Regional Director, Enterprise Sales - Pulumi

Pulumi is looking for a Regional Director of Enterprise Sales to lead our West U.S. and APAC Enterprise business. This leader will inherit a strong foundation and be responsible for building the next phase of growth by developing a high-performing team, expanding strategic customer relationships, and winning new enterprise accounts.

This role is about scaling a repeatable enterprise sales motion. You’ll lead a team of Enterprise Account Executives responsible for driving expansion within existing customers, converting high-potential users from our open source and self-serve communities into enterprise customers, and acquiring net new logos through disciplined account-based selling.

What You'll Do

• Lead a team of Enterprise Account Executives driving expansion, community conversion, and new logo acquisition.
• Engage with technical and executive stakeholders (CTOs, Cloud Infrastructure, and Platform Engineering leaders) on the business value of modern Infrastructure as Code.
• Collaborate cross-functionally with Product, Engineering, Marketing, Customer Engineering, and Customer Success.
• Recruit exceptional talent, develop future leaders, and foster a culture of accountability and continuous improvement.

What We're Looking For

• Ability to coach teams through complex, multi-stakeholder sales cycles and consistently improve execution.
• Skilled at engaging executive buyers on business outcomes, not just technical capability.
• Strong cross-functional leadership across Product, Marketing, Customer Engineering, and Customer Success.
• Excellent executive communication skills, with the ability to build trust with customers and internal stakeholders.
• Comfort partnering with or converting product-led growth, open-source, or self-serve communities into enterprise revenue.
• Data-driven operator with a bias toward process, inspection, and continuous improvement, including familiarity with agentic or AI-driven workflows.

Requirements

• 8+ years of Enterprise software sales experience, including consistent quota attainment.
• 3+ years leading first-line Enterprise sales teams, with a track record of building, developing, and retaining top performers.
• Proven success selling highly technical SaaS platforms to engineering organizations.
• Skilled in MEDDPICC or a comparable enterprise sales methodology, with strong forecasting and pipeline management discipline.
• Track record of driving both new logo acquisition and expansion within existing enterprise accounts.
• Experience building or scaling a sales motion at a high-growth, venture-backed software company.
• Experience managing distributed or multi-region sales teams, ideally spanning U.S. and international (APAC) markets.

Compensation & Benefits

• Base Salary Range: $175,000–$210,000 (OTE Range: $350,000–$420,000) with uncapped incentive pay.
• Healthcare Coverage: Comprehensive medical, dental, vision, and supplemental insurance at no cost to U.S. employees.
• Time Off: Unlimited PTO policy with a minimum three weeks required annually, plus 13 U.S. holidays.
• Retirement: 401(k) plan with an employer match.
• Parental Leave: 20 weeks of paid leave for birthing parents, 16 weeks for non-birthing parents.
• Perks: Professional development budget, wellness fund, quarterly happiness fund, and equity ownership.