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Salary: USD 175,000 - 210,000 / annual
Pulumi is seeking a Regional Director of Enterprise Sales to lead the West U.S. and APAC enterprise business. This role involves building and scaling a high-performing enterprise sales team, expanding strategic customer relationships, and acquiring new enterprise accounts through disciplined account-based selling.
You will lead a team of Enterprise Account Executives responsible for driving expansion within existing customers, converting users from Pulumi's open-source and self-serve communities into enterprise customers, and winning new logos. The buyer base consists of highly technical organizations—platform engineering and software engineering teams—requiring credibility with technical stakeholders while helping executive buyers (CTOs, Cloud Infrastructure, Platform Engineering leaders) understand the business value of Infrastructure as Code in the agentic era.
Key responsibilities include coaching teams through complex, multi-stakeholder sales cycles; engaging executive buyers on business outcomes; driving cross-functional collaboration with Product, Engineering, Marketing, Customer Engineering, and Customer Success; and building a culture of accountability and continuous improvement. You will also recruit exceptional talent and develop future leaders.
Required qualifications: 8+ years of enterprise software sales with consistent quota attainment; 3+ years leading first-line enterprise sales teams with a track record of building and retaining top performers; proven success selling technical SaaS platforms to engineering organizations; proficiency in MEDDPICC or comparable enterprise sales methodology; experience driving both new logo acquisition and expansion; background building or scaling sales motions at high-growth, venture-backed software companies; and experience managing distributed or multi-region sales teams, ideally spanning U.S. and international (APAC preferred) markets.
Pulumi is a remote-first company headquartered in Seattle, WA, with teams across 20+ U.S. states and 12+ countries. The role is based remotely in San Francisco, CA, supporting the Western U.S. territory with additional leadership responsibility for a small APAC sales team.
