Regional Sales Director, Commercial - West

Upwind Security; San Francisco (CA); Remote; USD 180,000 - 300,000; Full time

Job summary

Upwind Security is seeking a Regional Sales Director, Commercial - West to build, lead, and scale the Commercial sales team across the Western region. You will drive revenue growth, shape GTM strategy, and close strategic enterprise deals.

This field leadership role is open to qualified candidates located in the Western United States. You will mentor Account Executives and collaborate with Marketing, Sales Engineering, Customer Success, and Channel teams to accelerate regional growth.

Qualifications

• Experience leading Commercial sales teams in high-growth SaaS or cybersecurity companies.
• Track record of exceeding regional or team revenue targets.
• Experience selling to enterprise customers in Cloud/Security/DevOps environments.
• Ability to recruit, hire and retain top sales talent.
• Experience leading complex, multi-threaded sales cycles and closing strategic deals.
• Data-driven mindset with forecast accuracy and CRM hygiene (SFDC).

Responsibilities

• Build, lead, and scale a high-performing Commercial AE team across the West region.
• Develop and execute a regional sales strategy to exceed revenue targets and generate pipeline.
• Coach, mentor, and develop AEs through all stages of the sales cycle.
• Personally engage in and help close strategic, high-value enterprise deals.
• Establish relationships with C-level executives and key stakeholders in target accounts.
• Partner with Marketing, Sales Engineering, CS, and Channel teams to drive growth.
• Drive MEDDPICC-based processes, pipeline management, and forecasting.
• Expand relationships with channel partners to accelerate regional growth.
• Provide data-driven insights and forecasting to leadership.
• Help shape Upwind’s go-to-market strategy based on market feedback.

Skills

Sales leadership

Enterprise sales

SaaS sales

MEDDPICC

Forecasting

SFDC CRM

Talent recruitment

Channel partnerships

Cross-functional collaboration

Executive presence

Tools

Salesforce (SFDC)

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, Commercial - West to build, lead, and scale our Commercial sales team across the Western region (Rockies + West Coast). 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 in the Western United States.

Responsibilities

• Build, lead, and scale a high-performing team of Commercial 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

Requirements

• Proven experience leading and scaling Commercial sales teams in high-growth SaaS or cybersecurity companies
• Track record of consistently exceeding regional or team revenue targets
• Strong background selling to enterprise customers in Cloud / Security / DevOps environments
• Demonstrated ability to recruit, hire, and retain top sales talent
• Experience leading complex, multi-threaded sales cycles and closing strategic deals
• Deep understanding of sales methodologies (e.g. MEDDPICC) and disciplined pipeline management
• Strong executive presence with the ability to engage and influence C-level stakeholders
• Data-driven mindset with a commitment to forecast accuracy and CRM hygiene (SFDC)
• Highly collaborative, adaptable, and comfortable operating in a fast-paced, early-stage startup environment
• Strong understanding of cloud security concepts, technologies, and market landscape