Regional Director / Vice President of Sales, Pulumi
$380-440k
OTE
$190-220k
BASE
+ Bonus or variable + Equity
More information about location
Universal infrastructure as code
Open for applications
Universal infrastructure as code
101-200 employees
Open for applications
$380-440k
OTE
$190-220k
BASE
+ Bonus or variable + Equity
More information about location
101-200 employees
Company mission
To democratize the cloud for every engineer.
Role
Who you are
- Demonstrated success in recruiting, leading, and nurturing high-performing teams
- Track record of leading a customer-centric team of Enterprise Account Executives to deliver value to customers and cultivate strong relationships
- Proven ability to influence key stakeholders - practitioner and executive - both within our customer organizations, target prospects, and internally at Pulumi
- Proficiency in orchestrating and aligning decision makers toward shared objectives
- Comprehensive understanding of SaaS/Cloud Go-To-Market strategies and the essential roles for successful customer engagement
- Passion and demeanor to foster and cultivate ongoing internal collaborations with various departments including Customer Engineering, Product, and Marketing
- Rigorous and data-driven approach to forecasting sales to accurately set revenue targets, establish budgets, and allocate resources effectively
- Effective prospecting, upselling/cross-selling, and pipeline development competencies - preferably with demonstrated success driving account based marketing approaches to new logo acquisition
- Dynamic leader capable of recruiting and retaining exceptional sales talent, supporting the team in achieving agreed-upon metrics, collaborating with the team to surpass targets, and demonstrating leadership by example
- Background in selling SaaS products, especially those with a high degree of technical value, engineering end-users and priced via consumption models
- Strong technical aptitude, and ability to learn new concepts quickly
- 8+ years experience with Enterprise sales in the software industry with 3+ years experience as a first line sales leader
- High integrity and transparency in internal communications
- Creates an open, inclusive team oriented environment, building a results-driven culture of accountability and transparency
- Accountable for consistently delivering and overachieving against targets ensuring Pulumi’s goals, and objectives are achieved consistently and sustainably
- Ability to drive compelling Customer engagements with senior executives in Engineering and/or IT Operations
- Familiarity with key sales approaches like MEDDPICC, Challenger, Force Management messaging
- Systematic implementer of structured sales processes, demonstrating that adherence to sales stages leads to better-quality execution and higher forecast accuracy
- Ability to provide situational coaching, advice and guidance to help deals to closure
What the job involves
- We are looking for an experienced and passionate Regional Director / Regional Vice President of Enterprise Sales that is excited to bring Pulumi's modern Infrastructure-as-Code solution to the most impactful Enterprise brands in the word
- You will help our customers modernize their approach to infrastructure lifecycle management and platform engineering
- Your work will enable faster time-to-value and higher levels of productivity for both software development and platform engineering teams
- The Regional Director / Regional Vice President of Enterprise will help develop and expand an existing team of Enterprise Account Executives with the purpose of driving our Enterprise business in the West Region of the U.S. and APAC
- This will be done by systematically expanding our relationships with existing high-potential Pulumi Cloud customers, converting established sources of prospective customers within our Pulumi OSS and self-serve communities and driving significant new logo acquisition by developing our outbound and ABM motions across the Global 2000
- This leader will develop a culture of success by recruiting and retaining amazing people and collaborating across Pulumi sales, marketing, product and engineering teams
- Success requires demonstrating technical value to software and platform engineering end users while at the same time establishing business value to our executive buyers spanning SVPs of Infrastructure/Platform Engineering, CTOs, CIOs and CISOs
- This role will be remote, supporting the Western region, with a preferred location in the Pacific Time Zone—ideally Seattle, WA or San Francisco, CA
- The role will also include leadership responsibilities for a small APAC sales team
- Implementation and optimization of sales processes to enhance organizational performance and success
Our take
The Infrastructure-as-code space is new and growing, thanks to the increasing complexity of cloud services, and their increasing adoption by developers and teams who would rather not manage them. Pulumi works to bring together infrastructure, developer, and security teams to help build and operate these cloud applications, better.
The service is compatible with all clouds and all major programming languages, meaning it’s casting its net appropriately wide to shore itself up against unpredictable new developments in the market. This breadth of scope saw Pulumi win 10x growth in adoption over 2019 alone, and the company has since expanded out into what it hopes will provide a more comprehensive cloud engineering platform. This means the addition of capabilities like governance and compliance features, testing support, and policy as code - all shoring up its already strong position in the space.
Also playing firmly in Pulumi’s favor is that it’s been built as cloud-native from the ground up, meaning that it has a head start on earlier infrastructure-as-code businesses that needed to pivot to accommodate new developments like serverless and multi-cloud tech. Plus, its multi-language compatibility means that silos don’t form so readily as they do with rival HashiCorp’s Terraform, which requires that developers learn a proprietary language.
Freddie
Company Specialist at Welcome to the Jungle
Insights
14% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
Oct 2023
$41m
SERIES C
Oct 2020
$37.5m
SERIES B
Total funding: $106.5m
Company benefits
- Time Off - Unlimited personal time off (PTO). We ask that employees take at least 3 weeks off during the year in addition to the 13 US holidays we recognize
- Parental Leave - 20 weeks paid parental leave for the birthing parent or primary caregiver, and 16 for non-birthing parent or secondary caregiver
- Remote-First - We are a 100% remote-first company with employees in nearly 20 states, and growing internationally; we encourage asynchronous communication and autonomy. We also provide an annual work from anywhere fund to help cover the employee costs of working remotely
- Professional Development & Growth - We encourage a lifelong learning mindset and every employee is given an annual professional development budget
- Equity - As a small but growing startup, we all act like owners and you will earn equity in the company
- Additional Funds - We offer employees a monthly wellness fund to be spent on anything physical and/or mental wellbeing related. We also provide a quarterly happiness fund to be used toward anything that makes our employees happy!
- Health - We offer competitive medical, dental, vision, and supplemental insurance. It is free for our direct employees to be on our insurance
- 401K - With employer match
Company HQ
Pike Pine Retail Core, Seattle, WA
Leadership
Joe Duffy
(CEO)Worked as an independent consultant, then Senior Software Engineer at EMC. Subsequently spent over a decade in various senior roles at Microsoft, ultimately Partner Developer of Technical Strategy and Developer Tools.
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