Regional Director, Enterprise

From Fivetran’s founding until now, our mission has remained the same: to make access to data as simple and reliable as electricity. With Fivetran, customer data arrives in their warehouses, canonical and ready to query, with no engineering or maintenance required. We’re proud that more organizations continue to leverage our technology every day to become truly data-driven.

About Us

Fivetran and dbt Labs are bringing together two industry-leading companies with a shared mission: helping organizations unlock the full value of their data. Together, we’re delivering the data infrastructure layer that helps organizations move, transform, and trust their data — from the moment data moves, through every transformation, to the context teams and AI systems rely on. Fivetran helps organizations automate data movement across the systems, clouds, engines, and tools they rely on. dbt Labs pioneered analytics engineering, helping teams transform data into reliable, governed insights. Together, we support thousands of organizations as they build a trusted foundation for analytics, AI, and better business decisions.

As we bring our teams and technology together, we’re building on the strengths of both companies while continuing to deliver the products and experiences our customers know and trust. It’s an exciting time to join us: we’re creating a company with the scale, talent, and technology to help more organizations put their data to work with greater speed, confidence, and impact. During this transition period, you may see references to both Fivetran and dbt Labs throughout our recruiting process as we integrate our teams, systems, and career sites.

About the Role

Fivetran is building data pipelines to power the modern data stack for thousands of companies.

We’re looking for a Regional Director, Enterprise Sales to lead and scale a team of high-achieving, high-integrity Enterprise Account Executives focused on driving new business and expansion opportunities across Fivetran’s most strategic accounts. This role reports directly to the RVP of Enterprise Sales and will be a foundational leader in our Enterprise business.

This is a full-time position based remotely in Minnesota, Michigan, Ohio, Wisconsin, or Illinois in the United States.

What You’ll Do

Attract, hire, develop, and empower a team of Enterprise Account Executives to consistently and predictably exceed Fivetran’s growing Enterprise revenue targets

Drive a high-accountability culture through best-in-class coaching, modeling clear expectations for achievement, and evangelizing a disciplined process for the team

Champion outstanding sales rigor through value-based Command of the Message and MEDDPICC methodologies

Collaborate cross-functionally with leaders in Marketing, Customer Success, Alliances, Product, and Revenue Operations to build an effective Enterprise GTM motion

Collaborate externally with our incredible ecosystem of partners including SI’s, GSI’s, and tech partners

Ensure excellence in sales execution for complex multi-stakeholder deals while building the foundation for growth in enterprise accounts

Drive AE-ownership of Enterprise pipeline generation and encourage effective AE/BDR collaboration to efficiently prospect, identify, qualify and build sustainable pipeline

Forecast clearly to the executive leadership team, with consistent accuracy and a deep knowledge of the Enterprise business

Work in lockstep with our technology and SI partners to achieve a successful co-selling motion

Skills We’re Looking For

5+ years enterprise sales leadership experience with a consistent track record of recruiting and retaining high-performing senior AEs selling a technical solution to large, complex enterprises

Proven and repeatable history of overachievement both as an enterprise seller and a leader whose teams consistently exceeded revenue targets and accelerated their careers under your leadership

Natural ability to lead and motivate AEs through continuous growth and change; easily able to earn the trust and respect of the team with a One Team One Dream mindset

Passion for field sales — a leader who can’t wait to jump into deals, connect directly with Economic Buyers, and provide the air coverage and executive bridging needed to close new and expansion opportunities with Enterprise companies. This includes working with reps and prospects/customers/partners face to face wherever possible

Experience partnering cross-functionally and co-selling with external partners to build an Enterprise business from the ground up

Expertise in both land and expand sales motions, an insatiable curiosity about our customers, and a data-backed vision for how Fivetran can drive positive business outcomes in the Enterprise business

Experience building and championing an outbound selling culture and driving accountability for qualified pipeline generation

Unwillingness to settle for good results when great results are possible

Bonus Skills​

Experience with…