Summit is a leading provider of enterprise-class Application Hosting, Managed Services, and Cloud Solutions for regulated industries. We simplify the complex, keeping our clients' technology secure, performant, and built for what matters most. Now we're looking for a Regional Sales Director to lead that mission across the West.Location: Western U.S. The role is best served close to Summit’s data center markets – Seattle, the Bay Area, Phoenix, Denver, and Dallas – where you’ll be near the infrastructure and the accounts you’re supporting.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 territoryDrive a healthy pipeline by partnering with extended teams to generate more leads and move deals forwardProvide active, hands-on guidance through complex enterprise deal cycles, from early qualification through closeBuild and maintain a network of strong sales representatives and sales leadership talent in the WestFoster a positive, ethical, performance-driven culture focused on client success and business outcomesEnsure consistent activity and documentation in Salesforce (SFDC) so customer engagement is visible and actionableWhat You’ll Deliver:Consistent development of the team through training, coaching, and hands-on reinforcement of strong sales fundamentalsA 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 leadershipClear translation of organizational goals into Western territory objectives and sales team execution plansAccurate forecasting, account penetration strategies, and performance reporting to leadershipOngoing policy and process compliance that supports a productive, professional sales environmentWhat You'll Decide:Hiring, onboarding, and development plans for top sales talent across the regionThe cadence and structure of sales meetings to align expectations, progress, and prioritiesHow to build high-value partnerships across Marketing, Solutions Engineering, Provisioning, Operations, Finance, and LegalPriorities and actions to drive new opportunity creation and sustained pipeline growth in the WestYou’ll Thrive in This Role If You:Have 7+ years in customer-facing IT services sales/account management, including 4+ years leading sales teamsHave 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 leadershipHave established domain experience in managed infrastructure, data center, and cloud services salesAre located within the Western U.S., to be close to key accounts and the markets the role servesKnow how to coach fundamentals (prospecting, qualification, territory strategy, call planning) and hold teams accountableCan translate business value into client-facing messaging and guide reps through strategic and financial deal thinkingHave strong command of a sales methodology and know how to run clean pipeline management and forecastingAre experienced with strategic account planning, customer business reviews, and gaining internal alignment to deliver outcomesRegularly use win/loss analysis to improve performance and provide structured feedback to Marketing/ProductUnderstand 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 objectivelyCommunicate clearly and confidently, especially in executive-level and business-critical momentsHave experience with partner/alliance selling and can hold third parties accountable to deliverablesBonus Points:Experience selling into regulated industries or complex compliance/security environmentsA strong, current point of view on cloud services and the competitive landscapeProven success building repeatable operating rhythms (QBRs, pipeline reviews, rep scorecards, territory planning)Experience scaling sales teams through growth periods or organizational changeHow We Work at SummitHow 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 peopleConstant elevationCustomer firstFocus on outcomesEmbrace curiosityBenefits:Flexible Time Off (yes, really) – take what you need, we trust you to manage itMedical, Dental & Vision – comprehensive coverage with HSA/HRA options401(k) with 4% match – we invest alongside youParental Leave – paid time for the moments that matter mostLife & Disability Insurance – built-in peace of mindWellness Support – resources for your mental and physical healthFree Colocation & Cloud Access – build and experiment in real environmentsWork From Anywhere – remote-friendly by designA low-ego, get-it-done culture – come as you are, do great workCompensation & 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.

Regional Sales Director, West (Enterprise)

Emma

Responsibilities

Skills wanted:

Language(s) required:

ats.rippling.com/summithq/jobs

Admin access needed