What are the responsibilities and job description for the Regional Director of Sales, Mid-Market (New Business) position at monday.com?
Description
monday.com is seeking an experienced Regional Director of Sales to lead our Mid-Market AE organization across North America. Overseeing ~6 frontline managers and their teams, the Regional Director will have responsibility for embedding a collaborative and winning culture, driving sales strategy, and delivering consistent growth in a highly competitive segment.
This is a pivotal role: we’re looking for a leader who can leave their mark by transforming how this organization engages customers, generates pipeline, and scales predictable revenue in a Sales-Led Growth motion.
The Regional Director will drive a shift from inbound-heavy selling toward a more proactive, top-down, multi-threaded outbound motion. They will ensure teams execute effectively at the top of the funnel, coach managers and reps on outbound excellence, and embed performance management discipline into the culture all while maintaining monday’s high degree of efficacy with inbound leads.
With teams based in Atlanta, Denver, and New York, this leader will build cohesion across geographies, inspire confidence during a time of organizational change, and foster a culture of accountability, collaboration, and growth.
About The Role
monday.com is proud to be an equal opportunity employer. We hire talented individuals, regardless of gender, race, ethnicity, ancestry, age, disability, sexual orientation, gender identity or expression, military or veteran status, cultural background, religious beliefs, or any other characteristic protected by federal, state, or local laws.
monday.com is seeking an experienced Regional Director of Sales to lead our Mid-Market AE organization across North America. Overseeing ~6 frontline managers and their teams, the Regional Director will have responsibility for embedding a collaborative and winning culture, driving sales strategy, and delivering consistent growth in a highly competitive segment.
This is a pivotal role: we’re looking for a leader who can leave their mark by transforming how this organization engages customers, generates pipeline, and scales predictable revenue in a Sales-Led Growth motion.
The Regional Director will drive a shift from inbound-heavy selling toward a more proactive, top-down, multi-threaded outbound motion. They will ensure teams execute effectively at the top of the funnel, coach managers and reps on outbound excellence, and embed performance management discipline into the culture all while maintaining monday’s high degree of efficacy with inbound leads.
With teams based in Atlanta, Denver, and New York, this leader will build cohesion across geographies, inspire confidence during a time of organizational change, and foster a culture of accountability, collaboration, and growth.
About The Role
- Lead and develop a group of ~36 Mid-Market AEs across six teams, setting clear goals, KPIs, and expectations.
- Drive the transition toward outbound-focused, multi-threaded, top-down selling, coaching managers and reps to build pipeline beyond inbound leads.
- Own the revenue target for the group. Coaching leaders and reps to ever higher levels of effectiveness.
- Partner with cross-functional leaders (Marketing, RevOps, CS, Product, Partnerships, etc.) to align GTM strategy and ensure consistency across the customer journey.
- Build and enforce strong performance management processes, holding teams accountable to pipeline generation and conversion metrics.
- Analyze data to inform sales tactics, identify whitespace opportunities, and evolve GTM strategies in line with broader business objectives.
- Hire, integrate, enable, develop, and retain sales and sales leadership talent while supporting their success and fostering a results-driven culture of collaboration, accountability, and transparency
- Accurately forecast and track leading indicators to ensure consistent and predictable monthly/quarterly results that align with the company objectives and revenue goals
- Establish a strong leadership presence in our new Atlanta location, supporting the rebalancing of headcount and serving as a cultural anchor for the region, which is also where our CRO is based.
- Proven Sales Leadership: 5 years of management experience, including at least 2 years at the Director level. Experience leading multi-team sales organizations at scale.
- Outbound Expertise: Track record of driving outbound-led growth motions, coaching and enabling teams in multi-threaded, consultative selling methodologies (e.g., MEDDPIC, Command of the Message).
- Strategic Operator: Skilled at setting GTM strategy and translating it into clear, executable processes and KPIs. Data-driven, operationally strong, and comfortable making decisions based on analysis and insight.
- Operationally Strong: Adept at business planning and diligent at measuring and communicating progress towards the plan, identifying roadblocks, and developing appropriate solutions
- Technical Sales: Technically strong and accustomed to selling into CEOs, CFOs, CIOs, CTOs, and Line of Business - focused on driving value
- Change Leader: Experienced in leading sales org transformations at established SaaS companies; able to inspire confidence and set a clear vision in evolving teams.
- Collaborative Partner: Able to influence across functions and geographies, fostering alignment and shared accountability across the revenue organization.
- Culture Builder: Transparent, resilient, and people-focused, with the ability to motivate and inspire a diverse team in a hybrid environment.
- Please note that this role will be on a hybrid model.
monday.com is proud to be an equal opportunity employer. We hire talented individuals, regardless of gender, race, ethnicity, ancestry, age, disability, sexual orientation, gender identity or expression, military or veteran status, cultural background, religious beliefs, or any other characteristic protected by federal, state, or local laws.
