Regional Director of Sales

🕒 June 3

🏄 California – Remote

🏄 California – Remote

⏰ Full Time

🔴 Lead

🤑 Sales

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Salt Security

WebsiteLinkedInAll Job Openings

201 - 500 employees

🔒 Cybersecurity

🔌 API

Cybersecurity • API

Salt Security is a cybersecurity company focused on protecting APIs that are essential for modern applications. Their patented API Protection Platform harnesses cloud-scale big data and machine learning to detect and prevent API attacks. By providing real-time analysis and actionable intelligence, Salt Security enhances API discovery, attack prevention, and supports shift-left practices for secure development. The platform allows for rapid deployment and integration, offering immediate protection that fosters innovation and accelerates digital transformation initiatives. With unique capabilities like the API Context Engine, it enables comprehensive monitoring and security, making it a leader in the API security market.

📋 Description

• Develop and execute comprehensive regional sales plans to achieve and exceed revenue targets across the Western United States. • Conduct ongoing market analysis to identify customer needs, competitive trends, emerging opportunities, and areas for growth. • Prioritize sales opportunities that align with Salt Security’s strategic objectives and growth priorities. • Establish clear sales goals, forecasts, territory plans, and performance expectations for the West region. • Drive disciplined pipeline management, deal execution, and account planning across the team. • Lead, motivate, and manage a team of sales representatives to achieve individual and regional sales targets. • Provide ongoing coaching, mentoring, and training to improve sales effectiveness, account strategy, pipeline generation, and deal execution. • Conduct regular performance reviews and implement development plans to support team growth and accountability. • Foster a positive, collaborative, and high-performance culture built on ownership, execution, curiosity, and customer impact. • Partner cross-functionally with sales engineering, customer success, marketing, channel, alliances, and executive leadership to support team success. • Build and maintain strong relationships with key enterprise customers, prospects, partners, distributors, and strategic accounts across the West region. • Serve as an executive point of contact and escalation for critical accounts and complex opportunities. • Ensure customer satisfaction through strong engagement, proactive communication, and partnership with internal teams. • Identify opportunities to expand customer relationships through cross-sell, upsell, and renewal motions. • Represent Salt Security with professionalism and credibility in customer meetings, industry events, and partner engagements. • Identify and pursue new business opportunities across the West region. • Collaborate with marketing to develop and execute regional demand generation campaigns, events, field programs, and account-based initiatives. • Partner with Channel and Alliance leadership to develop strategic partnerships that expand Salt Security’s market reach. • Support pipeline creation through direct outreach, partner engagement, executive relationships, and coordinated field activity. • Monitor regional trends and customer feedback to inform sales strategy and go-to-market execution. • Provide accurate and timely sales forecasts, pipeline updates, regional business reviews, and market insights to senior leadership. • Monitor key sales performance metrics and adjust strategies as needed to meet or exceed targets. • Use CRM and sales tools consistently to track pipeline, customer interactions, account plans, sales activity, and forecast accuracy. • Analyze team performance, deal progression, conversion rates, and territory coverage to identify areas for improvement. • Manage regional sales resources effectively to maximize business impact. • Oversee expense management and ensure responsible use of budget across the sales team. • Allocate time, attention, and resources toward the highest-value accounts, opportunities, partners, and market initiatives.

🎯 Requirements

• Bachelor’s degree in Business, Marketing, or a related field preferred; MBA is a plus. • Proven experience in enterprise sales leadership, preferably managing sales teams across the Western United States. • Strong track record of achieving and exceeding revenue targets in a fast-paced, growth-oriented environment. • Experience selling complex B2B technology solutions to enterprise customers. • Prior cybersecurity experience is strongly preferred; API security, application security, cloud security, or related experience is a plus. • Strong leadership, coaching, and team management skills. • Excellent communication, negotiation, executive presence, and interpersonal skills. • Ability to analyze sales data, market trends, and pipeline metrics to inform decision-making. • Experience using CRM systems and modern sales tools to manage pipeline, forecast, and team performance. • Willingness to travel throughout the region as needed. • Preferred candidate location: San Francisco, Los Angeles, San Diego, Phoenix, or Denver.

🏖️ Benefits

• Health insurance • Flexible work arrangements • Professional development opportunities