Regional Sales Director, Acquisition

Regional Sales Director

We're not just building better tech. We're rewriting how data moves and what the world can do with it. With Confluent, data doesn't sit still. Our platform puts information in motion, streaming in near real-time so companies can react faster, build smarter, and deliver experiences as dynamic as the world around them. It takes a certain kind of person to join this team. Those who ask hard questions, give honest feedback, and show up for each other. No egos, no solo acts. Just smart, curious humans pushing toward something bigger, together. One Confluent. One Team. One Data Streaming Platform.

About the Role

As a key leader within the Confluent Sales Team, the Regional Sales Director is responsible for driving new business growth by leading a high-performing team of Account Executives focused on acquiring new logos across the Mid-Market segment. We expect you to combine strategic sales leadership with operational excellence, coaching your team to consistently meet and exceed their quarterly targets. You will play a pivotal role in developing talent, refining go-to-market strategies, and building a culture of execution, collaboration, and continuous improvement. You must bring a strong "hunter / closer" mindset and a proven track record of leading teams to success in fast-paced, value-driven sales environments.

What You Will Do

Directly manage a team of Account Executives focused on acquiring new logos across the Mid-Market segment, with a strong emphasis on exceeding quarterly and annual sales targets. Own and oversee both individual and team quota attainment, driving accountability and high performance. Recruit, hire, onboard, and develop top sales talent for acquisitions, building a team capable of scaling rapidly and delivering sustained growth. Define and track key performance indicators (KPIs) related to pipeline creation, deal progression, and sales execution, ensuring alignment with company goals. Conduct weekly 1 : 1s to coach and mentor AEs through skills development, customer meetings, and deal progressions. Run structured weekly forecast and pipeline generation (PG) review sessions, with both your AEs and your Senior Leadership, ensuring AE participation, deal progression, execution rigor, and forecasting accuracy. Ensure disciplined use of Salesforce, Clari, and other sales tools to drive pipeline visibility and operational excellence. Analyze performance data in real time to identify trends, risks, and opportunities for improvement. Partner closely with Sales Operations and Enablement to optimize sales processes and implement best practices. Engage directly with customers as a senior leader in meetings, building relationships with key stakeholders, and ensuring opportunities are fully qualified and lead to a successful outcome for Confluent and the customer. Develop and continuously refine the go-to-market strategy for new customer acquisition, setting a clear vision, expectations, and execution plan for the team.

What You Will Bring

Proven experience leading teams that sell technology and / or SaaS solutions to Mid-Market new logo accounts. 3+ years of experience in sales leadership, with a strong track record of hiring, developing, and scaling high-performing acquisition teams. Thrives in a dynamic, high-growth environment where speed, adaptability, and ownership are critical to success. Strong passion for sales execution, with a particular focus on pipeline generation, qualification, and acceleration of new logo opportunities. Competitive, collaborative leader who inspires and motivates teams to consistently exceed targets. Solid understanding of enterprise technology ecosystems and the ability to coach teams on complex, value-driven sales motions.

Belonging isn't a perk here. It's the baseline. We work across time zones and backgrounds, knowing the best ideas come from different perspectives. And we make space for everyone to lead, grow, and challenge what's possible. We're proud to be an equal opportunity workplace. Employment decisions are based on job-related criteria, without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other classification protected by law.