Regional Vice President, Enterprise Sales Northeast

About the role

You will own the strategic direction and execution of enterprise sales within the Northeast United States region, driving top-line growth for large and complex accounts. You will partner with senior executive stakeholders to architect and deliver comprehensive data protection and cyber resilience strategies aligned with business objectives. This role requires direct leadership of a high-performing team of Account Executives, focusing on both new customer acquisition and the expansion of existing strategic relationships. You will be responsible for forecasting, pipeline management, and quota attainment while mentoring your team on best practices and market positioning. Success in this position hinges on your ability to navigate multi-threaded selling environments and articulate the business value of a cloud-native resilience platform. You will leverage data and customer insights to identify risk exposure and position Druva as the foundational partner for digital transformation and continuity. This is a leadership role that demands operational excellence and a proven ability to build sustainable, high-growth enterprise sales organizations.

Key facts

What you'll do

Orchestrate the end-to-end sales cycle for strategic enterprise accounts, ensuring alignment between solution architecture and client business outcomes.

Build and lead a high-performing sales organization, focusing on recruitment, development, and retention of top-tier account executives within the region.

Champion executive-level engagement strategies to penetrate large organizations and secure C-suite sponsorship for long-term initiatives.

Analyze complex customer environments to identify resilience gaps and map Druva's capabilities to critical business continuity and recovery priorities.

Own and refine regional sales forecasts, ensuring pipeline integrity and the reliable achievement of quarterly and annual revenue targets.

Collaborate with Sales Engineering and Product Management to develop compelling narratives that address intricate client challenges and competitive threats.

Manage key strategic opportunities, guiding deals through discovery, proof-of-concept, negotiation, and closure with a focus on multi-year value.

Develop and execute account plans that detail growth strategies, stakeholder mapping, and targeted initiatives for key accounts across the Northeast.

Provide mentorship and coaching to direct reports, fostering a culture of excellence, accountability, and continuous learning within the sales team.

Act as the primary point of contact for regional market intelligence, feeding insights back to product and marketing teams to inform solution development.

Ensure all customer interactions reflect the highest standards of integrity, compliance, and brand representation as defined by Druva's global policies.

Drive the adoption of sales methodologies and CRM practices to enhance predictability and efficiency across the entire sales cycle.

Partner with Customer Success to ensure smooth onboarding and ongoing client health, reinforcing retention and expansion opportunities.

Maintain a deep understanding of the evolving cybersecurity and data protection landscape to anticipate client needs and market shifts.

Champion innovation in sales approaches to differentiate Druva in a crowded enterprise software market.

Requirements

Bachelor's Degree is required.

Excellent C-level communication skills are required to engage with senior executive stakeholders and influence decision-making.

Minimum of 12-15 years enterprise software sales management experience in successfully selling solutions at the C-level is mandatory.

5+ years of proven sales leadership experience leading high-performing enterprise account executives across multiple territories or regions is essential.

Demonstrated leadership ability to influence, develop, and empower employees to achieve objectives with a team-based approach is required.

Total comfort demonstrating SaaS/cloud-based software and discussing its architecture and value proposition with business leaders is mandatory.

A proven track record of consistently exceeding company sales quotas in a complex and competitive sales environment is required.

Experience in territory management and planning at the regional and account levels is essential for effective market coverage.

Proven expertise in building and maintaining strategic relationships with key decision-makers across large enterprises is a strict requirement.

Experience selling enterprise software solutions into highly regulated industries is mandatory.

Ability to travel up to 25% within the Northeast region for client meetings, partner forums, and internal business reviews is required.

Proficiency with CRM tools and sales analytics platforms is mandatory for pipeline management and reporting accuracy.

Understanding of data protection, cybersecurity, and business continuity concepts is required for credible client discussions.

Commitment to adhering to company policies, ethical standards, and compliance guidelines is non-negotiable.

Nice to have

Experience with channel partners and managing a indirect sales ecosystem.

Knowledge of AI and machine learning concepts as they apply to data management.

Background in a previous role with a high-tech or software scale-up.

Practical notes

Travel: Up to 25% within the Northeast region is required.

Visa: Candidates must be authorized to work in the United States without sponsorship.

Deadline: Please submit your application promptly to ensure full consideration.