[Hiring] Regional Commercial Sales Leader @Red Hat

Role Description

The Director of Commercial Sales is responsible for driving revenue growth, customer acquisition, and strategic account expansion within the commercial customer segment. This role develops and executes commercial sales strategies, leads a team of commercial sales professionals, and builds relationships with senior customer stakeholders to secure high-value business opportunities.

The Director oversees the enterprise sales pipeline, manages strategic deal execution, and ensures alignment between customer business needs and the organization's products and services. Working cross-functionally with Ecosystem, Channel, Marketing, Tech Sales, Finance, and Legal, the Director drives sales performance, strengthens customer relationships, and achieves revenue and profitability objectives.

What you will do

• Commercial Sales Strategy and Revenue Growth
  • Develop and execute commercial sales strategies to achieve revenue, new customer acquisition, and account expansion targets.
  • Identify and prioritize commercial prospects based on market opportunity, customer potential, and strategic fit.
  • Drive new business development and expansion opportunities.
  • Establish sales plans, pipeline coverage targets, and account prioritization strategies.
  • Develop strategies to penetrate new commercial accounts and increase share of wallet within existing customers.
• Strategic Account and Customer Relationship Management
  • Build trusted relationships with senior executives, business leaders, and key decision-makers within enterprise accounts.
  • Guide account planning and opportunity development for high-value customers.
  • Support complex negotiations, commercial proposals, and contract discussions.
  • Ensure sales strategies address customer business objectives, procurement requirements, and stakeholder priorities.
• Sales Leadership and Execution
  • Lead, coach, and develop commercial account executives and sales managers.
  • Establish clear sales targets, performance expectations, and accountability measures.
  • Provide guidance on commercial sales methodologies, deal qualification, negotiation, and closing strategies.
  • Lead pipeline reviews, opportunity assessments, and sales forecasting activities.
  • Build a culture of ownership, collaboration, customer focus, and performance excellence.
• Complex Deal Management
  • Oversee strategic opportunities involving multiple stakeholders, lengthy sales cycles, and significant contract values.
  • Coordinate internal resources to develop customer-specific solutions and proposals.
  • Support pricing strategy, commercial structuring, and contract negotiations within delegated authority.
• Performance and Cross-Functional Collaboration
  • Monitor revenue attainment, pipeline health, conversion rates, win rates, and forecast accuracy.
  • Analyze commercial market trends, competitive positioning, and customer buying behaviour.
  • Collaborate with Channel Partners, Marketing, and Business Development to strengthen commercial lead generation and pipeline development.

Qualifications

• Bachelor's degree in Business, Marketing, or a related discipline, or equivalent experience.
• Typically 8–12+ years of B2B sales experience, including significant commercial sales leadership.
• Proven track record of achieving commercial revenue targets and closing complex, high-value deals.
• Experience managing enterprise account executives, sales managers, or strategic account teams.
• Strong understanding of commercial accounts buying processes, executive stakeholder management, procurement, and commercial negotiations.
• Demonstrated proficiency in pipeline management, forecasting, account planning, and CRM systems.
• Excellent executive communication, negotiation, coaching, and relationship-building skills.

Key Performance Indicators (KPIs)

• Commercial new business revenue and quota attainment.
• Strategic account growth and expansion revenue.
• Enterprise pipeline coverage and conversion rates.
• Win rate and average deal size.
• Forecast accuracy and sales cycle effectiveness.
• Customer retention and renewal performance, where applicable.
• Sales team productivity and quota attainment.