Director of Sales

About the Role

We are seeking a Player-Coach Regional Sales Leader to expand and lead our enterprise go-to-market efforts across Western U.S. / West Coast ownership, with the Bay Area preferred. This is both an individual quota and a regional/team role, blending hands-on deal ownership with regional coaching and execution. You will drive new business, manage key strategic accounts, and mentor account executives while representing ArangoDB's value in the market. The ideal candidate thrives in value-based, consultative selling, leverages MEDDPICC rigor, and brings experience from a 'playbook'-style organization where sales excellence, process, and discipline are cultural cornerstones.

Key Responsibilities

Lead and Sell

• Carry an individual and regional quota; directly own strategic enterprise opportunities.
• Lead from the front: run discovery, orchestrate complex multi-stakeholder pursuits, and close business.
• Coach and develop a high-performing sales team aligned to ArangoDB's value-based sales motion.

Drive GTM Execution

• Build repeatable regional GTM plays aligned to company strategy and industry verticals.
• Collaborate cross-functionally with Marketing, Product, and Solutions Engineering to strengthen the regional pipeline and execution velocity.
• Maintain rigorous MEDDPICC discipline in qualification, forecasting, and deal reviews.
• True player-coach role

Customer and Partner Engagement

• Build executive-level relationships with key customers, prospects, and regional partners.
• Represent ArangoDB at regional events, conferences, and partner summits, evangelizing our data and AI vision.
• Partner closely with the alliances and partner teams to activate and co-sell through Western U.S. / West Coast ownership, with the Bay Area preferred.
• Personally create pipeline, own strategic opportunities, and close business.
• Coach reps in live opportunities, including discovery, qualification, executive engagement, deal strategy, negotiation, and close planning.
• Pipeline creation / new-logo hunting (screening criterion).
• Build the West Coast regional GTM, including whitespace identification, target-account strategy, vertical/use-case plays, and repeatable regional motions.
• Opportunities are tied to measurable business value.
• Engage CIO, CTO, CDO, Heads of Data/AI, Engineering leadership, and other senior business stakeholders.

Operational Excellence

• Forecast accurately using Salesforce with disciplined pipeline hygiene.
• Analyze territory performance, identify white space, and continuously refine coverage and focus.
• Model accountability, urgency, and precision in execution.

Skills and Experience

• 10+ years of enterprise software sales, with at least 3+ years in a front-line leadership capacity.
• Proven record of meeting or exceeding quota in complex, multi-stakeholder sales cycles.
• Background in value-based selling and working within MEDDPICC discipline, especially around qualification, deal reviews, forecasting, and pipeline hygiene or similar structured methodologies.
• Experience selling deep-tech infrastructure (data platforms, databases, AI/ML, or cloud technologies).
• Strong executive presence and ability to lead boardroom-level conversations with CIO, CDO, or VP-level stakeholders.
• Data-driven operator with excellent pipeline management, forecasting, and coaching habits.
• High-energy, enthusiastic communicator who thrives in a fast-paced, scaling environment.
• Willingness to travel across Western U.S. and nationally as needed.
• Proven work in a high-performance, process-driven sales organization where value selling, pipeline rigor, and accountability are part of the culture.
• We are not looking for a leader who wants to manage from the sidelines; we want someone who still actively sells, opens doors, builds territory, and makes the team better.
• Fluent in English in both written and spoken forms.

What Makes Arango Special?

At Arango, we believe that AI is only as powerful as the data foundation. Our mission is to help organizations build AI systems that can reason, decide and act based on unified, current, and trusted business context at scale. We are helping define a new category of infrastructure: the contextual data layer for AI.

Working at Arango means:

• Contributing to cutting-edge AI and data infrastructure
• Collaborating with experienced engineers, marketers, and product leaders
• Helping shape how enterprises build AI-powered applications

If you're excited about the intersection of AI, data, and social media, we'd love to hear from you.