Regional Director / Vice President of Sales

We are looking for an experienced and passionate Regional Director / Regional Vice President of Enterprise Sales that is excited to bring Pulumi's modern Infrastructure-as-Code solution to the most impactful Enterprise brands in the word. You will help our customers modernize their approach to infrastructure lifecycle management and platform engineering. Your work will enable faster time-to-value and higher levels of productivity for both software development and platform engineering teams.

The  Regional Director / Regional Vice President of Enterprise will help develop and expand an existing team of Enterprise Account Executives with the purpose of driving our Enterprise business in the West Region of the U.S. and APAC. This will be done by systematically expanding our relationships with existing high-potential Pulumi Cloud customers, converting established sources of prospective customers within our Pulumi OSS and self-serve communities and driving significant new logo acquisition by developing our outbound and ABM motions across the Global 2000. This leader will develop a culture of success by recruiting and retaining amazing people and collaborating across Pulumi sales, marketing, product and engineering teams. Success requires demonstrating technical value to software and platform engineering end users while at the same time establishing business value to our executive buyers spanning SVPs of Infrastructure/Platform Engineering, CTOs, CIOs and CISOs.

At Pulumi you will be challenged, learn, teach, and collaborate with an elite team of great people.

Pulumi is headquartered in Seattle, WA. This role will be remote, supporting the Western region, with a preferred location in the Pacific Time Zone—ideally Seattle, WA or San Francisco, CA. The role will also include leadership responsibilities for a small APAC sales team.

What We Are Looking For:

• Demonstrated success in recruiting, leading, and nurturing high-performing teams.
• Track record of leading a customer-centric team of Enterprise Account Executives to deliver value to customers and cultivate strong relationships.
• Proven ability to influence key stakeholders - practitioner and executive - both within our customer organizations, target prospects, and internally at Pulumi.
• Proficiency in orchestrating and aligning decision makers toward shared objectives.
• Comprehensive understanding of SaaS/Cloud Go-To-Market strategies and the essential roles for successful customer engagement.
• Passion and demeanor to foster and cultivate ongoing internal collaborations with various departments including Customer Engineering, Product, and Marketing.
• Rigorous and data-driven approach to forecasting sales to accurately set revenue targets, establish budgets, and allocate resources effectively.
• Effective prospecting, upselling/cross-selling, and pipeline development competencies - preferably with demonstrated success driving account based marketing approaches to new logo acquisition.
• Implementation and optimization of sales processes to enhance organizational performance and success.

To Be Successful In This Role:

• Dynamic leader capable of recruiting and retaining exceptional sales talent, supporting the team in achieving agreed-upon metrics, collaborating with the team to surpass targets, and demonstrating leadership by example.
• 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.
• Ability to drive compelling Customer engagements with senior executives in Engineering and/or IT Operations.
• 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.
• Ability to provide situational coaching, advice and guidance to help deals to closure.

Compensation: 

• Base Salary Hiring Range: $190,000 - $220,000 (OTE Range: $380,000 to 440,000)
• All full time employee offers at Pulumi include base salary, bonus or variable, equity and benefits (details below). 
• Regional Director / Regional Vice President of Enterprise roles are also eligible for incentive pay targeted at up to 100% of the offered base salary