Regional Sales Director – Northeast

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of acquiring new logos and expanding business across the East region, consistently achieving quarterly and annual objectives.

• Identify, qualify, and finalize opportunities in sectors such as medical devices, automotive, industrial/OT, energy/critical infrastructure, and telecom/networking.

• Lead enterprise discovery efforts focused on firmware risks, SBOM evidence, supplier exposure, regulatory compliance, and extended device lifecycles.

• Manage intricate consultative sales processes from initial meetings through proof of value (POV), pricing discussions, security evaluations, procurement, and contract finalization.

• Collaborate with Solutions Engineering to provide demonstrations, POVs, and technical validation aligned with buyer evidence requirements.

• Develop and sustain relationships with C-level executives and VP stakeholders.

• Maintain executive relationships post-sale to identify opportunities for expansion and reinforce measurable value.

• Facilitate renewals by ensuring customer outcomes are visible, forecasting potential risks early, and reinforcing value.

• Oversee Salesforce hygiene, pipeline quality, stage discipline, close plans, MEDDPICC rigor, and accurate forecasting.

• Stay updated on device security and compliance drivers, translating them into a sense of urgency for buyers.

⛳️ Requirements

• A minimum of 7 years of quota-carrying B2B sales experience in enterprise software or technical platforms.

• Experience in security or related technical domains is preferred.

• A proven track record of closing mid-market to enterprise deals involving multi-stakeholder buying committees and lengthy, complex sales cycles.

• Capability to engage both technical and executive audiences, including stakeholders from Engineering, DevOps, Product Security, AppSec, CISO, and CTO.

• Familiarity with embedded systems, firmware, SBOMs, SCA, binary analysis, supplier SBOM intake/reconciliation, vulnerability management, and evidence-driven compliance.

• Strong expertise in solution/value selling and a structured methodology such as MEDDPICC.

• Ability to thrive in an early-stage, high-growth environment; self-directed, hands-on, and collaborative.

• A customer-first mindset; direct, evidence-based, and credible when working with skeptical technical teams.

• East location is required.

• Willingness to travel for strategic accounts, POV workshops, and executive meetings.

🏝️ Benefits

• Equity

• Benefits

• Fully distributed workforce

• Remote-first culture

• Willingness to travel for strategic accounts, POV workshops, and executive meetings