Regional Sales Director, West (Enterprise)

This is a player-coach role. You'll build and lead a high-performing sales team, stay hands-on in complex enterprise deal cycles, and own the Western territory's pipeline from generation to close. You'll report to the VP of Revenue and work closely with Sales, Account Management, and Solutions Engineering to win new business and grow key accounts across the region.

We're looking for a leader with grit: someone who coaches relentlessly, holds a high bar for sales fundamentals, and knows how to spot and develop top talent. If you like building things and don't mind rolling up your sleeves, you'll fit right in.

What You’ll Do:

• Lead a team of sales professionals to predictably achieve sales targets across the Western territory
• Drive a healthy pipeline by partnering with extended teams to generate more leads and move deals forward
• Provide active, hands-on guidance through complex enterprise deal cycles, from early qualification through close
• Build and maintain a network of strong sales representatives and sales leadership talent in the West
• Foster a positive, ethical, performance-driven culture focused on client success and business outcomes
• Ensure consistent activity and documentation in Salesforce (SFDC) so customer engagement is visible and actionable

What You’ll Deliver:

• Consistent development of the team through training, coaching, and hands-on reinforcement of strong sales fundamentals
• A disciplined, consistent pipeline and deal-inspection cadence that supports stage progression, deal strategy, and next steps, consistent with the operating model of the incoming go-to-market leadership
• Clear translation of organizational goals into Western territory objectives and sales team execution plans
• Accurate forecasting, account penetration strategies, and performance reporting to leadership
• Ongoing policy and process compliance that supports a productive, professional sales environment

What You'll Decide:

• Hiring, onboarding, and development plans for top sales talent across the region
• The cadence and structure of sales meetings to align expectations, progress, and priorities
• How to build high-value partnerships across Marketing, Solutions Engineering, Provisioning, Operations, Finance, and Legal
• Priorities and actions to drive new opportunity creation and sustained pipeline growth in the West

You’ll Thrive in This Role If You:

• Have 7+ years in customer-facing IT services sales/account management, including 4+ years leading sales teams
• Have proven frontline sales management experience (active guidance through complex enterprise deal cycles, a consistent pipeline and deal-inspection cadence, etc.) consistent with the operating model of the incoming go-to-market leadership
• Have established domain experience in managed infrastructure, data center, and cloud services sales
• Are located within the Western U.S., to be close to key accounts and the markets the role serves
• Know how to coach fundamentals (prospecting, qualification, territory strategy, call planning) and hold teams accountable
• Can translate business value into client-facing messaging and guide reps through strategic and financial deal thinking
• Have strong command of a sales methodology and know how to run clean pipeline management and forecasting
• Are experienced with strategic account planning, customer business reviews, and gaining internal alignment to deliver outcomes
• Regularly use win/loss analysis to improve performance and provide structured feedback to Marketing/Product
• Understand the market and value of colocation, managed services, cloud, managed network/IP transit, managed security, and adjacent solutions (DRaaS, backup, load-balancing, firewalls, SAN, etc.)
• Handle difficult conversations directly, constructively, and objectively
• Communicate clearly and confidently, especially in executive-level and business-critical moments
• Have experience with partner/alliance selling and can hold third parties accountable to deliverables

Bonus Points:

• Experience selling into regulated industries or complex compliance/security environments
• A strong, current point of view on cloud services and the competitive landscape
• Proven success building repeatable operating rhythms (QBRs, pipeline reviews, rep scorecards, territory planning)
• Experience scaling sales teams through growth periods or organizational change

How We Work at Summit

How you approach the work matters just as much as what you do. At Summit, our core values show up in how we make decisions, work together, and support our customers. 

We build the infrastructure that keeps businesses running. We need people who take that seriously, and have fun doing it.

Our core values:

• Empower our people
• Constant elevation
• Customer first
• Focus on outcomes
• Embrace curiosity

Benefits:

Summit offers a total rewards package designed to support you at work, at home, and everywhere in between. Here’s a snapshot of what that looks like:

• Flexible Time Off (yes, really) – take what you need, we trust you to manage it
• Medical, Dental & Vision – comprehensive coverage with HSA/HRA options
• 401(k) with 4% match – we invest alongside you
• Parental Leave – paid time for the moments that matter most
• Life & Disability Insurance – built-in peace of mind
• Wellness Support – resources for your mental and physical health
• Free Colocation & Cloud Access – build and experiment in real environments
• Work From Anywhere – remote-friendly by design
• A low-ego, get-it-done culture – come as you are, do great work

Compensation & Earning Potential:

The base salary range for this role is $121,500 – $168,000 annually, plus participation in a Sales Incentive Plan. On-Target Earnings (OTE) - base salary + target incentive at 100% attainment - range from $243,000 – $336,000 annually.

Your incentive is tied to the success of your teams and is evaluated quarterly, based on your Account Executive team's quota attainment and your Account Management team's Net Revenue Retention (NRR). When your teams win, you win. As with any incentive plan, payouts are based on results and aren't guaranteed.

Base salary is determined by experience, skills, and geographic location. We aim to make offers that are fair, competitive, and aligned with both what you bring today and where you're headed.

Summit is committed to a diverse and inclusive workplace. Summit is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status. 

As part of this commitment, Summit will ensure that persons with disabilities are provided with reasonable accommodations. If reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please email hr@summithq.com.