About the role
We are an applied AI lab building end-to-end software agents. We're the makers of Devin, the first AI software engineer, and Windsurf, the AI-native IDE. Together, they represent our vision for collaborative AI teammates that enable engineers to focus on more interesting problems and empower teams to strive for more ambitious goals. Our team is small and talent-dense. Among our founding team, we have world-class competitive programmers, former founders, and leaders from companies at the cutting edge of AI including Scale AI, Palantir, Cursor, Waymo, Tesla, Lunchclub, Modal, Google DeepMind, and Nuro. Building Devin is just the first step—our hardest challenges still lie ahead. If you’re excited to solve some of the world’s biggest problems and build AI that can reason on real-world tasks, apply to join us.
The Role: We're looking for a Regional Sales Director to lead a team of Account Executives driving net-new and expansion revenue across Fortune 500 accounts. This is a player-coach role in a high-ownership environment. You will set strategy, close alongside your team on the largest deals, and build one of the most consequential enterprise sales teams in AI. You will report directly to the VP of Sales and work in close partnership with Deployed Engineering, post-sales, and executive leadership. This is not a role for someone who manages from a dashboard. The right person is in the field, knows every major deal, and has a point of view on how to win.
What You'll Own: Revenue Execution Own quarterly and annual bookings quota for your territory across new logo acquisition and expansion Manage a pipeline of $5M--$20M+ ARR opportunities with average deal sizes of $1M+ Forecast accurately using MEDDIC; maintain deal hygiene and stage discipline Be in the rooms that matter -- EBCs, executive dinners, key negotiations -- alongside your AEs Team Leadership Recruit, hire, and develop a team of 3-6 Enterprise AEs Run rigorous weekly 1:1s and deal reviews focused on qualification, strategy, and close plans Build a team culture of accountability, intellectual curiosity, and competitive drive Identify performance gaps early and coach or make personnel changes decisively Territory and GTM Strategy Define territory segmentation and account prioritization within your vertical Build vertical-specific messaging and competitive positioning in partnership with Marketing and Product Partner with post-sales to expand the installed base and protect renewals Develop executive relationships within key accounts that extend beyond the AE layer Cross-functional Influence Serve as the voice of the field - surface product gaps, competitive intelligence, and customer insights to leadership Collaborate with Deployed Engineering to scope and deliver compelling POCs and technical evaluations Work with Legal and Finance on complex contract structures, MSAs, and non-standard terms
