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Regional Director, NA Enterprise Sales
Regional Director, NA Enterprise SalesLucid Software • Springfield, MA, US
Regional Director, NA Enterprise Sales

Regional Director, NA Enterprise Sales

Lucid Software • Springfield, MA, US
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Regional Director, NA Enterprise Sales

Lucid Software is the leader in visual collaboration and work acceleration, helping teams see and build the future by turning ideas into reality. Our products include the Visual Collaboration Suite (Lucidchart and Lucidspark) and airfocus. We hold true to our core values : innovation in everything we do, passion & excellence in every area, individual empowerment, initiative and ownership, and teamwork over ego. At Lucid, we value diverse perspectives and are dedicated to creating an environment and culture that is respectful and inclusive for everyone. Lucid is a hybrid workplace. We promote a healthy work-life balance by allowing employees to work remotely, from one of our offices, or a combination of the two depending on the needs of the role and team.

Since the company's founding, Lucid Software has received numerous global and regional recognitions for its products, business, and workplace culture. These include being listed to the Forbes Cloud 100, Fast Company Most Innovative Companies, Fortune Best Workplaces in Technology, and PEOPLE's Companies that Care. Lucid's solutions are used by more than 100 million users across the globe, making Lucid the most used visual collaboration platform by the Fortune 500. Our customers include Google, GE, and NBC Universal, and we partner with leaders such as Google, Atlassian, and Microsoft.

As a Regional Director of Enterprise Sales, you will lead, develop, and inspire a high-performing team of 7 to 9 Enterprise Account Executives (EAEs) responsible for driving strategic growth across a mix of net new and existing Lucid customers. In this role, you'll own regional revenue performance, partner closely with cross-functional leaders, and ensure our EAEs are equipped to deliver exceptional customer value and expand Lucid's footprint within complex enterprise environments. This is a highly visible leadership position that requires a strong balance of strategic planning, operational excellence, and hands-on coaching.

Responsibilities :

  • Revenue Leadership and Strategy

Own IARR growth across the Enterprise install base by driving net-new logo acquisition, account expansion, multi-product adoption, and high-quality renewals

  • Build, communicate, and execute regional go-to-market strategies that align with company priorities and enable consistent quota achievement
  • Analyze regional performance, funnel health, and forecast accuracy; recommend corrective actions or strategic shifts to ensure teams hit quarterly and annual targets
  • Coaching and Team Development

    • Develop EAEs through ongoing coaching in pipeline generation, territory planning, executive-level selling, multi-threading, negotiation, and strategic account management

  • Partner with EAEs to build thoughtful, data-driven Quarterly Business Review plans and ensure accountability through consistent follow-up
  • Drive a healthy performance culture rooted in Lucid values, continuous improvement, and high standards of operational rigor
  • Deal Strategy and Cross-Functional Partnership

    • Act as a strategic deal partner in complex enterprise opportunities, guiding deal structure, negotiation strategy, and competitive positioning

  • Leverage Sales Engineering, Customer Success, Renewals, Marketing, and Executive leadership to unlock customer value and accelerate deal cycles
  • Ensure alignment with Rules of Engagement, commercial policies, and accurate tracking of account activity in SFDC
  • Operational Excellence

    • Build and maintain accurate dashboards, reports, and forecast views in SFDC to ensure real-time visibility into regional performance

  • Regularly evaluate team metrics and productivity to drive clarity around expectations, improve predictability, and optimize coverage
  • Identify and implement ongoing process improvements, including enhancements to sales methodology, training programs, and territory operating rhythms
  • Leadership and Team Growth

    • Recruit, hire, and onboard top-tier enterprise sales talent while maintaining strong team culture and diversity of thought

  • Partner with Sales Enablement and People teams to identify development needs and build programs that support scalability and long-term capability growth
  • Serve as a trusted voice of the field, sharing trends, customer insights, and product feedback with cross-functional leaders to shape Lucid's roadmap and GTM strategy
  • Other duties as assigned

    • Requirements :

  • 8+ years of sales experience in enterprise SaaS or high-growth tech
  • 3+ years leading sales teams with a track record of exceeding quota and developing top performers
  • Demonstrated ability to coach sellers at all stages of the enterprise sales cycle, from prospecting to multi-stakeholder negotiations to executive alignment
  • Strong operational aptitude with experience managing forecasts, territory plans, and productivity metrics
  • Highly effective communicator with the ability to influence senior leaders, collaborate cross-functionally, and represent the voice of the field
  • Proficiency in SFDC reporting, Tableau dashboards, Outreach, and other sales productivity tools
  • Strong project management skills with the ability to balance competing priorities and deliver on deadlines
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