Regional Director, SLED
Core
Build and lead the team responsible for revenue growth across state, local, and education (SLED) accounts within the Public Sector, driving land-and-expand motion for an AI-powered developer tool.
Role type
Senior IC enterprise sales leader (SLED)
Builds
AI-powered developer productivity tool (Cursor)
Domain
Public Sector (State, Local, Education) + Developer Tools + AI
Deliverable
production ML models | product features | client delivery
Required skills
SLED enterprise sales leadership, team building and scaling, complex public sector buying process navigation, executive relationship management, strategic account planning, ROI framework development, procurement process expertise (NASPO, cooperative agreements), technical fluency in developer tools and AI, forecasting and pipeline management
Preferred skills
Experience in developer tools, technical SaaS, infrastructure, cybersecurity, or emerging technologies, hands-on involvement in outbound prospecting and account mapping
Technologies
Cursor (AI code editor), NASPO, cooperative purchasing agreements
Responsibilities
Build, hire, and lead a high-performing team of SLED Account Executives; Set and execute go-to-market strategy for a named territory of state agencies, local governments, and educational institutions; Personally engage in the largest, most strategic deals leading complex, multi-threaded sales cycles; Coach the team to become trusted product experts; Build executive relationships across state and local agencies, school systems, and universities; Establish clear ROI frameworks tied to developer productivity and AI adoption; Partner with Field Engineering and the AI Deployment team to ensure outcomes from proof of concept through production deployment; Navigate and build repeatable playbooks for state and local procurement processes
Seniority
Senior, hands-on IC