Regional Director, Enterprise Sales

About the role

You will own the full sales cycle for a designated region within the Americas, driving revenue execution and pipeline development for LangChain's enterprise platform. You will lead, coach, and develop a team of quota-carrying Account Executives who sell to technical and business stakeholders at scale. This role requires deep engagement with complex enterprise sales cycles to help customers move from prototype to production-ready AI agents. You will partner cross-functionally to refine the go-to-market motion and improve win rates across the organization. The position demands comfort with AI infrastructure topics and a hands-on approach to both strategy and execution. You will shape market demand insights and help build a repeatable, predictable sales organization as we scale.

Key facts

What you'll do

• Own regional revenue targets, pipeline generation, forecast accuracy, and overall sales execution for your territory.
• Lead, coach, and develop a team of enterprise Account Executives selling to technical, product, and business stakeholders.
• Build and maintain a culture of accountability, customer obsession, strong qualification, and consistent execution across the region.
• 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 strategy, opportunity qualification, mutual action plans, forecasting, and expansion motions.
• Stay deeply engaged in strategic opportunities, including executive alignment, deal strategy, negotiation, and closing complex sales.
• 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 in your region.
• 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 we scale from early GTM into a more repeatable, predictable sales organization.
• Recruit, onboard, and retain high-performing sales talent to support region growth and coverage.
• Leverage data and qualitative feedback to continuously optimize sales playbooks and performance across the regional team.

Requirements

• 7+ years of enterprise software sales experience, including 2+ years leading quota-carrying sales teams in a direct or hybrid capacity.
• Proven track record of managing teams that sell complex technical products to enterprise customers across multiple verticals.
• Demonstrated experience hiring, coaching, and developing high-performing Account Executives and sales professionals.
• Strong command of enterprise sales fundamentals, including 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 in production environments.
• Ability to operate effectively in a fast-moving, early-stage or high-growth environment where playbooks are still being defined and refined.
• Strong cross-functional instincts and a collaborative approach to working with Product, Engineering, Marketing, Sales Engineering, and Customer Success teams.
• Excellent communication skills, with the ability to simplify complex technical concepts for both technical and non-technical audiences.
• High ownership, low ego, and a willingness to be hands-on with customers, active deals, and the ongoing development of your sales team.
• Comfortable making decisions with incomplete information while maintaining rigor in forecasting and pipeline management.
• Experience with CRM and sales analytics tools to track performance, forecast, and identify pipeline gaps.
• Understanding of security, compliance, and procurement processes relevant to enterprise software sales in regulated markets.

Nice to have

• Experience selling developer tools, infrastructure software, observability, data platforms, ML/AI tooling, or open-source commercial offerings.
• Background working with startups at scale-up stage and enterprise organizations in regulated industries.
• Familiarity with AI operations, MLOps platforms, or model deployment workflows within enterprise contexts.
• Track record of building sales processes that adapt to evolving product strategies and market conditions.
• Experience mentoring sales managers and shaping regional sales strategies in alignment with corporate objectives.

Practical notes

This is a full-time role based in New York, NY. The position requires significant travel within the region to engage with customers and support the sales team. No visa sponsorship is available for this role at this time. The candidate must be able to start within two weeks of offer acceptance. Travel expectations align with company policy in effect at the time of hiring.