Regional Director, Enterprise Sales

Pulumi is looking for a Regional Director of Enterprise Sales to lead our West U.S. and APAC Enterprise business. This leader will inherit a strong foundation and be responsible for building the next phase of growth by developing a high-performing team, expanding strategic customer relationships, and winning new enterprise accounts. This role is about scaling a repeatable enterprise sales motion. You’ll lead a team of Enterprise Account Executives responsible for driving expansion within existing customers, converting high-potential users from our open source and self-serve communities into enterprise customers, and acquiring net new logos through disciplined account-based selling.

Responsibilities

Lead the West U.S. and APAC Enterprise business; Build the next phase of growth by developing a high-performing team, expanding strategic customer relationships, and winning new enterprise accounts; Scale a repeatable enterprise sales motion; Lead a team of Enterprise Account Executives driving expansion, converting open-source and self-serve users into enterprise customers, and acquiring net new logos; Work closely with Product, Engineering, Marketing, Customer Engineering, and Customer Success; Recruit exceptional people, develop future leaders, and create a culture built on accountability, continuous improvement, and customer success

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

Nice to have

APAC market experience preferred

Benefits

Comprehensive medical, dental, vision, and supplemental insurance at no cost to U.S. employees; Unlimited PTO with at least three weeks off annually plus 13 U.S. holidays; 401(k) plan with employer match for U.S. employees; 20 weeks paid parental leave for birthing parents or primary caregivers and 16 weeks for non-birthing parents or secondary caregivers; Remote-first culture with annual work from anywhere stipend; Annual learning and development budget; Equity ownership for all employees; Monthly wellness fund; Quarterly happiness fund; Uncapped incentive pay eligible for Regional Directors