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Salary: USD 139,166 - 255,145 / annual
Alkira, a Lumen company, is seeking a Director of Sales for the West region. This is a frontline sales leadership role responsible for driving revenue performance across an assigned territory.
You will manage a direct team of Account Directors, setting clear goals, coaching to execution, and holding the team accountable for pipeline, forecast, and bookings. You'll be hands-on in the field, partnering with Account Directors on strategic accounts, deal strategy, competitive positioning, and executive engagement to improve win rates and accelerate revenue.
Key responsibilities include:
**Regional Ownership & Quota Attainment**
- Own regional bookings and revenue targets, consistently meeting or exceeding quota
- Translate company priorities into a clear regional plan with defined account coverage, targets, and milestones
- Identify market opportunities, coverage gaps, and execution risks early and take decisive action
**Team Leadership & Coaching**
- Lead, coach, and develop a direct team of Account Directors responsible for named accounts
- Set clear expectations and individual goals; hold each Account Director accountable for pipeline, forecast, and results
- Run regular one-on-ones, account plan reviews, and deal reviews to raise execution quality
- Recruit, onboard, and ramp top sales talent; address performance issues promptly and fairly
**Pipeline, Forecasting & Sales Discipline**
- Drive consistent pipeline creation and opportunity progression with focus on early-stage coverage
- Deliver accurate, predictable weekly and quarterly forecasts with clear visibility for sales leadership
- Enforce CRM hygiene and rigorous deal inspection using consistent sales methodology
**Deal Execution & Customer Engagement**
- Partner directly with Account Directors on strategic opportunities, including deal strategy, competitive positioning, negotiation, and close plans
- Engage senior customer and partner executives to build trusted relationships and support complex, multi-stakeholder deals
- Structure deals that create strong customer value while protecting margin and long-term value
**Cross-Functional Collaboration**
- Partner with Sales Engineering, Marketing, Customer Success, Sales Operations, Sales Enablement, and Finance to drive regional results
- Work with channel, cloud, and alliance partners to extend regional reach and support co-sell motions
- Provide field feedback on market, competitive, and customer trends to sales and product leadership
About Alkira: Founded by the creators of Viptela and pioneers of the SD-WAN market, Alkira is building the future of enterprise networking with one programmable platform to connect, secure, and operate every cloud, site, partner, data center, and AI workload. As part of Lumen, the company brings a cloud-native operating model to a global network foundation trusted by the world's largest enterprises. The platform helps customers move faster without managing hardware, stitching together providers, or operating fragmented cloud networks.
**REQUIREMENTS**
- 8+ years of enterprise technology sales experience, including 3+ years managing a team of enterprise sellers
- Proven track record of meeting or exceeding quota as both a seller and a frontline manager in a B2B software, SaaS, or infrastructure company
- Experience selling complex, multi-stakeholder solutions into large enterprise accounts
- Demonstrated ability to coach sellers, run deal and pipeline reviews, and deliver an accurate forecast
- Strong skills in deal strategy, negotiation, and pricing with a focus on margin and long-term value
- Established relationships with senior technology and business executives in the region
- Proficiency with Salesforce or comparable CRM and a sales methodology such as MEDDPICC, Command of the Message, or Challenger
- Bachelor's degree or equivalent experience
**PREFERRED QUALIFICATIONS**
- Background in networking, cloud infrastructure, network security, or SD-WAN
- Experience co-selling with hyperscalers (AWS, Microsoft Azure, Google Cloud) and channel or GSI partners
- Experience building and scaling a sales team in a high-growth or pre-IPO environment
- MBA or advanced degree
