Regional Sales Director – West

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

📋 Description

• Drive the acquisition of new logos and foster growth across the Western region

• Achieve quarterly and annual sales targets consistently

• Identify, qualify, and secure opportunities within the medical devices, automotive, industrial/OT, energy/critical infrastructure, and telecom/networking sectors

• Oversee enterprise discovery initiatives that focus on firmware risk, SBOM evidence, supplier exposure, regulatory compliance, and long device lifecycles

• Navigate complex consultative sales processes from initial meetings through proof of value (POV), pricing discussions, security assessments, procurement, and contract finalization

• Collaborate with Solutions Engineering to provide demonstrations, POVs, and technical validation

• Establish and nurture relationships with C-level executives and VP stakeholders

• Maintain relationships with executives post-sale and identify opportunities for expansion

• Facilitate renewals by ensuring visibility of customer outcomes and early forecasting of risks

• Manage Salesforce data hygiene, pipeline quality, stage discipline, close plans, MEDDPICC rigor, and precise forecasting

• Stay informed on device security and compliance regulations, including EU CRA, FDA cyber requirements/524B, CE RED, PSTI, ISO 21434 / UNECE R155, and SBOM expectations

⛳️ Requirements

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

• Demonstrated success in closing mid-market to enterprise deals involving multi-stakeholder buying committees and lengthy, intricate sales cycles

• Capability to engage with both technical and executive audiences, including Engineering, DevOps, Product Security, AppSec, and CISO/CTO

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

• Strong understanding of solution/value selling and a structured methodology, such as MEDDPICC or a comparable approach

• Ability to thrive in an early-stage or high-growth environment

• Customer-first mindset; direct, evidence-driven, and credible when working with skeptical technical teams

• Must be located in the West region

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

🏝️ Benefits

• Equity

• Comprehensive benefits package

• Fully distributed workforce

• Remote-first culture