Regional Director, Enterprise

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

WFA Digital Insight

The demand for skilled sales leaders in the tech industry has grown significantly, with a 25% increase in job postings over the past year. As companies continue to shift towards data-driven decision making, the role of a Regional Director, Enterprise has become crucial in driving business growth. With Fivetran's innovative approach to data integration, this position offers a unique opportunity to lead a high-performing team and shape the company's enterprise sales strategy. Candidates should be prepared to showcase their expertise in GTM, Excel, and sales leadership, as well as their ability to collaborate cross-functionally and drive results in a fast-paced environment.

Job Description

About the Role

The Regional Director, Enterprise role at Fivetran is a key leadership position responsible for driving the company's enterprise sales strategy and growth. As a seasoned sales leader, you will be tasked with recruiting, developing, and empowering a team of high-achieving Enterprise Account Executives to consistently exceed revenue targets. You will be responsible for championing outstanding sales rigor, driving a high-accountability culture, and collaborating cross-functionally with leaders in Marketing, Customer Success, Alliances, Product, and Revenue Operations to build an effective Enterprise GTM motion.

The successful candidate will have a deep understanding of the enterprise sales landscape, with a proven track record of recruiting and retaining high-performing senior AEs selling technical solutions to large, complex enterprises. You will be a natural leader, able to motivate and inspire your team to achieve exceptional results, and will have a strong ability to communicate complex ideas and negotiate with senior-level stakeholders.

Fivetran is a company that values innovation, teamwork, and customer satisfaction. As a leader in the company, you will be expected to embody these values and foster a culture of excellence within your team.

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
  • 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
  • Develop and maintain a deep understanding of Fivetran's products and services, as well as the competitive landscape and market trends

What We Are Looking For

  • 5+ years 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
  • Strong understanding of GTM and Excel, with the ability to analyze complex data sets and develop strategic insights
  • Excellent communication, negotiation, and leadership skills, with the ability to motivate and inspire high-performing teams
  • Strong ability to collaborate cross-functionally and build effective relationships with senior-level stakeholders
  • Experience working in a fast-paced, dynamic environment, with a strong ability to adapt to changing priorities and circumstances
  • Strong understanding of the enterprise sales landscape, with a deep knowledge of the competitive landscape and market trends

Nice to Have

  • Experience working with data integration solutions, with a strong understanding of the technical aspects of Fivetran's products and services
  • Experience working in a remote or distributed team environment, with a strong ability to communicate effectively and build relationships virtually
  • Strong understanding of sales metrics and analytics, with the ability to develop and track key performance indicators

Benefits and Perks

  • Competitive salary and bonus structure, with a strong emphasis on performance-based rewards
  • Comprehensive benefits package, including health, dental, and vision insurance, as well as a 401(k) matching program
  • Generous paid time off policy, with a strong emphasis on work-life balance and flexibility
  • Opportunity to work with a fast-growing, innovative company that is shaping the future of data integration
  • Collaborative, dynamic work environment, with a strong emphasis on teamwork and communication
  • Professional development opportunities, including training and education programs, as well as conferences and industry events

How to Stand Out

  • Develop a strong understanding of Fivetran's products and services, as well as the competitive landscape and market trends, to demonstrate your expertise and passion for the industry.
  • Showcase your ability to analyze complex data sets and develop strategic insights, using tools like Excel and Tableau.
  • Prepare to discuss your experience working with cross-functional teams, including Marketing, Customer Success, and Product, to drive sales growth and customer satisfaction.
  • Be ready to walk through your sales process, including prospecting, qualifying, and closing deals, to demonstrate your understanding of sales fundamentals.
  • Highlight your experience working in a fast-paced, dynamic environment, and your ability to adapt to changing priorities and circumstances.
  • Show a deep understanding of the enterprise sales landscape, including the challenges and opportunities facing large, complex enterprises.
  • Demonstrate your ability to communicate complex ideas and negotiate with senior-level stakeholders, using clear and concise language.

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