Regional Director - Workforce AI

y and pipeline health

• Enforce qualification discipline and ICP alignment

• Ensure 3x+ pipeline coverage across each overlay territory

• Run weekly regional deal strategy reviews

• Eliminate "shadow pipeline" and opportunistic distractions

Strategic Account Activation

• Oversee defined account segmentation across:

• Churn risk accounts

• ICP new logos (full overlay authority)

• ICP expansion accounts (shared authority)

• Ensure proactive executive engagement in priority accounts

• Drive multi-threading and buying centre expansion

Rules of Engagement (ROE) Governance

• Establish and maintain clear boundaries between:

• Overlay sellers

• Field AEs

• Customer Success

• Prevent resource dilution outside named accounts

• Resolve territory and ownership conflicts quickly and decisively

• Align compensation incentives with strategic priorities

POD Enablement & Capability Building

• Standardise the Workforce AI positioning narrative

• Drive regional enablement cadence (quarterly skill elevation)

• Build structured playbooks for:

• Expansion motions

• Lighthouse new logo pursuits

• Pilot-to-enterprise conversion

• Ensure overlays focus on executive selling and strategic orchestration - not tactical solution support

BDR Strategy & Demand Generation Alignment

• Identify and justify dedicated BDR allocation for priority accounts

• Define target account outreach strategy and messaging

• Monitor meeting quality, executive penetration, and conversion metrics

Executive & Cross-Functional Alignment

• Act as regional liaison to:

• Global GTM leadership

• Product leadership

• Marketing

• Provide structured feedback on product-market fit signals

• Escalate systemic blockers impacting deal velocity

Success Metrics

The Regional Manager will be measured on:

• Regional overlay ARR performance

• Pipeline coverage (3x+ minimum)

• Attach rate in ICP expansion accounts

• Net Revenue Retention uplift in churn-risk accounts

• New logo lighthouse wins

• Pilot-to-enterprise conversion rate

• Forecast accuracy

Ideal Profile

Experience

• 8-12+ years enterprise SaaS sales experience

• 3-5+ years leading senior individual contributors

• Experience operating in overlay or specialist sales models

• Proven ability to sell complex, multi-product enterprise solutions

• Exposure to HR technology, AI platforms, or workforce transformation preferred

Commercial Mindset

• Disciplined about qualification and focus

• Comfortable enforcing structure and accountability

• Strong executive presence

• Operates with data-driven decision making

Leadership Traits

• High standards without micromanagement

• Ability to navigate political field dynamics

• Calm under pressure and ambiguity

• Strategic thinker with operational follow-through

Regional Fluency

• Experience managing across EMEA and/or APJ
• Sensitivity to cultural and commercial differences across markets
• Comfortable operating in matrixed, global organisations