Regional Sales Director, Digital Native & Emerging Markets

As Regional Sales Director, UKI, you will own the/regional territory go-to-market strategy, recruit, retain and lead a high-performing team of enterprise Account Executives. You will be responsible for building a durable pipeline, developing executive relationships, winning strategic opportunities and driving sustainable revenue and consumption growth across the region. You will operate as a hands-on sales leader: setting clear priorities, coaching the team in the field, raising the quality of execution and creating a culture of accountability, collaboration and customer focus.

You will work closely with Solutions Engineering, Customer Success, Marketing, Partners, Professional Services, Product and executive leadership to deliver outcomes for customers and the business. You will be accountable for Customer Acquisition, New ACV expansion, renewals and consumption within your territory.

• Set the UKI sales strategy, operating rhythm and priorities in line with company goals.
• Lead, coach and develop a team of enterprise Account Executives, creating clarity on expectations, territories, account focus and execution standards.
• Build a predictable pipeline-generation engine across new logo, expansion and strategic account motions.
• Establish strong account and territory plans, with clear customer outcomes, stakeholder maps, champions and next steps.
• Coach the team through complex enterprise sales cycles, from discovery and qualification through negotiation, close and post-sale transition.
• Drive disciplined use of sales methodology, including rigorous qualification, mutual action plans, deal inspection and accurate forecasting.
• Engage directly with senior customer stakeholders, including CIOs, CTOs, CDOs and business leaders, to connect data strategy to measurable business value.
• Engage and build strong network across the IBM Ecosystem to build pipeline and executive engagement
• Lead strategic deal strategy and executive alignment for the region's most important opportunities.
• Partner with Solutions Engineering and Customer Success to ensure technical wins translate into successful production workloads, adoption and long-term customer value.
• Build productive relationships with strategic partners, including cloud providers, systems integrators and technology partners.
• Collaborate with Marketing and Sales Development to create targeted regional campaigns and improve pipeline conversion.
• Use performance data and customer insight to improve prioritisation, execution, forecast quality and sales productivity.
• Recruit and retain exceptional talent, develop future leaders and promote an inclusive, high-performance culture.
• Represent the UKI field in wider EMEA and global leadership forums, bringing customer and market insight back into the organisation.
• The UKI team has clear priorities, strong account plans and a consistent operating rhythm.
• Pipeline is healthy, diversified and connected to defined customer outcomes.
• Forecasts are accurate, risks are surfaced early and leadership attention is focused where it can change outcomes.
• Account Executives are improving through regular coaching, deal reviews and field engagement.
• Strategic customers recognise Confluent as a trusted partner in their data and application modernisation journey.
• New workloads progress into production, creating durable customer value and sustainable growth.
• The team attracts, develops and retains high-quality talent.

• Significant experience in enterprise technology sales, including experience leading and developing sales teams.
• A strong record of achieving and exceeding bookings and consumption targets in complex, multi-stakeholder sales environments.
• Experience selling cloud, SaaS, data infrastructure, developer platforms or other technically sophisticated solutions.
• Deep understanding of pipeline generation, executive engagement, discovery, qualification, value selling and enterprise deal strategy.
• Demonstrated ability to coach Account Executives in the field and raise performance through structured inspection and feedback.
• Experience managing accurate forecasts and operating a consistent sales cadence across a region.
• Strong commercial judgement, negotiation skills and the ability to mobilise internal and external stakeholders around a deal.
• Experience working with consumption-based, subscription or usage-led business models.
• A customer-first leadership style with high standards, clear accountability and genuine investment in people development.
• Excellent…