Regional Sales Manager, Majors (Bay Area)

Zafran Security; United States; On-site; USD 140,000 - 230,000; Full time

Benefits offered by this job

Health insurance

401k

Phone and internet stipend

Home office stipend

Flexible spending account

Flexible PTO

Job summary

Zafran is seeking a Regional Sales Manager, Major Accounts in the United States to lead a regional pipeline with large strategic accounts. You will orchestrate account plans and a consultative process from prospecting through close, uncovering security needs and showing how Zafran accelerates risk reduction.

You will partner with Solutions Engineers to deliver outcome-driven demos to CISOs and security teams, while collaborating with partners to drive joint wins.

Qualifications

• 7+ years in strategic account sales
• Understanding of account planning fundamentals
• Ability to navigate complex sales cycles with multiple stakeholders
• Exposure to MEDDICCC and/or Command of the Message (training helpful)
• Foundational value-based selling and business outcome positioning
• Strong relationships with CISOs of key accounts
• Experience with channel partners or resellers in a co-sell capacity
• Track record of quota overachievement in strategic deals
• Extensive experience in Cyber domain

Responsibilities

• Own a region and build a pipeline of high-value opportunities across large strategic accounts
• Develop and execute an account plan with a consultative sales process from prospecting to close
• Identify security leadership needs and demonstrate how Zafran mitigates risk and accelerates actions
• Deliver compelling, outcome-based demos and value stories with Solutions Engineer for CISOs and security teams
• Collaborate with partners and internal teams to drive joint wins and customer success
• Contribute to go-to-market feedback to improve how we sell and win
• Forecast revenue accurately and maintain a healthy, predictable pipeline

Skills

Strategic account sales

Account planning

Complex sales processes

MEDDICCC

Value-based selling

CISO relationships

Channel partnerships

Quota achievement

Cyber domain experience

Job description

Description:

Zafran is on a mission to stop the exploitation of vulnerabilities everywhere. We’re rethinking how security teams prioritize risk, and we’re building something no one else has: a new operating model that defuses the threats that matter most—fast.

We’re looking for an experienced and driven Regional Sales Manager, Major Accounts to help take our momentum to the next level. This is not your average sales role. You’ll be on the front lines of one of cybersecurity’s most transformative companies, backed by the most successful venture firms in cyber, partnering with some of the most advanced and security-conscious enterprises in the world. If you love the thrill of landing high-impact deals and being part of something big, keep reading.

About Zafran:

Our Mission:

To stop the exploitation of vulnerabilities, everywhere.

What makes us different:

In a world where AI-enabled attackers weaponize vulnerabilities within minutes, the old scan-and-patch-everything model no longer holds. Zafran's Exposure Graph continuously maps every vulnerability across your hybrid environment, chains exploitability through real attack paths and proves 90% of "critical" vulnerabilities can't actually reach you. It then neutralizes the real 10% using your compensating controls and safely remediates only where it matters.

Who’s behind us

Zafran is backed by Menlo Ventures, Sequoia Capital, Cyberstarts, and a deep belief that cybersecurity should move as fast as attackers do. We’re one of the fastest-growing companies in the industry, scaling to meet demand from the world’s most advanced, security-obsessed organizations.

We’re serious about our mission- so expect work that matters, teammates who challenge and inspire you, and plenty of fun along the way!

What you will do:

• Own a region and build a pipeline of high-value opportunities across the largest strategic accounts in the region
• Orchestrate strategic account plan including a consultative sales process from prospecting through close
• Uncover what matters most to security leaders and clearly show how Zafran helps them act faster and reduce risk
• Partnering with your Solutions Engineer, deliver compelling, outcome-based demos and value stories that resonate with CISOs, Threat & Vulnerability Leaders, and security teams
• Collaborate with partners and internal Zafran teams to drive joint wins and customer success
• Contribute to go-to-market feedback loops that help us continually improve how we sell, message, and win
• Accurately forecast revenue and maintain a healthy, predictable pipeline

Requirements:

• 7 + year of experience in a Strategic Account sales motion
• Understanding of account planning fundamentals and how to prioritize opportunities within a territory
• Ability to navigate complex sales processes with multiple stakeholders
• Exposure to MEDDICCC and/or Command of the Message (formal training a plus, not required)
• Foundational understanding of value-based selling and business outcome positioning
• Strong relationships with CISOs of key accounts in territory
• Experience working with channel partners or resellers in a supporting or co-selling capacity
• Track record of quota overachievement and closing strategic, high-impact deals
• Extensive experience in Cyber domain

At Zafran, people matter! We provide a robust benefits program that includes flexible PTO, health insurance plans (medical, dental, vision), a monthly stipend for phone and internet, 401k, flexible spending account, and a home office stipend when joining!

We also provide access to frontier AI models, including Claude, so every employee can work smarter, move faster, and build an AI-first career from day one.

At Zafran, we’re proud to be an equal opportunity employer. We believe the best teams are built by people who think differently, come from all kinds of backgrounds, and aren’t afraid to challenge the status quo. We welcome everyone across race, religion, gender, gender identity or expression, sexual orientation, age, disability, national origin, and veteran status, because what matters most is what you bring to the table.

If you’re curious, fun, and someone who gets things done, we’d love to meet you