Regional Director, Enterprise Sales

About the role

You will own the end-to-end sales performance for your assigned region within the Americas, driving revenue execution and pipeline development for LangChain. You will build and lead a high-performing team of enterprise Account Executives, focusing on complex technical sales cycles with startups and large enterprises. This role requires deep engagement with technical and executive stakeholders to articulate the strategic value of AI agent infrastructure. You will partner cross-functionally to refine the go-to-market motion and improve win rates across the enterprise sales motion. Your responsibilities include forecast accuracy, opportunity qualification, and expansion motions to maximize customer lifetime value. You will stay close to key deals, coaching sellers through negotiation and executive alignment. Ultimately, you will shape how LangChain's platform demonstrates immediate use cases and long-term strategic impact in production environments.

Key facts

What you'll do

• Own regional revenue targets, pipeline generation, forecast accuracy, and end-to-end sales execution for your territory.
• Lead, coach, and develop a team of quota-carrying Account Executives across the region.
• Build and maintain a culture of accountability, customer obsession, rigorous qualification, and consistent execution.
• Partner closely with Sales Engineering, Customer Success, Product, Marketing, and Sales leadership to improve win rates and customer outcomes.
• Drive disciplined execution across territory planning, account mapping, opportunity qualification, mutual action plans, forecasting, and expansion motions.
• Stay deeply engaged in strategic opportunities, including executive alignment, deal strategy, negotiation, and closing complex deals.
• Coach the team on selling to technical and executive audiences, including engineering leaders, AI teams, platform teams, product leaders, and business stakeholders.
• Inspect pipeline rigorously, identify risks early, and ensure clear next steps across priority opportunities.
• Develop a clear view of market demand, buyer personas, competitive dynamics, and customer pain points specific to your region.
• Help refine LangChain's enterprise sales motion as the organization scales from early GTM into a more repeatable and predictable sales model.
• Recruit, onboard, and retain high-performing sales talent to support region growth and coverage.
• Collaborate with Marketing to design and execute demand generation programs that align with enterprise buying committees.
• Define and track leading and lagging indicators for team performance and pipeline health.
• Represent LangChain in key industry events, customer panels, and strategic partner discussions as needed.
• Work closely with Product and Engineering teams to provide frontline feedback on product usage and integration requirements.
• Ensure all customer interactions reflect the highest standards of professionalism, integrity, and commitment to outcomes.

Requirements

• 7+ years of enterprise software sales experience, including 2+ years leading quota-carrying sales teams.
• Proven track record managing teams that sell complex technical products to enterprise customers.
• Experience hiring, coaching, and developing high-performing Account Executives.
• Strong command of enterprise sales fundamentals: qualification, discovery, value selling, mutual action plans, forecasting, negotiation, and executive engagement.
• Experience selling to technical buyers such as engineering, infrastructure, data, AI/ML, developer platform, or product teams.
• Ability to operate in a fast-moving, early-stage or high-growth environment where playbooks are still being built.
• Strong cross-functional instincts and a collaborative approach to working with Product, Engineering, Marketing, Sales Engineering, and Customer Success.
• Excellent communication skills, with the ability to simplify complex technical concepts for different audiences.
• High ownership, low ego, and a willingness to be hands-on with customers, deals, and team development.
• Demonstrated success in building and maintaining strong relationships with executive sponsors and technical influencers.
• Comfort with data-driven decision making, using metrics to drive pipeline and revenue outcomes.
• Willingness to travel regionally for customer meetings, team offsites, and industry events.
• Commitment to LangChain's mission of making intelligent agents ubiquitous in the real world.
• Understanding of the challenges and opportunities in the AI and developer platform markets.

Nice to have

• Experience selling developer tools, infrastructure software, observability, data platforms, ML/AI tooling, or open-source commercial offerings.
• Background in selling to startups and enterprise organizations in fast-growth technology sectors.
• Familiarity with AI/ML workflows, MLOps, or model deployment platforms.
• Experience with Salesforce, HubSpot, or similar CRM systems for pipeline management.
• Knowledge of observability, evaluation, or deployment tools in the AI agent stack.
• Prior success in quota attainment and exceeding sales targets in competitive environments.

Practical notes

You will be based in Washington DC and expected to work full-time from the office. Travel is required on a regional basis for customer meetings, team events, and industry conferences. This role reports to LangChain corporate leadership and is part of a rapidly growing sales organization.