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.
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
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
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
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
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
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
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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Sumo Logic, Inc. is a cloud-based machine data analytics company focusing on security, operations and BI usecases.
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Regional Sales Director Q&A's