Regional Director, Commercial Sales [East USA]

Who We Are 

Moveworks is the universal AI copilot for search and automation across all your business applications. We give employees one place to go to find information and get support while reducing costs for your business. The Moveworks Copilot is powered by an industry-leading Reasoning Engine that uses a combination of public and proprietary language models to understand employee queries, then build and execute multi-step plans that achieve them. It does this by linking into systems (like ITSM, HRIS, ERP, identity management, and more) with native and custom-built integrations that turn natural language into powerful automations for employees.  

The world’s most innovative brands like Databricks, Broadcom, Hearst, and Palo Alto Networks trust Moveworks to eliminate repetitive support issues, deliver instant knowledge, and empower employees to work faster across applications.

Founded in 2016, Moveworks has raised $315 million in funding, at a valuation of $2.1 billion, thanks to our award-winning product and team. In 2023, we were included in the Forbes Cloud 100 list as well as the Forbes AI 50 for the fifth consecutive year. We were also recognized by the 2023 Edison Awards for AI Optimized Productivity, and were included on Fast Company's Most Innovative Companies list for 2024! 

Moveworks has over 500 employees in six offices around the world, and is backed by some of the world's most prominent investors, including Kleiner Perkins, Lightspeed, Bain Capital Ventures, Sapphire Ventures, Iconiq, and more.

Come join one of the most innovative teams on the planet!

Location: Boston or NY, USA

What You Will Do

We are searching for an experienced Regional Sales Director to help grow our team. Reporting to the VP of Sales, you'll be responsible for working with your team of 4+ Account Executives, providing feedback, coaching and training to ensure quota attainment and overall account development. Your responsibilities include recruiting, team enablement, regional forecast management, customer engagement, territory balancing while contributing to new customer logo acquisition efforts.

Moveworks’ Sales team works with a best-of-breed product that solves real problems for our customers. Sellers follow a well-defined methodology that helps them identify the customer's unique needs and clearly convey the value of the Moveworks platform. Whether you're looking to learn from the best or be the best, the Moveworks sales team is dedicated to furthering personal development and team success.

• Engage 1:1’s with your Account Executives, understand your 30-60-90 plan, and meet & shadow current members of the sales team
• Work directly with your Regional VP and Regional Director peers on new initiatives and ways to improve day to day operations; build the best Sales Executive team in the industry
• Understand the Moveworks customer base, ICP, product and value proposition
• Begin to hire, develop, coach and manage a strong team of Account Executives to meet and exceed sales objectives
• Define and execute a regional sales plan to meet and exceed sales goals in new and existing accounts.
• Empower Account Executives through strategic planning sessions, accountability and execution
• Be a product expert and a customer facing asset feel assisting your team in closing deals and exceeding quota
• Accurately assess the capabilities, motivators, and career goals of each team member and provide ongoing coaching to improve their performance and support their career path
• Develop and implement sales strategies and incentives that drive monthly, quarterly and yearly growth against company targets
• Perform regular pipeline reviews and accurately forecast sales pipeline 
• Participate in team-building and company-growth activities including strategy setting, sales training, marketing efforts and client care

What You Bring To The Table

• A sales leader with 3-5 years of 1st line management combined with 5+ years of hands-on closing complex software deals 
• Driven and have met/exceeded direct sales goals of $5-10M+ and leading teams consistently closing average deal sizes of $150-500K while continuing to close $MM deals
• You are a constant Recruiter! Moveworks hires “company builders” and, in this role, you will be asked to be on the lookout for the best talent to bring onboard to help us continue to build one of the best companies in the world
• Experienced in working for an innovative tech company (SaaS, IT infrastructure or similar preferred) selling ‘unbudgeted’ software without a big brand name.
• Familiarity with the challenger sale or MEDDIC approach
• President’s Club, top rep, top percentile performer, consistent YoY overachievement
• Systematic approach to encouraging Pipeline Generation that ensures both consistent pipeline growth week over week and strong messaging contained in actual emails/calls.
• NBM Prep & Execution - Ability to walk into NBMs with a perspective, position Moveworks and our differentiation, and schedule next steps
• Building Champions / Navigating Personas - Developing champions effectively in each sales cycle and getting multi-threaded within accounts
• Technical Validation - Leverages CDD & SDW to uncover their required capabilities and ties them back to business pain
• Adherence to Deal Hygiene (Mutual Action Plans / SFDC)

Compensation: $200,000

*Our compensation package includes a market competitive salary, equity for all full time roles, exceptional benefits, and, for applicable roles, commissions or bonus plans. 
Ultimately, in determining pay, final offers may vary from the amount listed based on geography, the role’s scope and complexity, the candidate’s experience and expertise, and other factors.

Moveworks Is An Equal Opportunity Employer
*Moveworks is proud to be an equal opportunity employer. We provide employment opportunities without regard to age, race, color, ancestry, national origin, religion, disability, sex, gender identity or expression, sexual orientation, veteran status, or any other characteristics protected by law.