Senior Director, Regional Sales – West Coast

Recorded Future

. Own regional sales strategy and execution for new customer acquisition and account expansion .

Posted 9/21/2026full-timeRemote • California • United StatesSenior💰 $201,000 - $281,500 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in developing and executing regional sales strategies, driving performance through effective coaching and leadership. Possesses a deep understanding of the cybersecurity market and excels in managing complex sales cycles and pipeline management.

Highest-signal resume keywords

MEDDPICC Sales MethodologyB2B Sales ExperienceSalesforce ProficiencyLeadership in High-Growth TechnologyPipeline Management

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Strategy DevelopmentAccount ExpansionTerritory PlanningDeal StrategyForecastingValue Proposition CraftingEnterprise Sales CyclesChannel EcosystemsStrategic Account PlanningQuota Attainment

Soft Skills

CoachingEmpathetic LeadershipCollaborative Culture BuildingCustomer FocusResilience

Tools & Technologies

SalesforceClariGong

Industry Keywords

Cybersecurity MarketSales DisciplineMulti-Stakeholder Sales CyclesPricing StrategiesRevenue Growth

Tech Stack

Tools & technologies

Cyber Security

About the role

Key responsibilities & impact

Own regional sales strategy and execution for new customer acquisition and account expansion
Recruit, develop, and retain sales talent
Coach sellers on territory planning, discovery, deal strategy, and full-cycle execution
Establish regional goals and business plans
Ensure disciplined pipeline management and accurate forecasting using MEDDPICC and sales systems
Support executive-level relationship building and complex, multi-stakeholder sales cycles
Partner with channel, marketing, customer success, and sales operations teams
Maintain knowledge of the cybersecurity market, Recorded Future’s platform, and competitive landscape
Oversee pricing strategies and deal hygiene
Achieve and exceed regional revenue targets

Requirements

What you’ll need

Ability to develop long-term regional sales strategy and drive performance through goal setting, coaching, and leading by example
Strong command of MEDDPICC, sales discipline, and pipeline management
Ability to craft compelling value propositions and guide executive-level conversations
Experience mentoring and empowering sellers and building a culture of collaboration, feedback, and career growth
Consultative, high-impact customer focus and strong partner relationship skills
Empathetic, resilient, curious, and entrepreneurial leadership traits
10+ years of B2B sales experience (preferred)
3+ years in a leadership or frontline management role (preferred)
Proven success leading high-performing sales teams in high-growth technology or cybersecurity companies
Deep understanding of enterprise sales cycles, channel ecosystems, and strategic account planning
Track record of team quota attainment and revenue growth in new business and account expansion
Proficiency with Salesforce, Clari, Gong, or similar sales tools
Data-driven approach to pipeline management and forecasting

Benefits

Comp & perks

Incentive compensation eligibility
Equity eligibility
Medical insurance
Dental insurance
Vision insurance
Life insurance
401K
Accommodation or special assistance during the application process
Equal opportunity and affirmative action employment
Drug-free workplace