Director of Sales - Bay Area

Director of Sales - Bay Area

About Arango:

Arango delivers a unified, natively multimodel contextual data platform that powers AI agents, assistants, and applications with the unified, current, and trusted business context needed to reason, decide, and act at scale.

The Arango Contextual Data Platform connects fragmented enterprise data with LLMs, copilots, and AI agents through a simplified architecture delivered out of the box. By combining graph, vector, document, key-value, and search capabilities in a single platform, Arango eliminates the complex stacks many organizations build to operationalize enterprise AI.

Trusted by organizations including NVIDIA, HPE, the London Stock Exchange, PSI CRO, the U.S. Air Force, NIH, Siemens, Transient.

AI, Matpriskollen, and Articul8, Arango helps enterprises move from AI pilots to reliable production systems faster while lowering infrastructure complexity and total cost of ownership. Arango is a proud member of the NVIDIA Inception Program and the AWS ISV Accelerate Program. Learn more , Linked In, and G2.

Location

Bay Area (hybrid / remote with travel across Western U.S. and nationally/ West Coast ownership, with the Bay Area preferred.)

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 — blending hands‑on deal ownership with regional coaching and execution. You’ll 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 & 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,
• coaching reps in live opportunities, including discovery, qualification, executive engagement, deal strategy, negotiation, and close planning.
• Pipeline creation / new‑logo hunting (screening criterion).
• Building 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
• 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…