Regional Director - Solution Consulting, North America

About Responsive

About the Role

Responsive is hiring a Regional Director - Solutions Consulting (North America) to lead our NA presales organization through the next stage of growth. You’ll drive sales excellence through coverage and capacity planning for NA (net-new and expansion), drive efficiency through demo engineering & automation programs, and uplevel the team’s AI/LLM storytelling and proof skills. Two Principal SCs (Net New, Expansion) will report to this person, and act as player-coaches for pods of 3–4 SCs a piece. This director will be a strategic leader who will help raise the bar for Responsive’s SC team. 

Essential Functions

Lead North America outcomes (Net New and Expansion)

• Own presales coverage and outcomes for North America across both New Logos and Customer Expansion—SC team coverage, win rate, cycle time, and technical forecast hygiene.
• Set and manage segment ratios for Majors, Enterprise, Mid-Market, and SMB; rebalancing coverage to protect quality and throughput in both motions.
• Drive sales execution excellence by improving time-to-prove (discovery → compelling technical proof/POC) and overall deal conversion % for the NA market.
• Inspect and act on leading indicators weekly; remove bottlenecks in discovery, demo, and POC governance.

Capacity & coverage planning

• Build and run the quarterly NA capacity model (headcount by segment/theater, spans, pod design); define clear triggers for adding, pooling, or reallocating SC capacity across net new and expansion.
• Maintain player-coach structure via two Principal SCs (each coaching 3–4 SCs) while sustaining healthy spans (5–8).

People leadership & hiring

• Recruit and onboard new team members to raise the bar on the team’s AI thought leadership.
• Coach, develop, and performance-manage IC SCs and Principals with a goal of newly hired SCs  ready for independent 2nd/3rd-call delivery within 45–60 days.

Operational excellence & program efficiency

• Standup and Optimize the team’s Demo Engineering & Automation program : demo environments, test-data fixtures, reliability SLAs, self-guided “leaves,” and analytics-driven follow-up.
• Own POC program governance for NA: intake, acceptance checklist, success metrics, time-boxing, retros—raise POC→close while protecting capacity in both NL and Expansion.
• Uplevel SCs’ AI/Generative AI/LLM storytelling and proof (privacy/safety, data flows, model evaluation); embed this through the Principals to their pods.
• Partner with Sales leadership on strategic pursuits; orchestrate Cloud/Infra and Security counterparts; build trusted relationships with CIO/CISO/CTO.

Metrics & instrumentation

• Operate a consistent KPI set for NA: time-to-prove, time-to-qualified demo, % live demos, demo reuse rate, POC conversion (ENT/MJR), attach by stage (NL & Expansion), and technical forecast accuracy—and act on the data.
• Cross-time-zone coordination (US & India)
• Coordinate SC / demo engineering resources across US and India time zones to ensure follow-the-sun responsiveness for discovery, demos, POCs, and internal collaboration

Qualifications

• 12–17 years in enterprise SaaS across Solution Consulting / Sales Engineering and adjacent leadership roles, with 5+ years leading presales teams serving North America.

• Proven ownership of coverage & capacity planning that supports both net new and expansion (ratios by segment, attach policies, staffing plans, spans, and succession).

• Track record managing player-coach structures (Principals leading pods of 3–4 SCs) and a total scope of ~12–13 directs/indirect.

• Experience maintaining and improving an existing Demo Engineering & Automation program (environments, data fixtures, reliability SLAs, “leaves,” analytics) to lift reuse and shorten cycle time.

• Demonstrated POC governance: clear acceptance criteria, success metrics, time-boxes, and measurable conversion improvement in Enterprise/Majors for both NL and Expansion.

• Practical fluency in AI/Generative AI/LLMs for presales (value narrative, risk/safety/privacy, technical proof) and the ability to coach the team on it.

• Executive presence with C-suite buyers; deft cross-functional influence with Sales, Product/PMM, Security, Solutions Architecture, and RevOps.

• Data-driven operator who builds dashboards, inspects pipelines/forecasts, and takes timely capacity actions to protect outcomes.

Knowledge & Skills

• Hired and onboarded a Principal layer (player-coaches) and scaled enablement for SCs (onboarding, recurring coaching, certifications).

• Familiarity with demo automation/analytics and an opinionated approach to discovery gates, demo reuse, and “kill/refresh” cycles.

• Comfortable coordinating with EMEA/APAC counterparts (handoffs, localization notes) while owning the North America remit.

• Working knowledge of value-selling frameworks (e.g., MEDDPICC) and technical forecasting best practices.

Travel: ~20–30% for team coaching, strategic pursuits, and QBRs (NA-focused).

Additional Information

Responsive uses a market-based compensation philosophy. A candidate’s starting base salary will be determined by the specific responsibilities of the role, as well as job-related skills, experience, qualifications, location, and current market trends. The compensation range for this role is $230,000–275,000 On-Target Earnings (base + bonuses), depending on experience and location. Our recruiting team will provide details on the applicable range based on your location during the hiring process. Responsive embraces a global flexible workforce model with offices across the USA, India and Europe. This U.S. based role is remote and is not eligible for visa sponsorship.

In addition to a competitive compensation package, Responsive also offers the following benefits:

🏠  Flexible remote work 

📈 401k with company matching

📚 Unlimited professional development and ongoing learning through LinkedIn Learning Solutions

🏝 4 weeks of paid vacation, paid sick days, and paid bereavement

✈ 4 week sabbatical after 5 years of service

🍀 Mental Wellness Program (EAP) to support your well-being and self-care

❤️ Best-in-class health benefits, company paid for employee and company contribution for family coverage

At Responsive, our values are the foundation of who we are—and we’re equally committed to cultivating a diverse and inclusive culture that reflects and respects the richness of our global community. We welcome individuals of all backgrounds, including different cultures, ethnicities, ages, races, national origins, genders, sexual orientations, religions, and abilities, to apply for our open roles. If you share our commitment to an inclusive workplace and believe you’d thrive on our team, we’d love to hear from you!