Regional Vice President

About the team

dbt Labs' West + Central enterprise sales org drives new logo and expansion revenue across the region's largest data and analytics organizations. This RVP role leads the PacNW and Bay Area territory, a mix of established enterprise accounts and high growth prospects, and reports directly into the Area Vice President of Sales.

The role

We're hiring a first-line sales manager to lead a team of enterprise account executives covering the Pacific Northwest and Bay Area. This person will own pipeline generation, forecast accuracy, and deal execution for the territory, while developing a team of enterprise sellers into more consistent, disciplined performers. This is a player-coach role: you'll be in deals with your reps, not just reviewing them in a pipeline report.

What you'll do

• Manage and coach a team of enterprise account executives selling into PacNW and Bay Area accounts, with a focus on pipeline generation, forecast rigor, and deal progression
• Own territory planning and account segmentation across new logo and expansion motions
• Partner cross-functionally with solutions architecture, customer success, and professional services to drive full-funnel execution
• Represent the territory in weekly forecast and pipeline reviews with the AVP
• Recruit, hire, and ramp new account executives as the team scales
• Build and reinforce a consistent sales methodology, including discovery, MEDDIC-style qualification, and competitive positioning
• Get directly involved in strategic deals, escalations, and executive relationships where needed

What we're looking for

• 3+ years of experience managing enterprise or strategic account executives, ideally in data, analytics, or infrastructure software
• A track record of building and scaling teams that consistently hit or exceed quota
• Strong forecasting discipline and comfort operating in a fast-moving, matrixed post-merger environment
• Experience selling into complex, technical buying committees (data platform leaders, analytics engineering teams, CDOs)
• Familiarity with the dbt platform and modern data stack is a strong plus
• A coaching-first management style, with the ability to also step into deals as a player when the situation calls for it
• Based in or willing to be based in the Bay Area or Pacific Northwest, with regional travel expected