Senior Director, Regional Sales – West Coast

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

📋 Description

• Take ownership of the regional sales strategy and execution focused on acquiring new customers and expanding existing accounts.

• Attract, develop, and retain top sales talent.

• Provide coaching to sales representatives on territory planning, discovery, deal strategies, and full-cycle execution.

• Set regional goals and develop comprehensive business plans.

• Ensure disciplined management of the sales pipeline and accurate forecasting using MEDDPICC and sales systems.

• Facilitate the building of executive-level relationships and manage complex, multi-stakeholder sales cycles.

• Collaborate with channel, marketing, customer success, and sales operations teams.

• Stay informed about the cybersecurity market, Recorded Future’s platform, and the competitive landscape.

• Supervise pricing strategies and deal hygiene.

• Meet and exceed regional revenue targets.

⛳️ Requirements

• Capability to formulate long-term regional sales strategies and drive performance through effective goal setting, coaching, and leading by example.

• Strong understanding of MEDDPICC, sales discipline, and pipeline management.

• Ability to create compelling value propositions and conduct executive-level conversations.

• Experience in mentoring and empowering sales representatives while fostering a culture of collaboration, feedback, and career advancement.

• Consultative, high-impact customer orientation and robust partner relationship skills.

• Leadership traits characterized by empathy, resilience, curiosity, and an entrepreneurial spirit.

• A minimum of 10 years of B2B sales experience (preferred).

• At least 3 years in a leadership or frontline management position (preferred).

• Demonstrated success in leading high-performing sales teams within high-growth technology or cybersecurity sectors.

• Profound knowledge of enterprise sales cycles, channel ecosystems, and strategic account planning.

• Proven track record of achieving team quotas and driving revenue growth in new business and account expansion.

• Proficiency in Salesforce, Clari, Gong, or comparable sales tools.

• Data-driven approach to managing pipelines and forecasting.

🏝️ Benefits

• Eligibility for incentive compensation.

• Eligibility for equity.

• Medical insurance coverage.

• Dental insurance coverage.

• Vision insurance coverage.

• Life insurance coverage.

• 401K plan.

• Accommodation or special assistance available during the application process.

• Commitment to equal opportunity and affirmative action in employment.

• A drug-free workplace environment.