EnterpriseDB

Director, Regional Sales

EnterpriseDB • $120K — $180K *
US-AnywhereRemote in United States
Enterprise Technology
8 - 10 years of experience
Today
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Job Overview by Ladders

Qualifications

  • 8+ years of experience leading software sales teams
  • Proven track record in new logo acquisition within enterprise space
  • Expertise in developing and executing sales playbooks
  • In-depth knowledge of IT infrastructure and data management
  • Experience in cross-functional collaboration with key departments
  • Strong people management skills and talent development background
  • Analytical skills for precise forecasting and resource allocation

Responsibilities

  • Drive the execution of a regional sales strategy for new customer acquisition
  • Develop and institutionalize scalable sales playbooks for the team
  • Establish pipeline management and performance expectation frameworks
  • Guide senior sales representatives in penetrating Top 10 target accounts
  • Mentor and develop a high-performing sales team
  • Expand brand presence and create a sustainable sales pipeline
  • Structure complex deals and guide teams through negotiations
  • Build executive-level relationships across strategic prospects

Benefits

  • Access to health and wellness resources through CuraLinc
  • Wellness Fridays extending to December 2026
  • Promotion of a healthy work-life balance
  • Comprehensive range of benefits tailored to employee well-being
  • Supportive work environment encouraging diverse skill sets
Full Job Description
The Director, Regional Sales will be responsible for defining, evolving, and executing the regional go-to-market strategy, with a primary focus on accelerating net-new business growth across our Enterprise accounts. In this role, you will provide strategic leadership, operational excellence, and sales management support to a high-performing team of senior sales representatives, while heavily leveraging and building standardized sales playbooks to scale success.
What your impact will be...
  • Drive New Logo Acquisition: Develop and execute a sophisticated regional sales strategy to consistently meet and exceed net-new customer acquisition targets, driving predictable revenue growth and market share expansion within your territory.
  • Playbook Development & Execution: Design, implement, and institutionalize scalable sales playbooks, ensuring the team has a standardized blueprint for hunting, qualifying, and closing net-new enterprise logos.
  • Operational Excellence & Forecasting: Establish a rigorous pipeline management, forecasting cadence, and performance expectation framework to ensure every sales representative achieves and exceeds their goals.
  • Strategic Account Penetration: Ensure representatives have a deep understanding of their prospects and are leveraging all corporate resources to "Know Your Customer" (KYC), with a laser focus on deeply penetrating the region's Top 10 target accounts.
  • High-Performance Leadership: Build, mentor, and maintain a world-class sales team. Provide hands-on coaching, strategic deal support, and professional development to maximize individual and collective revenue generation.
  • Market Awareness & Value Selling: Expand brand awareness of the product portfolio within the territory, building a sustainable, high-velocity pipeline rooted in quantifying and delivering tangible business value.
  • Deal Structuring & Negotiation: Drive complex, multi-stakeholder deal structures that clearly outline corporate value. Actively guide the team through commercial negotiations, strategic pricing, and contractual agreements.
  • Executive-Level Relationship Building: Establish and maintain deep, trusted-advisor relationships with C-level executives across strategic prospect accounts, effectively supporting your team in high-stakes sales cycles.
  • Leverage AI: Leverage AI and augmentation to build efficiency at scale
What you will bring...

The Director, Regional Sales will be a seasoned, high-acumen sales leader with 8+ years of experience leading high-performing software sales teams, with a proven track record of hunting and winning new logos in the enterprise space.
  • Sales Acumen & Playbook Mastery: Extensive experience developing, optimizing, and executing formal enterprise sales playbooks (e.g., MEDDPICC, Command of the Message) to drive repeatable success and tighter sales cycles.
  • Proven Hunting Background: A strong track record of personally driving and leading teams to close net-new enterprise logos and hitting/exceeding multi-million dollar regional quotas.
  • Deep Market Expertise: Comprehensive knowledge of IT infrastructure, applications, or data management platforms (Database technology is a major plus), including an acute understanding of customer pain points and the competitive landscape.
  • Cross-Functional Collaboration: Proven experience collaborating cross-functionally with Product, Marketing, Sales Operations, and Customer Success to optimize the end-to-end customer acquisition journey.
  • People Management & Talent Development: 8+ years of people management experience, with a proven history of attracting, retaining, and developing top-tier senior sales talent and future leaders.
  • Analytical & Operational Strength: Strong analytical skills paired with strategic business acumen, ensuring precise forecasting, resource allocation, and territory planning.


EDB is committed to supporting our employees' overall well being by offering a range of benefits and resources to promote a healthy work-life balance and wellness. We provide access to CuraLinc to aid employees in health and wellness tips and practices, as well as Wellness Fridays extending to December 2026! Check out our career site for more information on perks and benefits and reach out to our Talent Acquisition team for region specific benefits.

We know it takes a unique mix of people and skills to help us in our mission to supercharge Postgres, and we understand that not everyone will check every box. We'd love to hear from you and we want you to apply!

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About EnterpriseDB

EnterpriseDB is a software company that provides enterprise-class PostgreSQL products and services. The company was founded in 2004 and is headquartered in Bedford, Massachusetts. EnterpriseDB's flagship product is Postgres Plus Advanced Server, which is a commercially licensed version of the open-source PostgreSQL database. The company also offers tools and services to help customers migrate from proprietary databases to PostgreSQL. In addition, EnterpriseDB provides training and support services to help customers optimize their use of PostgreSQL. The company serves customers in a variety of industries, including financial services, healthcare, and government.
Learn more about EnterpriseDB
Size
200 employees
Industry
Enterprise Technology
Founded
2004
* Ladders Estimates

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