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The Role
Lead BigPanda’s Central region sales organization, owning revenue strategy, pipeline generation, forecasting, quota attainment, enterprise customer acquisition, partner-led growth, and team development. Recruit, coach, and retain enterprise account executives while driving regional go-to-market execution, executive deal strategy, cross-functional alignment, and performance management. The role requires extensive enterprise software sales leadership experience, strong forecasting and MEDDPICC expertise, and consistent success exceeding B2B SaaS revenue targets.
Summary Generated by Built In
Location requirements:
Must be based within the Central region. This is an in-market leadership role, expect regular travel to work alongside your team and to be in front of enterprise customers.
About the Role:
BigPanda is looking for a Regional Vice President of Sales to lead our Central region and drive continued growth across enterprise accounts. You will own the regional revenue strategy, build and develop a high-performing sales team, and partner closely with Sales Engineering, Marketing, Professional Services, Customer Success, Partnerships, and Finance. The team is focused on helping enterprise customers transform IT operations with BigPanda’s agentic automation platform.
BigPanda is an agentic-first AIOps platform. Our customers run environments where minutes of downtime on a critical application cost tens to hundreds of thousands of dollars, and where the operational cost of preventing that is itself under scrutiny. You'll be leading enterprise cycles into IT operations, infrastructure, and SRE organizations at the largest companies in the region — often in competitive evaluations against ServiceNow and the observability vendors.
This role reports to the Area Vice President, Western US.
This role carries real autonomy. You bring the plan for how you'll run Central: coverage, cadence, deal strategy, team development, where you place your bets. We align on it, then you run it your way. Results adjudicate. When something isn't working, we talk, you adjust, and you go run it again.
Central is part of a shared Area number, so a few things are fixed:
- Forecast integrity is absolute. Bad news travels early, not at quarter end.
- Deal qualification lives in the system, not in your head. MEDDPICC and Command of the Message are how we inspect.
- Discounting and non-standard terms come through the deal desk.
Everything outside that list is yours.
What you will do:
- Own the Central region’s revenue plan, including pipeline generation, new logo acquisition, forecast accuracy, and quota attainment
- This role carries a quota, weighted toward new logo acquisition
- Build and execute a regional go-to-market strategy aligned with BigPanda’s broader business objectives
- Build the pipeline-generation discipline of the team: territory coverage, outbound rigor, and self-sourced opportunity creation as a standard, not a campaign
- Drive partner-led growth in the region through the reseller, MSP, and systems-integrator ecosystem
- Recruit, hire, onboard, coach, and retain a fully staffed, high-performing team of enterprise account executives
- Establish a culture of accountability, customer obsession, continuous improvement, and professional development
- Lead forecast and pipeline reviews, executive deal strategy, cross-functional alignment, and regional performance management
What skills and experience you’ll bring to BigPanda:
- 10+ years of progressive enterprise software sales experience, including significant sales leadership experience
- Proven track record of consistently exceeding revenue targets in a B2B SaaS or enterprise technology environment
- Experience selling complex solutions to large enterprise customers and multiple stakeholders
- Experience recruiting, developing, and retaining high-performing sales talent
- Strong command of forecasting, pipeline management, MEDDPICC and Command of the Message, and sales operations
- Experience building regional sales strategy, organizational structure, and performance metrics
- Executive presence with strong written, verbal, and presentation skills
- Customer-obsessed, data-driven, collaborative, and highly accountable leadership style
About Us:
BigPanda delivers agentic automation for IT operations. We enable enterprise IT to keep its digital world running by transforming manual and reactive human processes into intelligent, autonomous systems that detect, respond, and prevent IT incidents at machine speed. That’s why the world’s most trusted brands rely on BigPanda to improve operational efficiency and deliver exceptional service reliability to their customers.
We have an awesome team of motivated, knowledgeable, fun-loving, and friendly Pandas. We provide comprehensive health coverage, parental leave, competitive cash and equity compensation, and a supportive, collaborative, and innovative environment to empower you to do the best work of your career.
Our Benefits:
- Competitive equity
- Remote-first environment
- Unlimited PTO
- Twelve (12) paid holidays throughout the year
- Comprehensive health benefits
- #PandaParent support. Financial assistance for fertility, adoption, and surrogacy expenses, plus up to eighteen (18) weeks of fully paid leave for birthing parents and up to twelve (12) weeks for non-birthing parents.
- Financial planning services
- Employee learning & development budget
- Values-based recognition (quarterly and annually)
- Social community & ERG programs
- Dog friendly office
- Lunches provided in office
- Flexible work environment along with a work-from-home stipend to support remote work arrangements
- Values-based culture
Please note that visa sponsorship is not available for this position.
Market competitive salary with an anticipated OTE compensation range (salary + commission target) of $420,000 annually. Actual salaries will vary depending on a candidate’s experience, qualifications, skills, and location. This is a commission-eligible position, and the pay mix for this role is 50/50 (AE), or 70/30 (SE)
BigPanda offers a generous total rewards package that includes base pay, commission, equity, and a world-class benefits program. We run one (1) compensation review cycle per year to ensure that managers can recognize employees without much lag between achievement and reward. All of this builds toward the best compensation we can give to anyone: the ability to develop your skills each and every day. BigPanda has a significant focus on career development that is at the core of our employee experience.
BigPanda is proud to be an Equal Employment Opportunity workplace employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics.
Note: BigPanda is an E-Verify Employer
If you need assistance or an accommodation due to a disability, you may contact us at [email protected].
Skills Required
- 10+ years of progressive enterprise software sales experience, including significant sales leadership experience
- Proven track record of consistently exceeding revenue targets in a B2B SaaS or enterprise technology environment
- Experience selling complex solutions to large enterprise customers and multiple stakeholders
- Experience recruiting, developing, and retaining high-performing sales talent
- Strong command of forecasting, pipeline management, MEDDPICC, Command of the Message, and sales operations
- Experience building regional sales strategy, organizational structure, and performance metrics
- Executive presence with strong written, verbal, and presentation skills
- Customer-obsessed, data-driven, collaborative, and highly accountable leadership style
- Must be based within the Central region
- Regular travel to work alongside the team and meet enterprise customers
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The Company
What We Do
BigPanda is the only Event Correlation and Automation platform built for domain-agnostic AIOps. We transform how IT teams prevent outages and resolve incidents by turning data into insights and action. Without BigPanda, IT Ops and DevOps teams struggle with manual and reactive incident response capabilities that are badly suited for the scale, complexity and velocity of modern IT environments. This results in painful outages, unhappy customers, growing IT headcount and the inability to focus on innovation. Fortune 500 enterprises such as Intel, Cisco, United, Nike, Marriott and Expedia rely on BigPanda to prevent outages, reduce costs, and give their teams time back for digital transformation. BigPanda helps organizations take a giant step towards Autonomous IT Operations by turning IT noise into insights and manual tasks into automated actions. BigPanda is backed by top-tier investors including Sequoia Capital, Mayfield, Battery Ventures, Greenfield Partners and Insight Partners. Visit www.bigpanda.io for more information.
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