Regional Vice President, Sales (920C2B2)

Referment; San Francisco (CA); On-site; USD 250,000 - 350,000; Full time

Job summary

Referment is expanding its enterprise sales team and seeking a Regional Vice President to lead the enterprise AE function from the San Francisco office. This player-coach role involves hiring, ramp, quota ownership, forecast accuracy and strategic deal leadership for large pursuits, including pilots and multi-year contracts.

You will run the team like the owner of the bar, personally closing major deals when needed, with the CEO sponsoring strategic opportunities and regular travel to client

Qualifications

• 3+ years leading a quota-carrying enterprise AE team.
• Managed a team through headcount growth with six-month+ deal cycles and multi-year contracts.
• Experienced in hiring at volume and communicating hiring outcomes.
• Player-coach who runs deals personally when needed.

Responsibilities

• Hire, ramp and lead the enterprise AE team and own hiring bar and time to first close.
• Own team quota and forecast accuracy with weekly pipeline reviews and enterprise deal board.
• Lead deal strategy on large pursuits and participate personally in negotiations.
• Design territory coverage, account tiering and rep blindspot analysis.
• Maintain pilot discipline, instrument pilots and review weekly as leading indicators.
• Run quarterly business reviews per rep focused on upmarket expansion.

Skills

Leadership

Quota-carrying

Enterprise AE

Hiring & ramp

Forecast accuracy

Deal strategy

Pilot-led sales

Job description

Referment is working with a legal technology company whose AI platform — medical record retrieval, medical chronologies and demand letters — is used by personal injury and plaintiff law firms. Revenue has grown quarter after quarter, pilots convert quickly, and the constraint is now coverage: the company is significantly expanding its enterprise sales team this year and needs a Regional Vice President to lead it.

You'll lead the Enterprise Account Executive team, reporting to the VP of Sales. Most of the team you'd lead has not been hired yet, so you'll own the bar: hiring, ramp, deal strategy and forecast accuracy for the enterprise segment. The sales motion is proven and documented — the job is making it repeatable at greater scale rather than inventing it. This is a player-coach role: you'll still run deals personally, including the largest pursuits, with the CEO personally sponsoring strategic deals.

The Role

• Hire, ramp and lead the enterprise AE team — you own the hiring bar, the interview loop and time to first close.
• Own team quota and forecast accuracy, running weekly pipeline reviews and the enterprise deal board.
• Lead deal strategy on the largest pursuits and be personally in the room.
• Design territory coverage, account tiering and per-rep blindspot analysis.
• Hold pilot rigour across the team — pilots scoped, instrumented and reviewed weekly, with pilot conversion treated as the primary leading indicator.
• Run quarterly business reviews per rep, focused on moving upmarket and intentional territory penetration.
• Partner with engineering, customer success and operations on enterprise segment feedback.

What We're Looking For

• 3+ years leading a quota-carrying enterprise AE team, including through a period of real headcount growth rather than steady state.
• Owned a team number in an environment with six-month-plus deal cycles and multi-year contracts.
• Hired at volume and can articulate the bar you held and what you learned from hiring misses.
• A player-coach, still comfortable running a deal personally rather than managing through dashboards.
• Experience with pilot or proof-of-concept led sales motions, including how to keep them honest.

Experience selling to law firms, healthcare, insurance or professional services is a plus rather than a requirement. The role is based in the company's San Francisco office and involves regular travel. This could suit a first-line or second-line enterprise sales leader who wants to build a team largely from scratch, close to a CEO, inside a company where the motion already works.

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