Regional Sales Director, Mid-Atlantic

About You

• 10+ years of enterprise sales experience with a demonstrated track record of exceeding quota in security, networking, and/or software solution environments.
• 3+ years leading high-performing sales teams responsible for acquiring new logos and driving expansion across existing customers.
• Proven ability to lead teams through the entire sales cycle, from top of funnel pipeline generation, conversion to deal closure. Delivering measurable revenue growth.
• Self-motivated, results-driven, and personally accountable for consistently exceeding targets and raising performance standards.
• Demonstrated success closing complex enterprise deals involving multiple stakeholders, particularly in emerging or disruptive technology categories.
• Track record of closing high-value enterprise transactions ($200K–$1M+) involving cross-functional decision-makers and executive-level buy-in.
• Hands-on experience building and scaling high-performing teams within fast-paced, rapidly changing environments.
• Skilled at developing and sustaining trusted relationships with executives across customer and partner organizations.
• Strong presentation and communications skills, competent translating technical features into business value.
• Strong experience in value-based, consultative selling methodologies including Force Management, Challenger, and MEDDIC frameworks.
• Executive-level presence with outstanding verbal, written, and presentation skills.
• High comfort operating in a fast-paced, metrics-driven environment where change is constant.

In this job, you will bring these skills

• Recruit and hire exceptional enterprise sellers;on time, within budget, and with a focus on long-term culture fit and performance.
• Lead, coach, and develop the team to hit key productivity metrics and accelerate toward quota attainment.
• Establish a disciplined approach to pipeline generation across multiple channels: self-direct outbound, marketing campaigns, sales development, and channel & eco-system partnerships to accelerate new business.
• Drive consistent deal execution and forecast accuracy through deep pipeline inspection, active deal coaching, and data-driven forecasting.
• Partner closely with Sales Engineering to deliver impactful product demonstrations and a repeatable technology validation / proof-of-value program.
• Develop strategic territory and account plans in partnership with your team to drive long-term customer value, high renewal rate, revenue expansion & customer referrals.
• Build strong executive relationships with customers and prospects across the region to drive high retention, upsell, and advocacy.
• Deliver accurate weekly, monthly, and quarterly revenue forecasts to executive leadership through rigorous pipeline management, disciplined deal inspection, and a consistent forecasting methodology.
• Skilled at building and expanding channel partnerships that accelerate pipeline creation and scale regional go-to-market efforts.
• Lead Quarterly Business Reviews to assess sales productivity, execution against plan, and progress toward strategic objectives, while identifying opportunities to pivot where necessary to ensure alignment and goal attainment.
• Identify, engage, and close high-impact opportunities by building trusted relationships with executive stakeholders (CISO, CIO, CTO) across enterprise accounts in the region.

Role Responsibilities and Deliverables

• A builder's mindset: You don’t wait for things to be perfect—you create structure, processes, and culture where they don’t yet exist. #velocity
• You know that talent defines outcomes. You’re intentional about hiring, committed to coaching, and fully accountable for delivering (exceeding) the region’s revenue.
• A commitment to fostering a culture of accountability, teamwork, and execution. Knowing high standards and mutual support go hand in hand.
• An understanding that data and process are levers to scale performance, not roadblocks to success.
• Great leadership means obsessing over the fundamentals: recruiting world-class talent, ramping with speed and effectiveness, retaining top performers, and delivering results. Recruit. Ramp. Retain. Revenue.
• Partner with your team to drive full-cycle sales within enterprise accounts (3,000+ mailboxes)—from initial engagement through contract close and post-sale expansion.
• Recruit and hire exceptional enterprise sellers. On time, within budget, and with a focus on long-term culture fit and performance while continuously building a strong bench of future candidates to stay ahead of team growth and attrition.
• Drive consistent deal execution and forecast accuracy through deep pipeline inspection, active deal coaching, and data-driven forecasting.
• Maintain relationships with key region customers to ensure timely renewal and upsell opportunities.
• Serve as the voice of the customer and prospect across internal teams: Sales Engineering, POV, Product, and Marketing to ensure priorities are aligned and focused on customer satisfaction & accelerating revenue.

#LI-OB1