Territory Director – California

Join phData , a dynamic and innovative leader in the modern data stack. We partner with major cloud data platforms like Snowflake, AWS, Azure, GCP, Fivetran, Pinecone, Glean and dbt to deliver cutting-edge services and solutions. We’re committed to helping global enterprises overcome their toughest data challenges. phData is a remote-first global company with employees based in the United States, Latin America and India. We celebrate the culture of each of our team members and foster a community of technological curiosity, ownership and trust. Even though we’re growing extremely fast, we maintain a casual, exciting work environment. We hire top performers and allow you the autonomy to deliver results. 6x Snowflake Partner of the Year (2020, 2021, 2022, 2023, 2024, 2025) Fivetran, dbt, Atlation, Matillion Partner of the Year #1 Partner in Snowflake Advanced Certifications 600+ Expert Cloud Certifications (Sigma, AWS, Azure, Dataiku, etc) Recognized as an award-winning workplace in US , India and LATAM The Territory Director plays a strategic role in scaling our business. As a key player within our Sales organization, you are accountable for building and maintaining relationships with strategic partners within our ecosystem, sourcing and acquiring new customers, and managing the overall relationship at buying accounts within your territory. This role demands a successful track record creating and executing territory development strategies, team-based selling, navigating complex sales cycles, and building strategic relationships with decision makers and champions. Location Focus: We are especially interested in candidates located in Northern California. Our growth strategy includes expanding our presence and deepening relationships in this key market. If you are based in or have significant experience working within these regions, we encourage you to apply. About You Experienced and Skilled – You bring 5-15 years of experience in consulting sales, delivery, or a hands-on technical role, with proven ability to deliver measurable results and exceed targets. You deeply understand the modern data landscape, ask insightful questions to uncover pain points, qualify needs, and position complex services effectively. Value-Driven – You consistently add value through your sales, business, relationship, or technical acumen. You conduct thorough research, ensure quality in all deliverables, and maintain a strong work ethic, paying close attention to critical details. Entrepreneurial – You seek opportunities to contribute beyond your role with passion and ambition. You develop creative strategies as opposed to exclusively following the status quo and you proactively engage the broader organization for support. Extreme Ownership – You take full accountability for outcomes, learn from setbacks, and consistently set, achieve, and pursue new goals with operational excellence. Team Player – You work effectively with others to drive alignment and success, taking initiative to support your team and help others. Relationship Architect – You are authentic, humble, and solution-focused, building trust and navigating complex customer relationships, even at the highest levels. Executive Presence – You naturally engage others with confidence, charisma, and a well-informed perspective, influencing outcomes positively. You communicate clearly, consistently, and proactively. Continuous Learner – You have a constant drive for improvement, engaging in self-driven learning to refine your skills and stay ahead in a rapidly evolving landscape. Responsibilities: Exceed quarterly/annual sales targets in all practice areas (Data Engineering, Managed Services, Machine Learning, and Analytics) Co-Sell with Snowflake, AWS, and other ecosystem partners to sell transformative data and AI engineering services and solutions into enterprise companies. Drive and execute lead generation activities (i.e. cold calls, email, social, regional events, etc.) to grow market share and awareness within your region. Partner with team members (Managing Directors, Solutions Engineering, Marketing, etc.) to scope and present solutions to prospects and clients. Take accountability for the phData brand in your territory and accounts, including all sales, delivery and overall customer success for accounts with your region. Navigate complex organizational structures to identify key stakeholders, champions and budget owners across various lines of business within an account. Accurately forecast, update deals, and manage sales pipeline. Complete and embrace training for continuous improvement and new company initiatives. Qualifications: 5+ years of B2B sales experience in technology services. Experience in cloud services, data services, and/or AI is a plus. Experience co-selling with technology partners. Experience in Snowflake, Azure, AWS, and related platforms is a plus. Strong verbal, written and presentation skills. Ability to craft proposals, SOWs, negotiate contracts, deliverables and pricing. Enthusiasm to work in a fast paced, high-growth environment. Ability to work cross-functionally, and be inclusive in your sales process. Possess natural curiosity about your customer and their business. Proven track record of sourcing, negotiating and closing $250K+ deals that turn into multi-million dollar customers. Ability to travel up to 50% Why phData? We offer: Remote-First Work Environment A casual, award-winning small-business work environment A culture that prizes autonomy, creativity, and transparency Competitive compensation, benefits, PTO, and perks phData celebrates diversity and is committed to creating an inclusive environment for all employees. Our approach helps us to build a winning team that represents a variety of backgrounds, perspectives, and abilities. So, regardless of how your diversity expresses itself, you can find a home here at phData. We are proud to be an equal opportunity employer. We prohibit discrimination and harassment of any kind based on race, color, religion, national origin, sex (including pregnancy), sexual orientation, gender identity, gender expression, age, veteran status, genetic information, disability, or other applicable legally protected characteristics. If you would like to request an accommodation due to a disability, please contact us at People Operations.