Regional Sales Director, Commercial - West

Upwind Security, Inc.; United States; On-site; USD 180,000 - 350,000; Full time

Job summary

Upwind Security, Inc. is seeking a Regional Sales Director, Commercial - West to lead and scale our West region sales team, drive revenue growth, and close strategic enterprise deals in cloud security.

This field leadership role is open to qualified candidates located in the Western United States. You will partner with Marketing, Sales Engineering, CS, and Channel teams to build a high-performance, customer-first sales culture and shape Upwind’s regional GTM strategy.

Qualifications

• Proven experience leading and scaling Commercial sales teams in high-growth SaaS or cybersecurity.
• Track record of consistently exceeding regional 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.
• Knowledge of MEDDPICC and disciplined pipeline management.
• Strong executive presence to engage with C-level stakeholders.
• Data-driven mindset with CRM hygiene and forecast accuracy.
• Collaborative and adaptable in a fast-paced startup environment.
• Strong understanding of cloud security concepts and market landscape.

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.

Skills

Leadership

Enterprise sales

SaaS / cybersecurity

Strategic deals

MEDDPICC

Forecasting

CRM hygiene

Cross-functional collaboration

Executive presence

Education

Bachelor’s degree or higher

Tools

SFDC

Job description

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

Originally posted on Himalayas