Regional Sales Director, West (Enterprise)

Summit

6h•$121,500 - $168,000•Remote

About The Position

This is a player-coach role. You'll build and lead a high-performing sales team, stay hands-on in complex enterprise deal cycles, and own the Western territory's pipeline from generation to close. You'll report to the VP of Revenue and work closely with Sales, Account Management, and Solutions Engineering to win new business and grow key accounts across the region. We're looking for a leader with grit: someone who coaches relentlessly, holds a high bar for sales fundamentals, and knows how to spot and develop top talent. If you like building things and don't mind rolling up your sleeves, you'll fit right in.

Requirements

7+ years in customer-facing IT services sales/account management, including 4+ years leading sales teams
Proven frontline sales management experience (active guidance through complex enterprise deal cycles, a consistent pipeline and deal-inspection cadence, etc.) consistent with the operating model of the incoming go-to-market leadership
Established domain experience in managed infrastructure, data center, and cloud services sales
Located within the Western U.S., to be close to key accounts and the markets the role serves
Know how to coach fundamentals (prospecting, qualification, territory strategy, call planning) and hold teams accountable
Can translate business value into client-facing messaging and guide reps through strategic and financial deal thinking
Strong command of a sales methodology and know how to run clean pipeline management and forecasting
Experienced with strategic account planning, customer business reviews, and gaining internal alignment to deliver outcomes
Regularly use win/loss analysis to improve performance and provide structured feedback to Marketing/Product
Understand the market and value of colocation, managed services, cloud, managed network/IP transit, managed security, and adjacent solutions (DRaaS, backup, load-balancing, firewalls, SAN, etc.)
Handle difficult conversations directly, constructively, and objectively
Communicate clearly and confidently, especially in executive-level and business-critical moments
Experience with partner/alliance selling and can hold third parties accountable to deliverables

Nice To Haves

Experience selling into regulated industries or complex compliance/security environments
A strong, current point of view on cloud services and the competitive landscape
Proven success building repeatable operating rhythms (QBRs, pipeline reviews, rep scorecards, territory planning)
Experience scaling sales teams through growth periods or organizational change

Responsibilities

Lead a team of sales professionals to predictably achieve sales targets across the Western territory
Drive a healthy pipeline by partnering with extended teams to generate more leads and move deals forward
Provide active, hands-on guidance through complex enterprise deal cycles, from early qualification through close
Build and maintain a network of strong sales representatives and sales leadership talent in the West
Foster a positive, ethical, performance-driven culture focused on client success and business outcomes
Ensure consistent activity and documentation in Salesforce (SFDC) so customer engagement is visible and actionable