Regional Director, Enterprise

About the Role

The chosen candidate will report directly to the RVP of Enterprise Sales, acting as a foundational leader in the Enterprise business. This role is not just about leadership; it's about being a champion of Fivetran's mission to make access to data as simple and reliable as electricity. The ideal candidate will have a proven track record of recruiting, retaining, and developing high-performing sales teams, with a natural ability to lead and motivate through continuous growth and change.

Fivetran's commitment to innovation and customer satisfaction sets it apart in the data solutions market. The company's technology allows customer data to arrive in warehouses canonical and ready to query, with no engineering or maintenance required. This simplification of the data access process is what drives Fivetran's mission and requires its leaders to think creatively and strategically about how to expand its reach.

What You Will Do

• Attract, hire, develop, and empower a team of Enterprise Account Executives to consistently 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 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 technology and SI partners to achieve a successful co-selling motion.
• Develop and maintain a thorough understanding of Fivetran's products and services, competitor offerings, and industry trends to provide strategic guidance to the sales team.

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 your team and peers.
• Strong knowledge of GTM strategies and their application in driving sales growth.
• Excellent Excel skills for data analysis and forecasting.
• Experience with sales methodologies such as Command of the Message and MEDDPICC.
• Strong understanding of data solutions and their application in enterprise environments.
• Ability to collaborate effectively with cross-functional teams and external partners.
• Excellent communication, coaching, and leadership skills.

Nice to Have

• Experience in the data solutions or software industry.
• Knowledge of cloud-based data platforms.
• Certification in sales leadership or a related field.
• Experience with CRM systems and sales analytics tools.
• A strong network of contacts within the enterprise sales ecosystem.

Benefits and Perks

• Competitive salary and bonus structure.
• Equity in a rapidly growing company.
• Comprehensive health, dental, and vision insurance.
• Generous PTO policy and holidays.
• Remote work stipend to support home office setup.
• Professional development opportunities, including sales training and leadership development programs.
• Access to the latest technology and tools to support your work.
• Collaboration with a talented and motivated team of professionals.
• Opportunity to work with a company that is revolutionizing the data solutions space.

• Tip: Develop a deep understanding of Fivetran's products and the current market landscape to stand out in your application and interviews.
• Ensure your resume and cover letter are tailored to highlight your leadership experience and skills in enterprise sales.
• Prepare examples of how you have driven sales growth and developed high-performing teams in previous roles.
• Be ready to discuss your approach to sales strategy and how you stay updated on industry trends and technologies.
• Consider creating a portfolio that showcases your sales achievements and leadership style.
• Practice your responses to common sales leadership interview questions, focusing on specific examples from your experience.
• Don't underestimate the importance of cultural fit; be prepared to talk about your values and how they align with Fivetran's mission.