Regional Director, Enterprise Sales
About The Position
Pulumi is seeking a Regional Director of Enterprise Sales to lead its West U.S. and APAC Enterprise business. This role is responsible for driving the next phase of growth by developing a high-performing team, expanding strategic customer relationships, and acquiring new enterprise accounts. The position focuses on scaling a repeatable enterprise sales motion, leading Enterprise Account Executives in expanding existing customer accounts, converting users from open source and self-serve communities into enterprise customers, and acquiring net new logos through disciplined account-based selling. The target buyers are highly technical organizations, and success requires building credibility with platform and software engineering teams, as well as demonstrating business value to executive stakeholders like CTOs, Cloud Infrastructure, and Platform Engineering leaders. This role involves close collaboration with Product, Engineering, Marketing, Customer Engineering, and Customer Success to shape the enterprise customer acquisition and growth strategy. A key aspect of the role is recruiting exceptional talent, developing future leaders, and fostering a culture of accountability, continuous improvement, and customer success. While Pulumi is headquartered in Seattle, WA, the company operates as a remote-first organization. This specific role will be remote, based in San Francisco, CA, supporting the Western U.S. territory, and will also include leadership responsibility for a small APAC sales team.
Requirements
- Ability to coach teams through complex, multi-stakeholder sales cycles and consistently improve execution.
- Skilled at engaging executive buyers — CTOs, Cloud Infrastructure, and Platform Engineering leaders — on business outcomes, not just technical capability.
- Strong cross-functional leadership across Product, Marketing, Customer Engineering, and Customer Success.
- Excellent executive communication skills, with the ability to build trust with both customers and internal stakeholders.
- Comfort partnering with or converting product-led growth, open-source, or self-serve communities into enterprise revenue.
- Data-driven operator with a bias toward process, inspection, and continuous improvement, including familiarity with agentic or AI-driven workflows to improve team productivity.
- 8+ years of Enterprise software sales experience, including consistent quota attainment.
- 3+ years leading first-line Enterprise sales teams, with a track record of building, developing, and retaining top performers.
- Proven success selling highly technical SaaS platforms to engineering organizations, with the technical aptitude to quickly understand complex products and customer architectures.
- Skilled in MEDDPICC or a comparable enterprise sales methodology, with strong forecasting and pipeline management discipline.
- Track record of driving both new logo acquisition and expansion within existing enterprise accounts.
- Experience building or scaling a sales motion at a high-growth, venture-backed software company.
- Experience managing distributed or multi-region sales teams, ideally spanning U.S. and international (APAC preferred) markets.
Responsibilities
- Lead the West U.S. and APAC Enterprise business.
- Build the next phase of growth by developing a high-performing team.
- Expand strategic customer relationships.
- Win new enterprise accounts.
- Scale a repeatable enterprise sales motion.
- Lead Enterprise Account Executives in driving expansion within existing customers.
- Convert high-potential users from open source and self-serve communities into enterprise customers.
- Acquire net new logos through disciplined account-based selling.
- Earn credibility with platform engineering and software engineering teams.
- Help executive stakeholders understand the business value of modern Infrastructure as Code.
- Work closely with Product, Engineering, Marketing, Customer Engineering, and Customer Success to shape how Pulumi wins and grows enterprise customers.
- Recruit exceptional people.
- Develop future leaders.
- Create a culture built on accountability, continuous improvement, and customer success.
Benefits
- Competitive equity
- Comprehensive benefits
- Uncapped incentive pay
- Medical, dental, vision, and supplemental insurance at no cost to U.S. employees
- Regionally appropriate healthcare coverage internationally
- Unlimited PTO policy
- 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
- Monthly wellness fund
- Quarterly happiness fund
- Annual learning and development budget
- Work from anywhere stipend
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What This Job Offers
Job Type
Full-time
Career Level
Manager
Education Level
No Education Listed
