Regional Sales Director, Acquisition

📌 Core Information

🔹 Job Title: Regional Sales Director, Acquisition

🔹 Company: Confluent

🔹 Location: Bengaluru, Karnataka, India (Remote)

🔹 Job Type: Full-Time

🔹 Category: Sales

🔹 Date Posted: July 14, 2025

🔹 Experience Level: 5-10 years

🔹 Remote Status: Remote OK

🚀 Job Overview

Key aspects of this role include:

• Leading a team of Account Executives to acquire new logos across Mid-Market and Enterprise segments
• Exceeding quarterly and annual sales targets through strategic sales leadership and operational excellence
• Coaching and developing talent, refining go-to-market strategies, and building a culture of execution, collaboration, and continuous improvement
• Engaging directly with customers and ensuring opportunities lead to successful outcomes
• Analyzing performance data in real-time to identify trends, risks, and opportunities for improvement

ASSUMPTION: This role requires a strong "hunter/closer" mindset and a proven track record of leading teams to success in fast-paced, value-driven sales environments.

📋 Key Responsibilities

✅ Directly manage a team of Account Executives focused on acquiring new logos across Mid-Market and Enterprise segments, 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.

ASSUMPTION: This role requires a strong focus on pipeline generation and the ability to thrive in a dynamic, high-growth environment where speed, adaptability, and ownership are critical to success.

🎯 Required Qualifications

Education: Bachelor's degree in Business, Marketing, or a related field (or equivalent experience)

Experience: 5+ years of experience in sales leadership, with a strong track record of hiring, developing, and scaling high-performing acquisition teams

Required Skills:

• Proven experience leading teams that sell technology and/or SaaS solutions to Mid-Market and Enterprise new logo accounts
• 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

Preferred Skills:

• Experience with Salesforce and Clari
• Familiarity with Confluent's products and services

ASSUMPTION: Candidates should have a proven track record of developing high-performing teams and a strong focus on pipeline generation.

💰 Compensation & Benefits

Salary Range: INR 25,00,000 - 35,00,000 per annum (Estimated based on industry standards for a Regional Sales Director role in Bengaluru)

Benefits:

• Health, dental, and vision insurance
• 401(k) plan with company matching
• Generous time off and flexible work arrangements
• Employee stock purchase plan
• Professional development opportunities

Working Hours: Full-time (40 hours/week), with flexibility for remote work

ASSUMPTION: The salary range is estimated based on industry standards for a Regional Sales Director role in Bengaluru, considering the candidate's experience level and the company's size and industry.

📌 Applicant Insights

🔍 Company Context

Industry: Data streaming and integration

Company Size: Medium (1,001-5,000 employees)

Founded: 2012

Company Description:

• Confluent is the company behind Apache Kafka, an open-source distributed event streaming platform
• They provide a fully-managed cloud service for Kafka, along with a portfolio of products to connect, process, and analyze data streams
• Confluent's mission is to put data in motion, enabling companies to react faster, build smarter, and deliver experiences as dynamic as the world around them

Company Specialties:

• Data streaming
• Data integration
• Real-time analytics
• Cloud services

Company Website: www.confluent.io

ASSUMPTION: Confluent is a well-established company in the data streaming and integration space, with a strong focus on open-source technology and cloud services.

📊 Role Analysis

Career Level: Mid-level to senior sales management role

Reporting Structure: This role reports directly to the Vice President of Sales for the region

Work Arrangement: Remote OK, with flexibility for on-site work when needed

Growth Opportunities:

• Potential to advance to a Vice President or higher-level sales leadership role
• Opportunities to lead and mentor other sales team members
• Chance to gain experience in a fast-growing, dynamic tech company

ASSUMPTION: This role offers significant growth potential for the right candidate, with opportunities to advance within the sales organization and gain valuable experience in a high-growth tech company.

🌍 Location & Work Environment

Office Type: Hybrid (remote and on-site work available)

Office Location(s): Bengaluru, Karnataka, India

Geographic Context:

• Bengaluru is the capital city of the Indian state of Karnataka and is known as the "Silicon Valley of India"
• The city has a tropical savanna climate, with warm weather year-round and moderate rainfall
• Bengaluru is home to many tech companies and startups, providing a vibrant and dynamic work environment

Work Schedule: Full-time (40 hours/week), with flexibility for remote work

ASSUMPTION: The work environment for this role is flexible, with the option to work remotely or on-site, depending on the candidate's preferences and the team's needs.

💼 Interview & Application Insights

Typical Process:

• Phone or video screen with the hiring manager
• In-depth technical and behavioral interviews with cross-functional team members
• Final interview with the Vice President of Sales for the region
• Background check and offer extension

Key Assessment Areas:

• Sales experience and track record
• Leadership and team management skills
• Understanding of enterprise technology ecosystems
• Adaptability and problem-solving skills

Application Tips:

• Highlight your sales leadership experience and track record of exceeding targets
• Demonstrate your understanding of enterprise technology ecosystems and complex sales motions
• Showcase your ability to coach and develop talent, as well as your passion for sales execution
• Tailor your resume and cover letter to emphasize your relevant skills and experiences

ATS Keywords: Sales leadership, team management, account acquisition, pipeline generation, coaching, sales execution, forecasting, customer engagement, go-to-market strategy, performance analysis, collaboration, operational excellence, recruitment, talent development, SaaS solutions, enterprise technology

ASSUMPTION: The application process for this role is likely to be competitive, with a focus on assessing the candidate's sales leadership experience, track record, and cultural fit.

🛠️ Tools & Technologies

• Salesforce
• Clari
• Apache Kafka (Confluent's core product)
• Other sales tools and technologies as needed

ASSUMPTION: Familiarity with Salesforce and Clari is preferred, but not required. Candidates should have a strong understanding of sales tools and technologies in general.

👔 Cultural Fit Considerations

Company Values:

• Customer Obsessed
• One Team
• Inventive
• Trustworthy
• Inclusive

Work Style:

• Collaborative and team-oriented
• Adaptable and flexible
• Data-driven and analytical
• Results-focused and accountable

Self-Assessment Questions:

• Do you thrive in a dynamic, high-growth environment where speed, adaptability, and ownership are critical to success?
• Are you a competitive, collaborative leader who inspires and motivates teams to consistently exceed targets?
• Do you have a strong passion for sales execution, with a particular focus on pipeline generation, qualification, and acceleration of new logo opportunities?

ASSUMPTION: Confluent values a customer-obsessed, collaborative, and inclusive work environment. Candidates should be adaptable, data-driven, and results-focused, with a strong passion for sales execution.

⚠️ Potential Challenges

• Managing a team of Account Executives in a fast-paced, high-growth environment
• Exceeding quarterly and annual sales targets consistently
• Adapting to changes in the market and company priorities
• Balancing the need for operational excellence with the need for innovation and continuous improvement

ASSUMPTION: This role presents significant challenges, but also offers substantial opportunities for growth and success for the right candidate.

📈 Similar Roles Comparison

• Compared to other sales leadership roles, this position focuses more on new customer acquisition and less on account management
• Confluent's emphasis on open-source technology and data streaming sets it apart from other companies in the data integration and analytics space
• This role offers significant growth potential, with opportunities to advance within the sales organization and gain valuable experience in a high-growth tech company

ASSUMPTION: This role is unique in its focus on new customer acquisition and Confluent's emphasis on open-source technology and data streaming. However, it shares many similarities with other sales leadership roles in terms of required skills and responsibilities.

📝 Sample Projects

• Developing and implementing a go-to-market strategy for new customer acquisition in the Mid-Market and Enterprise segments
• Coaching and mentoring Account Executives to exceed quarterly and annual sales targets
• Analyzing performance data in real-time to identify trends, risks, and opportunities for improvement

ASSUMPTION: These sample projects are representative of the key responsibilities and required skills for this role.

❓ Key Questions to Ask During Interview

• Can you describe the company's go-to-market strategy for new customer acquisition in the Mid-Market and Enterprise segments?
• How does the company support the professional development and growth of its sales team members?
• What is the company's approach to balancing operational excellence with innovation and continuous improvement?
• How does the company measure and track the performance of its sales team members and teams?
• What is the company's culture like, and how does it support the success of its sales team members?

ASSUMPTION: These questions are designed to help candidates better understand the role, the company, and the work environment, as well as to demonstrate their interest and engagement in the interview process.

📌 Next Steps for Applicants

To apply for this position:

• Submit your application through the Confluent careers page
• Tailor your resume and cover letter to emphasize your relevant sales leadership experience and skills
• Prepare for interviews by researching Confluent's products, services, and company culture
• Follow up with the hiring manager after your interview to express your interest in the role and reiterate your qualifications
• If you are offered the position, consider negotiating the salary and benefits package to ensure it meets your expectations and needs

⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.