Regional Sales Director, Enterprise

About the role

You will lead and develop a team of elite enterprise account managers who operate at the highest level of B2B sales complexity. In this capacity, you will drive revenue growth by coaching your team to exceed targets and ensuring every customer extracts maximum value from the platform. You will own the development of sophisticated territory strategies and stakeholder engagement plans that align with how enterprise companies actually buy. This role requires a leader who can translate bold vision into daily execution while navigating the pace of a world-class GTM organization. You will partner closely with cross-functional teams to build a data-driven and outcome-focused sales culture. If you are energized by building a team that genuinely changes how enterprise companies go to market, this is the seat for you.

Key facts

What you'll do

Lead and develop a team of 8 enterprise account managers - driving individual, team, and organizational revenue targets while building a culture of accountability, performance, and continuous growth.

Coach and develop your team daily - tracking KPIs, running deal reviews, and elevating the way your AMs think about territory strategy, stakeholder engagement, and value-based selling.

Develop and execute tactical account penetration strategies - account mapping, stakeholder engagement planning, competitive displacement, and expansion plays within large enterprise organizations.

Define team objectives and own forecast management - translating quarterly targets into clear daily and weekly priorities your team can execute against.

Build strong cross-functional relationships across marketing, demand generation, product, customer success, legal, deal desk, and engineering to remove friction and accelerate deals.

Manage sophisticated internal sales processes - coordinating across legal, deal desk, product marketing, and engineering to move complex enterprise deals forward.

Articulate ZoomInfo's story and unique value proposition with conviction - connecting our platform to each customer's GTM vision, business outcomes, and ROI.

Participate in attracting and hiring top talent - building a team that reflects the standard of excellence ZoomInfo's enterprise customers expect.

Own budget planning, performance management, and strategic planning as directed by senior leadership.

Serve as the operational and strategic leader for your region, aligning team activities with enterprise customer expectations and market demands.

Drive adoption of best-in-class sales methodologies and tools to ensure consistent forecasting, pipeline health, and predictable revenue outcomes.

Champion a data-led approach to sales performance, identifying gaps, coaching to standards, and reinforcing behaviors that drive long-term customer success.

Requirements

2+ years leadership experience in enterprise software sales, 6+ years in enterprise software sales (selling to companies with 1,000+ employees).

Proven success in leading an Enterprise sales team and developing high-performing professionals in a complex selling environment.

Consistent track record to create impactful teams and lead them to success in enterprise software environments.

Excellent presentation and executive engagement skills to communicate at the highest levels of the organization.

Excellent negotiation skills to navigate complex enterprise deals and secure favorable outcomes.

Strong engagement and communication skills to build trust and influence across internal and external stakeholders.

Consultative selling experience highly desirable for understanding nuanced customer needs and aligning solutions.

Can collaborate and influence in a "win as a team" environment where multiple functions must align to close sophisticated deals.

Is a trusted advisor to the customers and colleagues, demonstrating integrity, judgment, and reliability.

Prior experience working within the Software (SaaS), Data, Analytics, Business Application Space highly preferred given the nature of the product and customer expectations.

Ability to operate in a fast-paced, ambiguity-friendly environment where priorities evolve based on market and customer demands.

Commitment to upholding ZoomInfo's standards of excellence, customer focus, and collaborative execution on a global scale.

Practical notes

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