Regional sales Director

Regional Sales Director

Enterprise Cybersecurity | Remote, United States

The Opportunity

We're looking for a high-agency Regional Sales Director (RSD) to build pipeline, win new customers, and drive revenue growth across an assigned U.S. territory.

This is an individual contributor role for a true hunter. You'll own the sales cycle from prospecting through close, developing relationships with enterprise customers and navigating complex technical sales involving multiple stakeholders, lengthy evaluations, and procurement processes.

You'll focus on manufacturers of connected devices and other organizations facing growing product security, firmware, software supply chain, and regulatory compliance challenges. Priority industries include automotive, medical devices, industrial and operational technology (OT), manufacturing, energy, critical infrastructure, and telecom.

This is an opportunity to build, not inherit, a territory. With approximately 70 employees, we're operating in a growth-stage environment where individual initiative matters. You'll have meaningful ownership over your territory strategy, pipeline creation, and customer engagement without relying on the extensive infrastructure of a mature enterprise sales organization.

What You'll Do

• Build and own your territory. Develop account strategies, identify target customers, create pipeline, and consistently deliver against quarterly and annual revenue goals.
• Win new enterprise customers. Personally prospect, qualify, develop, and close new-logo opportunities, using creative approaches to establish customer access and generate demand.
• Navigate complex sales cycles. Lead opportunities from discovery and technical validation through proofs of value, pricing, security reviews, procurement, and contract execution.
• Sell to technical and executive buyers. Engage CISOs, CTOs, Product Security leaders, Engineering executives, Compliance and Regulatory teams, and PSIRT stakeholders.
• Translate technical risk into business value. Connect product capabilities to customer challenges involving firmware vulnerabilities, SBOM visibility, supplier risk, and regulatory readiness.
• Partner across the organization. Work closely with Solutions Engineering, Product, Marketing, and Customer Success to advance deals, demonstrate value, and identify expansion opportunities.
• Manage pipeline and forecasting. Maintain disciplined opportunity management, accurate Salesforce reporting, and structured deal strategies using MEDDPICC or an equivalent methodology.
• Leverage AI and market insights. Use AI and other tools to improve account research, prospecting, sales workflows, and overall effectiveness while staying informed on evolving product security requirements.

What We're Looking For

• Enterprise sales experience. A track record of success in quota-carrying B2B sales, ideally within cybersecurity, enterprise software, or technical platforms. Seven or more years is preferred, but demonstrated enterprise selling ability matters more than tenure alone.
• A proven hunter. Evidence of personally generated pipeline, consistent new-logo acquisition, and the ability to create opportunities rather than depend primarily on inbound leads, SDRs, or existing relationships.
• Experience with complex deals. Success navigating enterprise buying committees, technical evaluations, procurement, and consultative sales cycles.
• Technical credibility. The ability to engage technical stakeholders and communicate complex product capabilities in terms of business risk and value. Experience in cybersecurity, application security, product security, software supply chain security, vulnerability management, or related domains is preferred.
• Territory-building skills. A clear approach to identifying target accounts, creating customer access, and generating demand in markets where brand recognition and existing pipeline may be limited.
• Startup mentality. Comfortable operating with ambiguity, limited resources, and evolving processes. You take ownership, adapt quickly, and find ways to move deals forward.
• Strong executive presence. Confident, energetic, and credible with senior decision-makers, with the ability to build consensus across technical and business stakeholders.
• AI fluency. Demonstrated use of AI to improve prospecting, account research, workflows, or productivity.
• A growth mindset. Willing to examine lost deals honestly, learn from setbacks, and continuously improve your approach.

Location: Remote within the United States. Candidates will be considered for an East or West territory based on location and business needs. Preference will be given to candidates in the Northeast and on the West Coast. Travel for strategic accounts, customer workshops, and executive meetings is expected.

Compensation & Benefits

Total on-target earnings (OTE) are expected to range from $280,000 to $350,000, depending on geographic location and experience, with a 50/50 base salary and variable compensation structure.

The final compensation package will reflect experience, skills, and location. The role is also eligible for equity and company benefits.