Regional Sales Director

About the role

Cognition is an applied AI lab focused on developing autonomous software agents, including our flagship product, Devin. We are seeking a hands-on sales leader to build and manage a high-performing team of Account Executives tasked with securing Fortune 500 partnerships. This position requires active field involvement, strategic deal management, and direct collaboration with our engineering and executive teams.

Key facts

What you'll do

• Manage quarterly and annual bookings quotas for your territory, focusing on new business and account expansion.
• Oversee a pipeline of opportunities ranging from 5 million to 20 million dollars in ARR, with average deal sizes exceeding 1 million dollars.
• Utilize MEDDIC for accurate forecasting and maintain high standards for deal hygiene.
• Participate directly in high-stakes negotiations, executive briefings, and client dinners.
• Recruit, hire, and mentor a team of 3 to 6 Enterprise Account Executives.
• Conduct rigorous deal reviews and 1:1 coaching sessions to ensure strategic alignment and performance.
• Define territory segmentation and develop vertical-specific messaging alongside our marketing and product teams.
• Coordinate with Deployed Engineering to manage technical evaluations and proofs of concept.
• Communicate field insights, product gaps, and competitive intelligence to the leadership team.

Requirements

• 7 or more years of enterprise software sales experience, with at least 2 years in a management role overseeing high-level Account Executives.
• 2 or more years of experience selling directly to Fortune 500 organizations.
• Proven history of closing 1 million dollar plus ARR deals within complex, multi-stakeholder environments.
• Experience selling to technical executive buyers such as CTOs, CIOs, or SVPs of Engineering.
• Proficiency in MEDDIC or a similar enterprise sales framework.
• Documented record of exceeding quota targets as both an individual contributor and a manager.
• Demonstrated ability to attract and hire top-tier sales talent.

Nice to have

• Domain expertise regarding buyer personas, procurement cycles, and budget dynamics in your specific vertical.
• Experience selling AI/ML platforms, developer tools, cloud infrastructure, or related technical products.
• Work history at a high-growth startup or scale-up company between Series B and IPO.
• Knowledge of the AI coding landscape, including competitors like GitHub Copilot, Cursor, and Windsurf.

Skills & tools

• MEDDIC sales methodology
• Enterprise contract negotiation
• Pipeline management
• Technical sales strategy
• Team building and recruitment

Practical notes

Cognition is an equal opportunity employer. We provide reasonable accommodations for candidates with disabilities throughout our hiring process. This role is onsite and requires a high level of direct involvement in deal execution rather than administrative oversight.