Regional Director, Enterprise

Factory•San Francisco, CA

About The Position

Factory is hiring a Regional Director, Enterprise to build and lead a regional team of Enterprise Account Executives selling Factory’s Droids to Fortune 1000 and high-growth enterprise companies. The role owns regional revenue, team strategy, talent development, sales execution, and forecasting. The team runs technical, multi-stakeholder sales cycles with CIOs, CTOs, engineering leaders, security, and procurement. The Regional Director will lead a team of six Enterprise AEs, hire and ramp reps, coach complex sales cycles, engage in strategic deals, and establish a disciplined forecast and pipeline. The role also helps scale Factory’s enterprise sales playbook and partners with product, engineering, marketing, sales engineering, and customer success on go-to-market strategy, territory design, and the enterprise value proposition. The position is open in or near San Francisco, Seattle, Denver, Los Angeles, Chicago, Dallas, Atlanta, New York, and Boston.

Requirements

At least 10 years of B2B SaaS sales experience.
At least 3 years leading a quota-carrying team of Enterprise Account Executives as a first-line manager.
A record of personally carrying and exceeding an enterprise quota before moving into leadership.
Experience building or scaling a team or region at an early stage, including hiring and ramping representatives.
Proven success closing large, complex, multi-stakeholder deals at Fortune 1000 companies, including multi-year agreements and C-level negotiations.
Proven success selling technical products to engineering buyers.
Strong forecasting and pipeline-management discipline, with the ability to provide an accurate, data-driven view of the business to executives.
Hands-on experience using AI to improve sales efficiency.
Self-motivated and able to thrive in a dynamic, fast-paced startup environment.

Nice To Haves

Experience selling developer tools, DevOps, infrastructure, or platform software.

Responsibilities

Own regional revenue and meet or exceed quarterly and annual new-logo and expansion targets.
Build and lead a team of six Enterprise Account Executives, including hiring, onboarding, ramping, coaching, and performance management.
Create a high-performance culture centered on accountability, coaching, continuous improvement, and strong enterprise sales execution.
Coach end-to-end enterprise sales cycles, including pipeline generation, technical evaluations and proofs of concept, stakeholder engagement, commercial negotiation, and closing.
Participate in strategic deals by engaging executive sponsors, leading negotiations for large multi-year agreements, and involving Factory executives when helpful.
Run an accurate weekly forecast and maintain a healthy, regularly inspected pipeline.
Help build and scale the enterprise sales playbook, including strategic account planning, POC-to-close conversion, land-and-expand motions, and partnership with sales engineering.
Partner with leaders in product, engineering, marketing, and customer success to shape go-to-market strategy, territory design, and Factory’s enterprise value proposition.
Remain active in deals, engage with engineering leaders, and stay knowledgeable about how Factory creates value.
Use AI to improve personal and team efficiency across account research, deal preparation, forecasting, and pipeline management, and encourage an AI-first sales organization.