Regional Sales Director

Emploi pas sur LinkedIn

🕒 il y a 20 jours

🏄 California – Distant

🏄 California – Remote

⏰ Temps Plein

🔴 Expert

🤑 Commercial

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TMSfirst

Site WebLinkedInTous les Emplois

201 - 500 employés

Fondée en 2014

🚗 Transport

📦 Logistique

Transport • Logistics • Supply Chain

TMSfirst est un système de gestion du transport (TMS) qui offre des solutions agiles et basées sur le cloud pour la visibilité et l'analyse de la chaîne d'approvisionnement. Conçu pour les entreprises mondiales, TMSfirst aide ses clients à réduire les coûts de transport et à améliorer l'efficacité en intégrant tous les modes de déplacement de produits, y compris maritime, aérien, ferroviaire, en vrac, FTL et LTL, sur une plateforme unique. Ses fonctionnalités pilotées par l'IA rationalisent les processus de logistique et de gestion des approvisionnements, assurant une visibilité en temps réel, une harmonisation des données et une gestion optimisée du fret pour les entreprises confrontées à des défis complexes de la chaîne d'approvisionnement.

Description

• Personally carry a full Regional Sales Director quota on named strategic accounts within the West territory. • Run personal outbound/inbound qualification motion; source, advance, and close opportunities end-to-end on assigned named accounts. • Maintain 3–5x pipeline coverage on personal quota; keep MEDDPICC current on every personal deal. • Lead, coach, and develop 5+ direct reports (Account Executives / Senior Account Managers) across the region. • Run weekly deal reviews using MEDDPICC, regular objection-handling, and skills-development clinics. • Conduct weekly 1:1s, quarterly performance reviews, and document individual development plans. • Join discovery calls, negotiations, and key customer meetings alongside reps on top accounts. • Own hiring, onboarding/ramp, and performance management for the regional team. • Own regional pipeline build and coverage discipline against quarterly team quota. • Submit weekly regional forecast to the VP Sales with commitment/upside/downside discipline. • Maintain HubSpot hygiene across the regional team (stage, next step, close date, MEDDPICC fields). • Enforce the MEDDPICC framework on every qualified opportunity in the region. • Build and own account plans for the region's top strategic accounts; multi-thread into top accounts. • Own territory planning - validate and tier accounts T1/T2/T3; align rep assignments across the team's book. • Provide region-specific feedback to Marketing on ICP, messaging, and content gaps. • Partner with Channel/Partner head to activate regional SI/GSI and reseller partner relationships for co-sell motions. • Represent CIQ at regional industry events and customer engagements as needed.

🎯 Exigences

• 10–12+ years of B2B enterprise sales experience selling infrastructure/software into North American enterprise accounts. • 5+ years in a sales management or player-coach role, with direct experience leading teams of 5 or more reps. • Consistent quota attainment (≥100%) across multiple years, including personal carry. • Deep fluency in MEDDPICC, MEDDIC, Challenger, or equivalent - and demonstrated ability to coach reps to apply it. • Hands-on operator on HubSpot or Salesforce for forecasting, pipeline management, and deal hygiene. • Experience selling software, SaaS, infrastructure, or open-source-adjacent commercial offerings to IT/engineering buyers. • Based in San Francisco, Los Angeles, or Orange County, CA; comfortable with a field-based role and regular in-market customer travel. • Bachelor's degree or equivalent professional experience.

🏖️ Avantages

• Medical, dental, and vision insurance. • Flexible paid time off. • Employee stock options. • Remote work; no travel required for most positions.