Regional Sales Director

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🕒 July 17

🏄 California – Remote

🏄 California – Remote

⏰ Full Time

🔴 Lead

🤑 Sales

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TMSfirst

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 2014

🚗 Transport

📦 Logistics

Transport • Logistics • Supply Chain

TMSfirst is a transportation management system (TMS) that provides agile, cloud-based supply chain visibility and analytics solutions. Designed for global businesses, TMSfirst helps clients reduce transportation costs and improve efficiency by integrating all modes of product movement including ocean, air, rail, bulk, FTL, and LTL into a single platform. Its AI-driven functionalities streamline logistics and procurement processes, ensuring real-time visibility, data harmonization, and optimized freight management for companies dealing with complex supply chain challenges.

📋 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.

🎯 Requirements

• 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.

🏖️ Benefits

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