Regional Director, Vice President of Sales

Summary

Join Pulumi as a Regional Director/Regional Vice President of Enterprise Sales and lead the expansion of our Enterprise business in the West Region of the U.S. and APAC. Develop and expand an existing team of Enterprise Account Executives, focusing on cultivating relationships with existing customers, converting prospects, and driving new logo acquisition. You will demonstrate technical and business value to executive buyers, fostering a culture of success through recruitment, retention, and collaboration across teams. This remote role, preferably located in the Pacific Time Zone, requires strong leadership skills, SaaS sales experience, and a proven track record of success in enterprise sales. Pulumi offers a competitive compensation package and comprehensive benefits.

Requirements

• Demonstrated success in recruiting, leading, and nurturing high-performing teams
• Proven ability to influence key stakeholders
• Comprehensive understanding of SaaS/Cloud Go-To-Market strategies and the essential roles for successful customer engagement
• Rigorous and data-driven approach to forecasting sales
• Effective prospecting, upselling/cross-selling, and pipeline development competencies
• Implementation and optimization of sales processes to enhance organizational performance and success
• Background in selling SaaS products, especially those with a high degree of technical value, engineering end-users and priced via consumption models
• Strong technical aptitude, and ability to learn new concepts quickly
• 8+ years experience with Enterprise sales in the software industry with 3+ years experience as a first line sales leader
• High integrity and transparency in internal communications
• Creates an open, inclusive team oriented environment, building a results-driven culture of accountability and transparency
• Accountable for consistently delivering and overachieving against targets ensuring Pulumi’s goals, and objectives are achieved consistently and sustainably
• Familiarity with key sales approaches like MEDDPICC, Challenger, Force Management messaging
• Systematic implementer of structured sales processes, demonstrating that adherence to sales stages leads to better-quality execution and higher forecast accuracy

Responsibilities

• Develop and expand an existing team of Enterprise Account Executives
• Drive the Enterprise business in the West Region of the U.S. and APAC
• Expand relationships with existing high-potential Pulumi Cloud customers
• Convert prospective customers from Pulumi OSS and self-serve communities
• Drive significant new logo acquisition through outbound and ABM motions
• Develop a culture of success by recruiting and retaining top talent
• Collaborate across Pulumi sales, marketing, product, and engineering teams
• Demonstrate technical value to software and platform engineering end-users
• Establish business value to executive buyers (SVPs of Infrastructure/Platform Engineering, CTOs, CIOs, and CISOs)
• Lead a customer-centric team of Enterprise Account Executives to deliver value to customers and cultivate strong relationships
• Influence key stakeholders (practitioners and executives) within customer organizations, target prospects, and internally at Pulumi
• Orchestrate and align decision-makers toward shared objectives
• Foster and cultivate ongoing internal collaborations with Customer Engineering, Product, and Marketing
• Forecast sales accurately to set revenue targets, establish budgets, and allocate resources effectively
• Develop effective prospecting, upselling/cross-selling, and pipeline development competencies
• Drive account-based marketing approaches to new logo acquisition
• Implement and optimize sales processes to enhance organizational performance and success
• Recruit and retain exceptional sales talent
• Support the team in achieving agreed-upon metrics
• Collaborate with the team to surpass targets
• Demonstrate leadership by example
• Drive compelling Customer engagements with senior executives in Engineering and/or IT Operations
• Provide situational coaching, advice, and guidance to help deals to closure

Preferred Qualifications

Preferred location in the Pacific Time Zone—ideally Seattle, WA or San Francisco, CA

Benefits

• Base Salary Hiring Range: $190,000 - $220,000 (OTE Range: $380,000 to 440,000)
• Bonus or variable pay
• Equity
• Comprehensive medical, dental, vision, and supplemental insurance at no cost to U.S. employees
• Regionally appropriate healthcare coverage internationally
• Unlimited PTO policy (with a requirement of at least three weeks off annually, plus 13 U.S. holidays)
• 401(k) plan with an employer match
• 20 weeks of paid leave for birthing parents or primary caregivers
• 16 weeks of paid leave for non-birthing parents or secondary caregivers
• Remote-First Culture with flexible work, asynchronous collaboration, and an annual “work from anywhere” stipend
• Annual learning and development budget
• Equity Ownership
• Monthly wellness fund
• Quarterly happiness fund