The posting
About Us:
OpenDrives is a technology leader at the intersection of high-performance storage and complex data management. We provide the essential infrastructure that enables the world’s most ambitious creators and educators to move at the speed of ideation. From the high-velocity rendering of global film franchises and live broadcasting to the creative marketers behind every day brands and the massive data needs of schools and universities, our solutions solve the most critical data hurdles where performance is non-negotiable.
We are a team of curious listeners and relentless problem-solvers who thrive in a collaborative, supportive environment. Our culture is defined by our OPEN values:
- Open-mindedness: We approach every challenge with curiosity and a willingness to explore new perspectives.
- Persistence: We are relentless in our pursuit of excellence and solving our customers' toughest problems.
- Effectiveness: We focus on practical, high-impact solutions that deliver real-world results.
- Nimbleness: We move with purpose and speed, adapting to the evolving needs of a fast-paced technology landscape.
If you are a self-starting professional who leads with empathy and is dedicated to exceeding expectations, we invite you to help us build the future of data.
About the Role:
We are looking for an experienced West Coast based (Los Angeles, California preferred) Regional Territory Manager with a familiarity, focus, and understanding of sophisticated video content and large-scale unstructured data workflows to join our Sales Team. The Sales team at OpenDrives is the primary engine for revenue growth. As a Regional Territory Manager, you are a full-cycle sales hunter responsible for the entire deal lifecycle—from cold prospecting and lead generation to closing and renewals. This role requires a 'roll-up-your-sleeves' mindset; you will work with Marketing and Channel to build your own pipeline in an early-stage, fast-paced environment where self-sufficiency will be the key to success.
Essential Duties and Responsibilities:
To perform this job successfully, an individual must be able to perform the following satisfactorily; other duties may be assigned. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- Act as the primary architect of the territory’s growth; responsible for hunting net-new business and building a self-sustained pipeline alongside team-wide Marketing campaigns
- Meet/exceed assigned goal and sales quotas on a quarterly basis
- Identify, qualify and set appointments to move deals toward close
- Research key target accounts/vertical markets, and broader industry trends
- Develop and execute high-volume outbound call and email campaigns in coordination with Marketing and Solutions.
- Help progress opportunities with other Territory Managers and handle project upsells or renewals as needed to support team goals.
- Qualify and respond to marketing generated leads
- Take personal ownership of driving attendance to company events through direct outreach
- Work with Channel on outbound prospecting campaigns with partners
- Communicate with Marketing on strategy, lead generation, lead programs
- Maintain rigorous data hygiene and daily use of sales enablement tools (Salesforce.com, LinkedIn, etc.) to manage a high volume of accounts.
- Ability to travel up to 10% within the assigned territory for customer demos, conferences, and company events
- Must live on the West Coast
Competencies and Skills:
To perform the job successfully, an individual should demonstrate the following.
- A consistent track record of exceeding quotas specifically through penetrating net-new accounts
- Ability to effectively manage and prioritize various sales-related activities and fluently adapt to shifting priorities
- Effectively utilize existing established relationships within your assigned territory to bypass gatekeepers
- Excellent verbal, written and presentation skills
- Expertise in architecting and presenting custom ROI (Return on Investment) and TCO (Total Cost of Ownership) models that align OpenDrives’ technical value with the financial objectives of stakeholders
- Ability to clearly communicate OpenDrives business value to varying roles in an IT organization including the “C” suite
- Demonstrated ability to optimize performance and drive results in a fast-paced environment
- Proficient with Salesforce or related software
- Proficient with Google Suite or related software
Education and Experience:
- Minimum 3 years of experience in high tech storage/software sales
- BA/BS Degree required- prior work experience will be considered as a suitable alternative
- Workflow knowledge of the following verticals required:
- Sophisticated video content and large-scale unstructured data Corporate Video and video-based marketing Media & Entertainment or enterprise video
- Significant experience in early-stage environments; able to independently architect a sales strategy and execute high-volume outreach with minimal administrative support.
Physical Demands:
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this job, the employee is regularly required to sit and use hands to finger, handle, or feel. The employee is frequently required to talk or hear; stand and walk. The employee must be able to occasionally lift and/or move up to 10 pounds. This job operates partially in a clerical, office setting, but also includes on-site visits to customer, conferences, and company events.
Work Environment:
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
The noise level in the work environment is usually moderate.
The above job description is not intended to be an all-inclusive list of duties and standards of the position. Incumbents will follow any other instructions, and perform any other related duties, as assigned by their supervisor.
Benefits & Perks
We offer a comprehensive Total Rewards package designed to help you champion your territory while maintaining a healthy work-life balance:
- Remote-First Work: This is a 100% remote position, supplemented by a monthly Cell Phone and Internet Allowance to power your home office.
- Incredible Vacation Policy: Discretionary/Unlimited PTO, 15 Observed Company Holidays
- Health & Wellness: Premium Medical, Dental, and Vision insurance options.
- Financial Security: 401(k) Retirement Plan; Employer and Employee-paid Life Insurance & AD&D.
- Income Protection: Voluntary Short-Term and Long-Term Disability coverage.
- Flexible Spending Accounts: Healthcare and Dependent Care FSA, plus an HSA option.
- Wellness & Support: Employee Assistance Program (EAP) and a culture rooted in empathy and empowerment.
Compensation & Pay Transparency
Base Salary Range: $125,000.00 – $150,000.00 USD Annually Variable Compensation: This position is eligible for a commission-based incentive plan with an On-Target Earnings (OTE) potential of up to $235,000.00 – $260,000.00 USD annually. Variable compensation is based on performance metrics and will be prorated based on hire date.
The Fine Print: This is a Remote position. The provided compensation is a good faith estimate for this role and is provided pursuant to applicable state salary transparency laws (including CA, CO, NY, WA, and IL). Final salary offers are determined by several factors, including but not limited to: a candidate’s specialized education and training, depth of experience, geographic location, and internal equity. In accordance with applicable law, OpenDrives does not solicit, require, or rely on a candidate's salary history to determine compensation.
