Regional Sales Manager, Commercial

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

📋 Description

• Take ownership of the entire sales cycle for the territory, from prospecting to closing and expansion, achieved through channel partners.

• Develop and implement territory strategies to create a pipeline and drive consistent ARR growth.

• Build and nurture relationships with channel partners to identify, develop, and finalize opportunities.

• Engage with security leadership, budget owners, and key stakeholders across complex organizations.

• Lead consultative discovery sessions focused on customer security workflows, operational challenges, and priorities.

• Create ROI-driven business cases and value propositions linked to measurable security outcomes.

• Design and execute proof-of-concepts with defined objectives and alignment with stakeholders.

• Collaborate with Field Engineering, Product, Engineering, and Marketing teams to advance opportunities and ensure customer success.

• Offer customer and market insights to shape product strategy, positioning, and go-to-market initiatives.

• Position Andesite's AI-driven platform against traditional SOC tools, point solutions, and manual analyst workflows.

• Regularly meet or exceed pipeline and ARR targets.

⛳️ Requirements

• Over 10 years of quota-carrying sales experience, preferably in cybersecurity, SaaS, or AI/ML solutions.

• Proven history of closing complex, high-value deals.

• Experience in building a pipeline from scratch through outbound prospecting, territory development, and strategic account planning.

• Demonstrated success in selling through a 100% channel model.

• Established record of developing deals and relationships with channel partners in the field.

• Experience selling to senior security leadership, including CISOs and SOC executives, as well as other executive stakeholders.

• Strong consultative selling abilities.

• Skill in recognizing customer needs and crafting ROI-driven business cases.

• Comfort in selling technical, AI-driven products in dynamic, fast-paced environments.

• Technical fluency in cybersecurity tools, integrations, APIs, and data/security infrastructure.

• Experience in executing land-and-expand strategies.

• Proficient in using CRM tools like Salesforce or HubSpot.

• Experience selling to enterprise or mid-market security operations teams is beneficial.

• Existing network of CISOs, security operations leaders, or security architects is advantageous.

• Familiarity with SIEM, SOAR, and EDR/XDR technologies is a plus.

• Knowledge of MEDDPIC, Challenger, or other enterprise sales methodologies is a plus.

• Experience in a competitive, high-growth SaaS or cybersecurity market is advantageous.

🏝️ Benefits

• Unlimited commission potential.

• Significant equity ownership.

• 100% employer-covered comprehensive health insurance, including medical, dental, and vision for you and your family.

• One-time stipend for home office setup.

• Generous and flexible Paid Time Off (PTO).

• A truly remote-first culture with a flexible work environment.

• Occasional travel for in-person collaboration with customers and team members.

• Up to 14 weeks of fully paid parental leave.