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Salary: USD 201,000 - 281,500 / annual
Recorded Future, a leading cyber threat intelligence company serving 1,900+ clients globally, is seeking a Senior Director of Regional Sales to lead revenue growth across the West Coast. You will manage a team of Account Directors and Associate Account Directors, balancing strategic planning with hands-on execution to drive new customer acquisition and account expansion.
Key Responsibilities:
- Own regional sales strategy and execution, guiding the team on new business and account expansion
- Recruit, develop, and retain top sales talent while building a culture of accountability and high performance
- Coach sellers on territory planning, discovery, deal strategy, and full sales cycle execution
- Establish clear regional goals and business plans aligned with long-term vision and short-term targets
- Manage pipeline discipline and forecasting using MEDDPICC methodology and sales systems (Salesforce, Clari, Gong)
- Support team in building executive relationships and navigating complex, multi-stakeholder deals
- Partner cross-functionally with channel, marketing, customer success, and sales operations
- Maintain deep knowledge of the cybersecurity market, Recorded Future's platform, and competitive landscape
- Oversee pricing strategies and deal hygiene to maximize commercial performance
- Achieve and exceed regional revenue targets
Required Qualifications:
- 10+ years of B2B sales experience, including 3+ years in a leadership or frontline management role
- 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
- Demonstrated track record of team quota attainment and driving revenue growth in new business and account expansion
- Skilled in sales tools and platforms (Salesforce, Clari, Gong, or similar) with a data-driven approach to pipeline management and forecasting
- Sales leadership ability with long-term strategic vision and consistent coaching
- Operational excellence in MEDDPICC, sales discipline, and pipeline management
- Strategic communication skills for crafting value propositions and executive-level conversations
- Passion for team development, mentoring, and building collaborative cultures
- Leadership traits: empathetic, resilient, curious, entrepreneurial, able to motivate teams and deliver results with urgency
