Regional Director, Enterprise Sales

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. Our buyers are some of the most technical organizations in the world. Success requires earning credibility with platform engineering and software engineering teams while helping executive stakeholders—including CTOs, Cloud Infrastructure, and Platform Engineering leaders—understand the business value of modern Infrastructure as Code in the agentic era. You’ll work closely with Product, Engineering, Marketing, Customer Engineering, and Customer Success to help shape how Pulumi wins and grows enterprise customers. Just as importantly, you’ll recruit exceptional people, develop future leaders, and create a culture built on accountability, continuous improvement, and customer success. While Pulumi is headquartered in Seattle, WA, we are dedicated to being a remote first company. This role will be located remotely in San Francisco, CA, supporting the Western U.S. In addition to this territory, the role includes leadership responsibility for a small APAC sales team. What We're Looking For: Ability to coach teams through complex, multi-stakeholder sales cycles and consistently improve execution. Skilled at engaging executive buyers — CTOs, Cloud Infrastructure, and Platform Engineering leaders — 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 both 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 to improve team productivity. To Be Successful In This Role, You Have: 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, with the technical aptitude to quickly understand complex products and customer architectures. 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 preferred) markets. Compensation: Base salary annual hiring range: $175,000–$210,000 (OTE Range: $350,000–$420,000) All full-time Pulumi employees receive competitive equity and comprehensive benefits in addition to salary and incentive compensation. Regional Directors eligible for uncapped incentive pay, which can exceed 100% of the offered On Target Earnings (OTE) depending on quota attainment. Benefits & Perks at Pulumi: Healthcare Coverage: We offer comprehensive medical, dental, vision, and supplemental insurance at no cost to U.S. employees. Internationally, we comply with local healthcare requirements and provide regionally appropriate co…