Senior Director, Regional Sales (West Coast)

Back to jobs Senior Director, Regional Sales (West Coast) California - Remote Apply With 1,000+ intelligence professionals serving over 1,900 clients worldwide, Recorded Future is the world’s most advanced, and largest, intelligence company! As a Senior Director, Regional Sales at Recorded Future, you will be a strategic, people-focused leader responsible for driving revenue growth across your region. You will lead, coach, and develop a team of Account Directors and Associate Account Directors focused on acquiring new customers and expanding existing relationships. In this role, you’ll balance big-picture strategy with day-to-day execution, ensuring pipeline health, supporting complex deal cycles, and fostering a culture of accountability, collaboration, and high performance. This is a highly visible leadership role where you will own your region’s go-to-market strategy, partner closely with cross-functional teams, and ensure your team consistently meets and exceeds ambitious revenue goals in a fast-paced, high-growth environment. What You'll Do - Own regional sales strategy and execution, guiding a team focused on both new customer acquisition and account expansion. - Recruit, develop, and retain top sales talent while fostering a culture of accountability and high performance. - Coach sellers on territory planning, discovery, deal strategy, and execution across the full sales cycle. - Establish clear regional goals and business plans that balance long-term vision with short-term execution. - Ensure disciplined pipeline management and accurate forecasting through MEDDPICC methodology and sales systems (Salesforce, Clari, Gong, etc. ). - Support the team in building executive-level relationships and navigating complex, multi-stakeholder sales cycles. - Partner cross-functionally with channel, marketing, customer success, and sales operations to drive efficiency and improve customer outcomes. - Maintain deep knowledge of the cybersecurity market, Recorded Future’s platform, and competitive landscape to ensure strong market positioning. - Oversee pricing strategies and deal hygiene to maximize commercial performance.

- Achieve and exceed regional revenue targets while contributing to the overall success of the global sales organization. What You’ll Bring - Sales Leadership: Ability to develop long term strategy for your region and drive performance through goal setting, consistent coaching, and leading by example. - Operational Excellence: Strong command of MEDDPICC, sales discipline, and pipeline management to ensure predictable growth. - Strategic Communication: Skilled at crafting compelling value propositions and guiding your team in executive-level conversations. - Team Development: Passion for mentoring and empowering sellers, building a culture of collaboration, feedback, and career growth. - Customer & Partner Focus: Commitment to delivering a consultative, high-impact customer experience and cultivating strong partner relationships. - Leadership Traits: Empathetic, resilient, curious, and entrepreneurial — able to motivate teams, adapt in uncertainty, and deliver results with urgency. Preferred 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 both 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. The base salary range for this full-time position is $201,000 - $281,500. Our salary ranges are determined by role, level, and location.