About the Role

Sumo Logic is seeking a results-oriented Regional Sales Director to lead a team of 6-8 Account Executives across both Enterprise and Mid-Market segments.

This is a frontline leadership role responsible for driving balanced growth across complex, multi-threaded enterprise pursuits and high-velocity mid-market opportunities. You will be deeply involved in deal strategy, pipeline inspection, forecast accuracy, and rep development, while building a culture of accountability, execution, and continuous improvement.

The ideal candidate understands how to coach different sales motions simultaneously and can drive predictable revenue across varying deal sizes, cycles, and buyer personas.

What You’ll Do

Own Regional Revenue Performance

• Lead a mixed team of Enterprise and Mid-Market AEs to exceed quarterly and annual quotas

• Drive both new logo acquisition and expansion revenue

• Balance long-cycle, strategic enterprise pursuits with mid-market velocity and pipeline throughput

• Maintain disciplined weekly forecasting and strong commit accuracy

Develop & Coach High-Performing Sellers

• Conduct structured 1:1s, pipeline reviews, and deal inspections

• Coach Enterprise reps on complex, multi-threaded, C-level sales cycles

• Coach Mid-Market reps on pipeline velocity, qualification rigor, and closing efficiency

• Implement consistent qualification methodology (e.g., MEDDPICC)

• Recruit, onboard, and retain top-tier sales talent

Drive Execution & Operational Excellence

• Ensure strong pipeline coverage across both segments

• Monitor leading indicators: pipeline generation, conversion rates, ACV, sales cycle length

• Improve ramp time and rep productivity

• Maintain CRM discipline and forecasting rigor

Cross-Functional Partnership

• Align with Marketing, SDR, Channel, Solutions Engineering, and Customer Success to maximize pipeline and win rates

• Engage directly in strategic Enterprise deals to help close high-impact opportunities

• Provide market and competitive feedback to senior leadership

What You Bring

• 5+ years of enterprise SaaS sales experience

• 2+ years of frontline sales management experience leading 6-8 AEs

• Experience managing both Enterprise and Mid-Market sales motions

• Consistent track record of exceeding regional revenue targets

• Strong forecasting and pipeline inspection discipline

• Experience in observability, security, DevOps, or cloud infrastructure markets preferred

• Demonstrated ability to coach across different deal sizes and sales cycles

Success Metrics

• Team quota attainment (Enterprise & Mid-Market)

• Forecast accuracy

• Pipeline coverage and conversion rates by segment

• Enterprise deal progression and win rates

• Mid-Market velocity and ACV growth

• Rep productivity and retention

About Us

Sumo Logic, Inc. helps make the digital world secure, fast, and reliable by unifying critical security and operational data through its Intelligent Operations Platform. Built to address the increasing complexity of modern cybersecurity and cloud operations challenges, we empower digital teams to move from reaction to readiness—combining agentic AI-powered SIEM and log analytics into a single platform to detect, investigate, and resolve modern challenges. Customers around the world rely on Sumo Logic for trusted insights to protect against security threats, ensure reliability, and gain powerful insights into their digital environments. For more information, visit www.sumologic.com.

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