewards package upon request. The base salary range for this role is across the U.S.