Location requirements:
Must be based within the Central region. This is an in-market leadership role, expect regular travel to work alongside your team and to be in front of enterprise customers.
About the Role:
BigPanda is looking for a Regional Vice President of Sales to lead our Central region and drive continued growth across enterprise accounts. You will own the regional revenue strategy, build and develop a high-performing sales team, and partner closely with Sales Engineering, Marketing, Professional Services, Customer Success, Partnerships, and Finance. The team is focused on helping enterprise customers transform IT operations with BigPanda's agentic automation platform.
BigPanda is an agentic-first AIOps platform. Our customers run environments where minutes of downtime on a critical application cost tens to hundreds of thousands of dollars, and where the operational cost of preventing that is itself under scrutiny. You'll be leading enterprise cycles into IT operations, infrastructure, and SRE organizations at the largest companies in the region - often in competitive evaluations against ServiceNow and the observability vendors.
This role reports to the Area Vice President, Western US.
How this role operatesThis role carries real autonomy. You bring the plan for how you'll run Central: coverage, cadence, deal strategy, team development, where you place your bets. We align on it, then you run it your way. Results adjudicate. When something isn't working, we talk, you adjust, and you go run it again.
Central is part of a shared Area number, so a few things are fixed:
- Forecast integrity is absolute. Bad news travels early, not at quarter end.
- Deal qualification lives in the system, not in your head. MEDDPICC and Command of the Message are how we inspect.
- Discounting and non-standard terms come through the deal desk.
Everything outside that list is yours.
What you will do:
- Own the Central region's revenue plan, including pipeline generation, new logo acquisition, forecast accuracy, and quota attainment
- This role carries a quota, weighted toward new logo acquisition
- Build and execute a regional go-to-market strategy aligned with BigPanda's broader business objectives
- Build the pipeline-generation discipline of the team: territory coverage, outbound rigor, and self-sourced opportunity creation as a standard, not a campaign
- Drive partner-led growth in the region through the reseller, MSP, and systems-integrator ecosystem
- Recruit, hire, onboard, coach, and retain a fully staffed, high-performing team of enterprise account executives
- Establish a culture of accountability, customer obsession, continuous improvement, and professional development
- Lead forecast and pipeline reviews, executive deal strategy, cross-functional alignment, and regional performance management
What skills and experience you'll bring to BigPanda:
- 10+ years of progressive enterprise software sales experience, including significant sales leadership experience
- Proven track record of consistently exceeding revenue targets in a B2B SaaS or enterprise technology environment
- Experience selling complex solutions to large enterprise customers and multiple stakeholders
- Experience recruiting, developing, and retaining high-performing sales talent
- Strong command of forecasting, pipeline management, MEDDPICC and Command of the Message, and sales operations
- Experience building regional sales strategy, organizational structure, and performance metrics
- Executive presence with strong written, verbal, and presentation skills
- Customer-obsessed, data-driven, collaborative, and highly accountable leadership style
Our Benefits:
- Competitive equity
- Remote-first environment
- Unlimited PTO
- Twelve (12) paid holidays throughout the year
- Comprehensive health benefits
- #PandaParent support. Financial assistance for fertility, adoption, and surrogacy expenses, plus up to eighteen (18) weeks of fully paid leave for birthing parents and up to twelve (12) weeks for non-birthing parents.
- Financial planning services
- Employee learning & development budget
- Values-based recognition (quarterly and annually)
- Social community & ERG programs
- Dog friendly office
- Lunches provided in office
- Flexible work environment along with a work-from-home stipend to support remote work arrangements
- Values-based culture
Please note that visa sponsorship is not available for this position.
Market competitive salary with an anticipated OTE compensation range (salary + commission target) of $420,000 annually. Actual salaries will vary depending on a candidate's experience, qualifications, skills, and location. This is a commission-eligible position, and the pay mix for this role is 50/50 (AE), or 70/30 (SE)
BigPanda offers a generous total rewards package that includes base pay, commission, equity, and a world-class benefits program. We run one (1) compensation review cycle per year to ensure that managers can recognize employees without much lag between achievement and reward. All of this builds toward the best compensation we can give to anyone: the ability to develop your skills each and every day. BigPanda has a significant focus on career development that is at the core of our employee experience.
