Regional Director - West

Upwind Security, Inc.; San Francisco (CA); Hybrid; USD 180,000 - 250,000; Full time

Job summary

Upwind Security, Inc. is seeking a Regional Sales Director for the Enterprise segment in the West. The role leads a growing team, develops regional sales strategies, and drives close of strategic enterprise deals.

You will collaborate across Marketing, Sales Engineering, CS, and Channel teams to scale revenue and ensure a customer-first approach. The position focuses on building a high-performance sales culture, delivering predictable pipeline, and shaping the company’s West go-to-market

Qualifications

• Proven leadership of enterprise sales teams across a broad territory.
• Track record closing strategic, high-value deals.
• Strong ability to forecast and manage a sales pipeline.

Responsibilities

• Build, lead, and scale Enterprise Account Executives across the West.
• Develop regional strategies to exceed targets and generate pipeline.
• Coach AEs through all stages of the sales cycle.
• Close strategic enterprise deals and engage C-level stakeholders.
• Partner with Marketing, Sales Engineering, CS, and Channel teams.
• Drive a disciplined process including MEDDPICC and forecasting.
• Grow relationships with channel partners and ecosystem players.
• Provide data-driven insights and forecasting to leadership.
• Shape Upwind go-to-market strategy from customer feedback.

Skills

Regional sales leadership

Enterprise sales

MEDDPICC

Forecasting & pipeline

People development

Education

Bachelor's degree in business, marketing, or related field

Tools

Salesforce

CRM discipline

Channel management

Job description

About The Position

Upwind is a next-generation Cloud Security Platform that leverages runtime context to identify and prioritize critical risks, providing precise insights and efficient cloud security management. Unlike traditional tools, Upwind uses runtime data proactively for risk prioritization and posture insights, ensuring teams focus on what truly matters. With industry-leading efficiency and eBPF-powered sensors, Upwind delivers comprehensive capabilities, including agentless cloud posture discovery, real-time threat protection, and integrated API security. From misconfigurations to malware defense, Upwind ensures end-to-end, cost-effective cloud infrastructure protection. At Upwind, you’ll have the opportunity to think creatively, explore new ideas, and make a meaningful impact on our growth.

We are looking for a Regional Sales Director, Enterprise - West to build, lead, and scale our Enterprise sales team across the West region. This is a critical leadership role responsible for driving revenue growth, developing top-performing talent, and establishing Upwind as a category leader in cloud security. You will play a key role in shaping our go-to-market strategy, closing strategic deals, and building a high-performance, customer-first sales culture.

This is a field leadership role open to qualified candidates located the west. CA highly preferred.

Responsibilities

• Build, lead, and scale a high-performing team of Enterprise Account Executives across the West region
• Develop and execute a regional sales strategy to exceed revenue targets and drive consistent pipeline generation
• Coach, mentor, and develop AEs through all stages of the sales cycle, elevating overall team performance and execution
• Personally engage in and help close strategic, high-value enterprise deals
• Establish strong relationships with C-level executives and key stakeholders within target accounts
• Partner cross-functionally with Marketing, Sales Engineering, Customer Success, and Channel teams to drive alignment and revenue growth
• Drive a disciplined sales process, including pipeline management, forecasting accuracy, and qualification methodologies (e.g. MEDDPICC)
• Build and expand relationships with channel partners and ecosystem players to accelerate regional growth
• Provide regular, data-driven insights and forecasting to executive leadership
• Help shape and refine Upwind’s go-to-market strategy based on customer and market feedback