Regional Sales Manager – Mid-Atlantic Region

Instana is looking for a stellar Regional Sales Manager to join our rapidly expanding sales team!

The role of the Regional Sales Manager (RSM) is to own and drive initial transactions, expansion transactions and renewal transactions in a defined set of accounts. The RSM is expected to maintain sufficient activity and pipeline to assure achievement of quota on a quarterly and annual basis. The RSM is paid a competitive on target earnings (OTE). In addition, the RSM is eligible for generous accelerators and/or MBOs upon achieving annual quota.

The RSM is expected to work collaboratively with Sales Engineers, Customer Success and Business Development Reps to maximize the potential of assigned accounts.

RSM’s responsibilities include but are not limited to:

  • Represent Instana with the highest levels of professionalism
  • Treat all Instana employees respectfully and professionally
  • Build and maintain a pipeline of 3.5 times their assigned quota
  • Adherence to Instana’s sales methodology including documentation of stages and activities in SalesForce CRM
  • Accurately track all activities such as emails, meetings, calls, etc in SalesForce CRM
  • Maintain and update opportunities in SalesForce to provide visibility into pipeline and forecast
  • Respond quickly and professionally to information requests from other team members and customers and prospects


  • 5+ years of field experience selling software solutions to development and IT organizations
  • Bachelor’s degree or equivalent experience in relevant discipline
  • Proven track record of surpassing quota
  • Knowledge of territory and accounts within assigned territory
  • Experience with sales methodologies, Customer Centric Selling, MEDDIC, Challenger
  • Strong technical acumen with ability to communicate business value
  • Excellent qualifying, presentation and closing skills
  • Demonstrated ability to manage forecast

Who we are:

As the leading provider of Application Performance Management solutions for containerized microservice applications, Instana applies automation and artificial intelligence to deliver the visibility needed to effectively manage the performance of today’s dynamic applications across the DevOps lifecycle. Founded by Application Monitoring veterans, Instana provides true AI-powered APM to help organizations deliver high performance applications today and in the future. Visit us at to learn more.

We promote a healthy work-life balance and acknowledge the contribution each employee makes to our success. We offer a dynamic, quickly growing workspace based on trust, transparency and quality. Our team consists of high performing experts and spreads from Silicon Valley to Japan covering North America and Europe. We support the right mindset and capability for successfully working remotely and maintaining a collaborative close-knit relationship with other Instana team members.

Instana is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, national origin, disability, veteran status, and other legally protected characteristics.