Regional Sales Manager, Commercial

Andesite; Oregon; Hybrid; USD 175.000 - 200.000; Vollzeit

Benefits dieser Stelle

Remote-first culture

Home office stipend

Travel for customer collaboration

Equity program

Zusammenfassung

Andesite is seeking a Regional Sales Manager to own the full enterprise sales cycle for net-new customers exclusively through channel partners. You will sell Andesite's AI-driven cyber defense platform into complex organizations, engaging CISOs and security leaders with ROI-focused business cases and measurable outcomes.

Your role includes building territory strategies, developing pipeline, and leading POCs with cross-functional teams.

Qualifikationen

• 10+ years of quota-carrying sales experience.
• Proven track record closing complex, high-value enterprise deals.
• Experience selling through channel partners.
• Experience selling to CISO and security leadership.

Aufgaben

• Own full sales cycle for territory via channel partners.
• Generate pipeline and drive ARR growth.
• Cultivate relationships with channel partners.
• Lead security leadership discovery and ROI-driven business cases.
• Design and execute POCs with stakeholders.
• Collaborate with Field Engineering, Product, Marketing.
• Provide market insights to influence product strategy.
• Position platform against legacy SOC tooling.
• Consistently meet or exceed pipeline and ARR targets.

Kenntnisse

Quota-carrying sales

Pipeline building

Channel sales

Executive selling

Consultative selling

CRM tools

Technical fluency

Tools

Salesforce

HubSpot

Jobbeschreibung

About Andesite:

Andesite, the Human-AI SOC, puts humans at the helm, empowering SOC teams to build their own agents and oversee AI-driven automations. With Andesite, cyber defenders can automate triage, enrichment, and investigations, and respond at machine speed - all while supervising evidence validation and making the critical decisions they are accountable for. Andesite, which is FedRAMP Certified Class D (High), and SOC 2 Type II, arms organizations with defender AI that reduces attack surfaces and eliminates blind spots, powering the shift from a reactive to a proactive security posture. The company leadership spent decades protecting the nation's most sensitive networks against sophisticated adversaries. Andesite embodies their sense of mission and commitment to developing security products that empower those who work protecting others.

THE ROLE

Andesite is seeking a Regional Sales Manager to own the full sales cycle for net-new enterprise customers, from prospecting through close and expansion. This is a 100% channel sales role — you'll build and close business exclusively through channel partners, not direct end-customer sales. You'll sell Andesite's AI-driven cyber defense platform into complex commercial organizations, leading consultative sales cycles focused on measurable security outcomes, ROI, and successful production deployments. This is a high-impact role for an enterprise seller who thrives in technical environments, engages C-suite and security leadership, and builds pipeline from the ground up. The ideal candidate also cultivates channel relationships with key partners to accelerate territory revenue and is excited to help define a new category in AI-driven cyber defense.

WHAT YOU'LL DO

• Own the full sales cycle for your territory, from prospecting through close and expansion, sourced and closed through channel partners
• Build and execute territory strategies to generate pipeline and drive predictable ARR growth
• Cultivate and manage on-the-ground relationships with channel partners to identify, develop and close opportunities
• Identify and engage security leadership, budget owners and key stakeholders across complex organizations
• Lead consultative discovery to understand customer security workflows, operational challenges, and priorities
• Develop ROI-driven business cases and value propositions tied to measurable security outcomes
• Design and execute successful proof-of-concepts (POCs) with clear objectives and stakeholder alignment
• Partner with Field Engineering, Product, Engineering, and Marketing to advance opportunities and ensure customer success
• Provide customer and market insights to influence product strategy, positioning, and go-to-market efforts
• Position Andesite's AI-driven platform against legacy SOC tooling, point solutions, and manual analyst workflows
• Consistently achieve or exceed pipeline and ARR targets

WHO YOU ARE

• 10+ years of quota-carrying sales experience, ideally in cybersecurity, SaaS, or AI/ML solutions, with a track record of closing complex, high-value deals
• A history of building pipeline from zero through outbound prospecting, territory development, and strategic account planning
• Demonstrated success selling through a 100% channel model with a proven track record of cultivating deals and relationships with channel partners on the ground
• Experience selling to senior security leadership (e.g., CISO, SOC leadership) and other executive stakeholders
• Strong consultative selling skills, with the ability to uncover customer needs and build compelling, ROI-driven business cases
• Comfort selling technical, AI-driven products in ambiguous, fast-moving environments
• Technical fluency across cybersecurity tooling, integrations, APIs, and data/security infrastructure
• Experience driving land-and-expand strategies that grow initial deployments into larger accounts
• Experience using CRM tools (e.g., Salesforce, HubSpot) to manage pipeline and forecasting

EVEN BETTER IF YOU HAVE

• Experience selling into enterprise or mid-market security operations teams
• Existing network of CISOs, security operations leaders, or security architects
• Familiarity with modern SOC tooling and workflows (SIEM, SOAR, EDR/XDR)
• Familiarity with MEDDPIC, Challenger, or other enterprise sales methodologies
• Experience selling in a competitive, high-growth SaaS or cybersecurity market

COMPENSATION

The base salary range for this role is $175,000-$200,000, with on-target earnings (OTE) of $350,000-$400,000 at a 50/50 base/commission split. Commission is uncapped. Final compensation will depend on experience, skills, and location. This role is also eligible for our equity program.

WHAT ANDESITE CAN OFFER

• 100% employer-paid comprehensive medical, dental, and vision insurance for you and your family
• Up to 14 weeks of 100% paid parental leave
• Generous, flexible PTO
• A true remote-first culture, where you manage your own workday
• A one-time home office stipend to get you set up from day one
• Occasional travel to collaborate in person with customers and teammates

Andesite is an equal opportunity employer, and qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status.

We encourage candidates from all backgrounds to apply, even if you don't feel like you're a perfect fit. If you're passionate about contributing to our mission, we'd love to hear from you!