Regional Director, Enterprise

Fivetran·Remote(Remote, New York, United States, AMER)
Software Development
GTMExcel

WFA Digital Insight

As demand for data-driven solutions surges, Fivetran is poised for growth. With over 5 years of enterprise sales leadership experience, you can leverage your skills to drive business expansion. The current market context, where 71% of businesses prioritize data integration, makes this role particularly interesting. Candidates should be aware of the importance of GTM strategies and sales execution in this context.

Job Description

About the Role

The Regional Director, Enterprise Sales, is a pivotal role at Fivetran, responsible for leading and scaling a team of high-achieving Enterprise Account Executives. The successful candidate will focus on driving new business and expansion opportunities across Fivetran's most strategic accounts, reporting directly to the RVP of Enterprise Sales. This is a full-time, remote position based out of New York, with a strong focus on building and maintaining relationships with key stakeholders.

As a leader in the Enterprise business, you will be expected to attract, hire, develop, and empower a team of Enterprise Account Executives to consistently exceed revenue targets. You will drive a high-accountability culture through best-in-class coaching, modeling clear expectations for achievement, and evangelizing a disciplined process for the team. Your ability to champion outstanding sales rigor through value-based Command of the Message and MEDDPICC methodologies will be crucial in this role.

Fivetran is committed to making access to data as simple and reliable as electricity. With thousands of companies leveraging Fivetran's technology every day, the company is proud to be at the forefront of the modern data stack. As a Regional Director, Enterprise Sales, you will play a key role in driving this mission forward.

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
  • Strong understanding of GTM strategies and sales execution
  • Experience with data-driven solutions and the modern data stack
  • Excellent communication and interpersonal skills
  • Ability to work in a fast-paced, dynamic environment
  • Strong analytical and problem-solving skills

Nice to Have

  • Experience with Fivetran's technology or similar data integration solutions
  • Knowledge of the current market trends and competitors in the data integration space
  • Certification in sales methodologies such as Command of the Message or MEDDPICC
  • Experience with CRM software and sales analytics tools
  • Familiarity with agile development methodologies and DevOps practices

Benefits and Perks

  • Competitive salary and equity package
  • Comprehensive health, dental, and vision insurance
  • Flexible PTO and remote work arrangements
  • Professional development opportunities and training programs
  • Access to cutting-edge technology and tools
  • Collaborative and dynamic work environment
  • Recognition and rewards for outstanding performance
  • Opportunity to work with a fast-growing company and contribute to its mission

How to Stand Out

  • Tip: Develop a strong understanding of GTM strategies and sales execution to stand out in this role.
  • To succeed, focus on building strong relationships with key stakeholders and driving a high-accountability culture within your team.
  • Ensure you have experience with data-driven solutions and the modern data stack to effectively collaborate with cross-functional teams.
  • When applying, highlight your ability to lead and motivate teams through continuous growth and change.
  • Be prepared to discuss your experience with sales methodologies such as Command of the Message or MEDDPICC.
  • Familiarize yourself with Fivetran's technology and the current market trends in the data integration space to demonstrate your expertise.

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