Dremio is the unified lakehouse platform for self-service analytics and AI, serving hundreds of global enterprises, including Maersk, Amazon, Regeneron, NetApp, and S&P Global. Customers rely on Dremio for cloud, hybrid, and on-prem lakehouses to power their data mesh, data warehouse migration, data virtualization, and unified data access use cases. Based on open source technologies, including Apache Iceberg and Apache Arrow, Dremio provides an open lakehouse architecture enabling the fastest time to insight and platform flexibility at a fraction of the cost. Learn more at www.dremio.com.
About the role
Dremio is seeking a Regional Sales Director, Commercial (Americas) to lead, develop, and scale a team of Commercial Account Executives focused on selling Next Gen Dremio Cloud (SaaS).
This is a hands-on, execution-focused sales leadership role. You will be responsible for driving consistent pipeline generation, disciplined outbound sales motions, and predictable revenue growth in the Americas
The Regional Sales Director operates as a player-coach—deeply involved in deal strategy, pipeline inspection, coaching, and talent development—while partnering closely with Marketing, Solutions Architecture, and Revenue Operations.
What You Will Do
The team you lead here at Dremio will have a significant impact on the culture and growth of our company. You will coach your team to develop their careers and inspire your team to overachieve in a fast-paced environment.
- Lead, coach, and develop a team of Commercial Account Executives selling Next Gen Dremio Cloud (SaaS)
- Establish and reinforce a pipeline-first culture with strong outbound discipline
- Drive consistent execution of commercial sales motions, including prospecting, qualification, and deal progression
- Own regional performance across pipeline creation, bookings, and forecast accuracy
- Actively participate in deal reviews, account strategy sessions, and key customer engagements
- Recruit, hire, onboard, and ramp new sales talent effectively
- Implement a strong operating cadence including pipeline reviews, forecast calls, and performance coaching
- Partner cross-functionally with Marketing, Solutions Architects, and RevOps to scale impact
- Ensure accurate CRM usage, reporting discipline, and forecasting hygiene
- Develop future sales leaders and support career progression within the commercial organization
What we’re looking for
- 3–5 years of sales leadership experience managing quota-carrying Account Executives; Business Development/SDR/BDR management experience is not sufficient.
- Must have experience managing sellers who close deals with average sizes of $50K-$300K
- Prior experience as a successful Account Executive in a SaaS or cloud-based sales environment
- Demonstrated ability to coach outbound pipeline generation, not rely on inbound alone
- Proven success building high-performing, metrics-driven sales teams
- Experience managing commercial or mid-market sales motions with shorter sales cycles
- Strong deal coaching, inspection, and forecasting skills
- Call recording and productivity improvement
- Embrace Dremio’s sales tools and drive best practices
- Sales Navigator, Salesforce.com, Zoominfo, 6Sense, Outreach/Nooks, Zoom Revenue Accelerator
- Excellent communication, collaboration, and leadership presence
- Strong collaborator with Solutions Architecture (pre-sales)and RevOps
- Focus on driving whole solutions with Professional Services & Training
- Embracing partnerships to drive success, including Cloud Service Providers (CSP), Independent Software Vendors (ISV), and Systems Integrator (SI/Consulting) relationships
- Comfortable operating in a fast-paced, high-growth environment
- BA/BS preferred
Leadership Attributes We Value
- Strong leadership capabilities
- Must operate with a high sense of urgency
- Experience in sales coaching and mentoring
- Ability to operate effectively in a fast-paced, team environment
- Has a strong drive for results
- Strong engagement and communication skills
- Consultative selling experience
- Is a trusted advisor to the customers and colleagues
- Prior experience working within the Data and AI Software space
- Strong coaching and talent development mindset
- High accountability with empathy and clarity
- Data-driven decision making
- Bias toward action and continuous improvement
- Ability to inspire performance while building a positive team culture
Preferred Experience
- Experience leading teams selling SaaS or cloud-native platforms
- Background in data, analytics, infrastructure, or developer-focused technologies
- Familiarity with consumption-based or usage-driven pricing models
- Experience scaling teams during periods of growth and change
Why This Role Matters
The Americas Commercial organization is a critical growth engine for Dremio. This role plays a direct part in:
- Scaling predictable pipeline generation
- Developing the next generation of top Account Executives
- Driving adoption of Next Generation Dremio Cloud
#LI-remote #LI-EH1
At Dremio, we hold ourselves to high standards when it comes to People, Thinking, and Action. Our Gnarlies (that's what we call our employees) communicate with clarity, drive accountability, and are respectful towards each other. We confront brutal facts and focus on results while operating with a sense of urgency and building a "flywheel". People who like to jump in and drive momentum will thrive in our #GnarlyLife.
Dremio is an equal opportunity employer supporting workforce diversity. We do not discriminate on the basis of race, religion, color, national origin, gender identity, sexual orientation, age, marital status, protected veteran status, disability status, or any other unlawful factor.
Dremio is committed to providing any necessary accommodations for individuals with disabilities within our application and interview process. To request accommodation due to a disability, please inform your recruiter.
Dremio has policies in place to protect the personal information that employees and applicants disclose to us. Please click here to review the privacy notice.
Important Security Notice for CandidatesAt Dremio, we uphold trust and transparency as paramount values in all our interactions with customers, partners, employees, and the general public. We have been targeted by individuals creating fake domains similar to ours to scam prospects and candidates. Please note that all official communications from us will be from an @dremio.com domain. If you suspect you've been targeted by a scam, it's imperative to report the incident to your local law enforcement agencies. For more information about this type of scam, please refer to Dremio's official statement here.
Dremio is not responsible for any fees related to unsolicited resumes and will not pay fees to any third-party agency or company that does not have a signed agreement with the Company.
Top Skills
Similar Jobs
.png)
What you need to know about the Los Angeles Tech Scene
Key Facts About Los Angeles Tech
- Number of Tech Workers: 375,800; 5.5% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Snap, Netflix, SpaceX, Disney, Google
- Key Industries: Artificial intelligence, adtech, media, software, game development
- Funding Landscape: $11.6 billion in venture capital funding in 2024 (Pitchbook)
- Notable Investors: Strong Ventures, Fifth Wall, Upfront Ventures, Mucker Capital, Kittyhawk Ventures
- Research Centers and Universities: California Institute of Technology, UCLA, University of Southern California, UC Irvine, Pepperdine, California Institute for Immunology and Immunotherapy, Center for Quantum Science and Engineering
