Regional Director, Enterprise
WFA Digital Insight
The demand for experienced sales leaders in the tech industry has surged, with a 25% increase in job postings over the past year. Fivetran, a pioneer in data pipeline solutions, is seeking a Regional Director to spearhead its enterprise sales efforts. With the remote work landscape continuing to evolve, companies like Fivetran are looking for skilled professionals who can drive growth and expansion in a virtual setting. As the industry shifts towards data-driven decision-making, professionals with expertise in GTM and Excel are in high demand. Candidates should be prepared to showcase their ability to lead high-performing teams and collaborate with cross-functional teams to drive business results.
Job Description
About the Role
The Regional Director, Enterprise role at Fivetran is a unique opportunity to lead a high-achieving team of enterprise account executives and drive the company's sales efforts in the Americas region. As a key member of the sales leadership team, you will be responsible for developing and executing strategic plans to expand Fivetran's presence in the enterprise market. You will work closely with cross-functional teams, including marketing, customer success, and product, to build and execute a comprehensive go-to-market strategy.The ideal candidate will have a proven track record of success in enterprise sales leadership, with a strong ability to recruit, retain, and motivate high-performing sales teams. You will be responsible for driving revenue growth, expanding existing customer relationships, and identifying new business opportunities. Your expertise in GTM and Excel will be essential in analyzing sales data, identifying trends, and developing strategic plans to drive business results.
Fivetran is committed to creating a remote-friendly work environment that fosters collaboration, innovation, and growth. As a remote employee, you will be expected to work independently, manage your time effectively, and communicate proactively with your team and stakeholders.
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 our incredible 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 our 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 a technical solution 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 expertise in GTM and Excel, with the ability to analyze sales data, identify trends, and develop strategic plans to drive business results
- Excellent communication and interpersonal skills, with the ability to build strong relationships with cross-functional teams and external partners
- Strong business acumen, with a deep understanding of the tech industry and the ability to navigate complex sales cycles
Nice to Have
- Experience working with data pipeline solutions and enterprise software sales
- Knowledge of cloud-based technologies and data analytics tools
- Certification in sales methodologies such as Command of the Message or MEDDPICC
Benefits and Perks
- Competitive salary and bonus structure
- Equity options and stock grants
- Comprehensive health insurance and benefits package
- Generous PTO and vacation policy
- Remote work stipend and home office setup
- Professional development opportunities and training programs
- Access to cutting-edge technologies and tools
- Collaborative and dynamic work environment
How to Stand Out
- Develop a strong understanding of Fivetran's data pipeline solutions and enterprise software sales ecosystem to stand out in the interview process.
- Showcase your expertise in GTM and Excel by providing examples of how you've used these tools to drive business results in previous roles.
- Be prepared to discuss your experience working with cross-functional teams and external partners to build and execute comprehensive go-to-market strategies.
- Highlight your ability to lead and motivate high-performing sales teams, and provide examples of how you've driven revenue growth and expansion in previous roles.
- Research Fivetran's company culture and values to demonstrate your alignment with the organization's mission and vision.
- Prepare to discuss your experience working in a remote setting and how you stay productive and connected with your team and stakeholders.
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