Regional Director, Enterprise
WFA Digital Insight
The demand for skilled regional directors in enterprise sales has seen a significant surge, with a 25% increase in job postings over the past year. As companies like Fivetran continue to expand their reach, professionals with expertise in GTM and Excel are in high demand. With the shift towards remote work, candidates now have more opportunities to join innovative companies and lead high-performing teams. Fivetran stands out for its commitment to making data access simple and reliable, and this role offers a chance to be part of a growing enterprise business. Before applying, candidates should be prepared to showcase their leadership skills, sales acumen, and ability to drive growth in complex environments.
Job Description
About the Role
The Regional Director, Enterprise Sales, will play a critical role in leading and scaling a team of high-achieving Enterprise Account Executives at Fivetran. This team is focused on driving new business and expansion opportunities across Fivetran's most strategic accounts. As a foundational leader in the Enterprise business, this role reports directly to the RVP of Enterprise Sales and is integral to the company's growth strategy.The successful candidate will be responsible for attracting, hiring, developing, and empowering their team to consistently exceed Fivetran's growing Enterprise revenue targets. This involves driving a high-accountability culture through best-in-class coaching, modeling clear expectations for achievement, and evangelizing a disciplined process for the team.
Fivetran is committed to building data pipelines to power the modern data stack for thousands of companies. The Regional Director, Enterprise Sales, will be at the forefront of this mission, working closely with cross-functional teams and partners to achieve outstanding sales rigor and drive business growth.
What You Will Do
- Attract, hire, develop, and empower a team of Enterprise Account Executives to consistently and predictably exceed Fivetran's growing Enterprise revenue targets
- Drive a high-accountability culture through best-in-class coaching, modeling clear expectations for achievement, and evangelizing a disciplined process for the team
- Champion outstanding sales rigor through value-based Command of the Message and MEDDPICC methodologies
- Collaborate cross-functionally with leaders in Marketing, Customer Success, Alliances, Product, and Revenue Operations to build an effective Enterprise GTM motion
- Collaborate externally with Fivetran's ecosystem of partners, including SI's, GSI's, and tech partners
- Ensure excellence in sales execution for complex multi-stakeholder deals while building the foundation for growth in enterprise accounts
- Drive AE-ownership of Enterprise pipeline generation and encourage effective AE/BDR collaboration to efficiently prospect, identify, qualify, and build sustainable pipeline
- Forecast clearly to the executive leadership team, with consistent accuracy and a deep knowledge of the Enterprise business
- Work in lockstep with technology and SI partners to achieve a successful co-selling motion
What We Are Looking For
- 5+ years of enterprise sales leadership experience with a consistent track record of recruiting and retaining high-performing senior AEs selling technical solutions to large, complex enterprises
- Proven and repeatable history of overachievement both as an enterprise seller and a leader whose teams consistently exceeded revenue targets and accelerated their careers under your leadership
- Natural ability to lead and motivate AEs through continuous growth and change; easily able to earn the trust and respect of the team with a One Team One Dream mindset
- Strong understanding of GTM strategies and Excel skills for data analysis and forecasting
- Experience with Command of the Message and MEDDPICC methodologies
- Ability to collaborate effectively with cross-functional teams and external partners
Nice to Have
- Experience with data pipeline technology and the modern data stack
- Knowledge of the current market trends in data access and management
- Certification in sales leadership or a related field
- Experience working in a remote environment and leading distributed teams
Benefits and Perks
- Competitive salary and equity package
- Comprehensive health, dental, and vision insurance
- Generous PTO policy and paid holidays
- Remote work stipend and equipment allowance
- Opportunities for professional development and growth within the company
- Access to cutting-edge technology and tools
- Collaborative and dynamic work environment
How to Stand Out
- Develop a strong understanding of GTM strategies and Excel skills to stand out as a candidate.
- Showcase your ability to lead and motivate high-performing teams in your application and interviews.
- Be prepared to discuss your experience with Command of the Message and MEDDPICC methodologies.
- Highlight any experience you have with data pipeline technology and the modern data stack.
- Prepare to talk about your approach to sales forecasting and your experience with cross-functional collaboration.
- Consider creating a portfolio that demonstrates your sales leadership skills and experience.
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