Meet the Moment with

We're living through a once-in-a-generation shift in how work gets done. Data, automation, and AI are quickly becoming the center of every business decision - and is leading the transformation.

You'll be working on the challenges that sit at the heart of modern business. No matter your role, the work you do will help organizations move faster, see more clearly, and tackle questions that used to feel impossible.

If you're ready to meet the moment with innovation, curiosity, and excellence, there's a place for you here.

The Regional Manager, Digital Sales is a critical leadership role responsible for building, developing, and scaling a high-velocity team of 6–8 Digital Representatives (ADRs) across the Americas. This leader will drive pipeline generation, full-cycle transactional sales, strategic account overlays, and renewal execution in partnership with the Strategic and Enterprise Sales organizations.

The ADR Director reports directly to the VP of Digital Sales and plays a pivotal role in the success of the One go-to-market motion—ensuring consistent execution, strong commercial rigor, predictable forecasting, and a world-class digital selling experience for customers.

This is a high-visibility role that requires exceptional leadership, operational excellence, and a passion for developing early-career sales talent into high-performing quota carriers.

ResponsibilitiesLeadership & Team Management

• Lead, coach, and develop a team of 6–8 quota-carrying ADRs responsible for full-cycle sales, renewals, and transactional velocity within Strategic & Enterprise territories.
• Drive a high-performance, accountable, and metrics-driven sales culture rooted in repeatable execution.
• Conduct weekly 1:1s, pipeline reviews, forecast calls, and skill-building sessions to maximize team performance.
• Recruit, onboard, and ramp new ADRs, ensuring rapid productivity and strong early pipeline generation.

Sales Execution & Revenue Ownership

• Own regional revenue targets, pipeline creation goals, and renewal attainment for ADR-managed accounts ($100K–$250K ACV tier).
• Ensure ADRs execute full-cycle sales motions: prospecting, discovery, evaluations, pricing, negotiation, and close.
• Partner with the VP of Digital Sales to define territory segmentation, quotas, and compensation alignment.
• Provide deal strategy guidance, support late-stage negotiations, and ensure deal desk and legal alignment.

Strategic AE/SE Collaboration

• Collaborate with Regional VPs, Strategic AEs, Enterprise AEs, SE leaders, and Customer Success leadership to align priorities and ensure seamless account coverage.
• Ensure clarity between ADR responsibilities and field AE responsibilities, enabling the field to focus on transformational opportunities while ADRs accelerate transactional wins.
• Identify whitespace, expansion opportunities, and new use cases within large accounts.

Operational Excellence

• Champion Salesforce hygiene, forecasting accuracy, pipeline discipline, and activity rigor across the team.
• Analyze performance metrics, activity data, conversion rates, and sales cycle velocity to optimize execution.
• Partner with Enablement, Marketing, Product, and RevOps to improve processes, messaging, digital plays, and team productivity.

Renewal Leadership

• Oversee renewal execution within the $100K–$250K ACV segment, ensuring on-time renewals and expansion opportunities.
• Embed proactive renewal forecasting, risk mitigation, and customer value reinforcement into team routines.
• Partner with Customer Success to ensure customer health aligns with commercial outcomes.

Cross-Functional Partnership

• Collaborate with Marketing to activate digital campaigns, demand generation programs, and persona-based plays.
• Align with Product and SE leadership on enablement, positioning, and use case expansion for One.
• Support executive-level alignment across the Americas field leadership team.

Culture & Talent Development

• Build a bench of future sales leaders by developing ADRs into Enterprise and Strategic AE roles.
• Model values: accountability, partnership, bias for action, customer focus, innovation.
• Promote a team culture of continuous learning, shared success, and operational excellence.

Who You Are

A Builder & Operator

• You thrive in a fast-paced, evolving environment and excel at building scalable, repeatable sales motions.

A High-Velocity Sales Leader

• Proven ability to lead teams that run multiple opportunities concurrently with short sales cycles and crisp execution.

A Talent Developer

• Passionate about coaching early-career sellers and building a strong internal bench.

A Cross-Functional Connector

• Skilled at influencing across Sales, SE, CS, Marketing, and Product to drive aligned execution.

A Data-Driven Decision Maker

• Comfortable using activity metrics, pipeline conversion rates, and forecasting models to drive improvements.

Qualifications

• 5–10+ years of SaaS sales experience with at least 3+ years in sales leadership (Digital Sales, Inside Sales, SMB/MM leadership strongly preferred).

Proven success leading quota-carrying teams in high-velocity, transactional, or digital-first environments. Strong coaching skill set with demonstrated ability to ramp and promote early-career sellers. Deep understanding of full-cycle SaaS sales motions, including renewals. Strong forecasting, operational rigor, and Salesforce proficiency. Experience collaborating with Enterprise and Strategic field teams in a matrixed GTM environment. Ability to travel 25–40% as needed for team development, customer meetings, regional alignment, and events. Exceptional communication, executive presence, and cross-functional leadership skills.

Compensation: 200,000-230,000 OTE (60/40) plus equity

Find yourself checking a lot of these boxes but doubting whether you should apply? At , we support a growth mindset for our associates through all stages of their careers. If you meet some of the requirements and you share our values, we encourage you to apply. As part of our ongoing commitment to a diverse, equitable, and inclusive workplace, we’re invested in building teams with a wide variety of backgrounds, identities, and experiences.

Benefits & Perks:

has amazing benefits for all Associates which can be viewed here.

This position involves access to software/technology that is subject to U.S. export controls. Any job offer made will be contingent upon the applicant’s capacity to serve in compliance with U.S. export controls.