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.

Sumo Logic Privacy Policy. Employees will be responsible for complying with applicable federal privacy laws and regulations, as well as organizational policies related to data protection.