Regional Sales Director - New Logo Acquisition

Salary: $139.1K - $163.5K Location Type: Remote Employment Type: FullTime

Position Overview

Confluent is seeking a dynamic and results-oriented Regional Sales Director to join our Sales Team. This leadership role is responsible for driving new business growth by leading a high-performing team of Account Executives focused on acquiring new logos across the Mid-Market and Enterprise segments. We are looking for a leader who combines strategic sales leadership with operational excellence, coaching their team to consistently meet and exceed quarterly targets. You will be pivotal in developing talent, refining go-to-market strategies, and building a culture of execution, collaboration, and continuous improvement. A strong "hunter/closer" mindset and a proven track record of leading teams to success in fast-paced, value-driven sales environments are essential.

Responsibilities

• Team Leadership: Directly manage a team of Account Executives focused on acquiring new logos across Mid-Market and Enterprise segments, with a strong emphasis on exceeding quarterly and annual sales targets.
• Quota Attainment: Own and oversee both individual and team quota attainment, driving accountability and high performance.
• Talent Development: Recruit, hire, onboard, and develop top sales talent for acquisitions, building a team capable of scaling rapidly and delivering sustained growth.
• Performance Management:
  • Define and track key performance indicators (KPIs) related to pipeline creation, deal progression, and sales execution, ensuring alignment with company goals.
  • Conduct weekly 1:1s to coach and mentor Account Executives (AEs) through skills development, customer meetings, and deal progressions.
  • Run structured weekly forecast and pipeline generation (PG) review sessions with AEs and Senior Leadership, ensuring AE participation, deal progression, execution rigor, and forecasting accuracy.
• Sales Operations & Tools:
  • Ensure disciplined use of Salesforce, Clari, and other sales tools to drive pipeline visibility and operational excellence.
  • Analyze performance data in real-time to identify trends, risks, and opportunities for improvement.
  • Partner closely with Sales Operations and Enablement to optimize sales processes and implement best practices.
• Customer Engagement: Engage directly with customers as a senior leader in meetings, building relationships with key stakeholders, and ensuring opportunities are fully qualified and lead to successful outcomes for Confluent and the customer.
• Go-to-Market Strategy: Develop and continuously refine the go-to-market strategy for new customer acquisition, setting a clear vision, expectations, and execution plan for the team.

Requirements

• Proven experience leading teams that sell technology and/or SaaS solutions to Mid-Market and Enterprise new logo accounts.
• 3+ years of experience in sales leadership, with a strong track record of hiring, developing, and scaling high-performing acquisition teams.
• Ability to thrive in a dynamic, high-growth environment where speed, adaptability, and ownership are critical to success.
• Strong passion for sales execution, with a particular focus on pipeline generation, qualification, and acceleration of new logo opportunities.
• Competitive, collaborative leadership style that inspires and motivates teams to consistently exceed targets.
• Solid understanding of enterprise technology ecosystems and the ability to coach teams on complex, value-driven sales motions.

Company Information

We’re not just building better tech. We’re rewriting how data moves and what the world can do with it. With Confluent, data doesn’t sit still. Our platform puts information in motion, streaming in near real-time so companies can react faster, build smarter, and deliver experiences as dynamic as the world around them.

It takes a certain kind of person to join this team. Those who ask hard questions, give honest feedback, and show up for each other. No egos, no solo acts. Just smart, curious humans pushing toward something bigger, together.

One Confluent. One Team. One Data Streaming Platform.

Application Instructions

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