Senior Account Executive - SLED West

Illumio; Colorado; Remote; USD 500,000 - 1,000,000; Full time

Job summary

Illumio seeks a Regional Sales Director - SLED to drive new business in the West United States, leading a virtual team and forging strategic partnerships. You will own territory plans, land-and-expand opportunities, and coordinate with BDRs to win engagements.

The role targets Fortune 250 prospects with large multi-year, subscription-based deals. Success hinges on high-level executive conversations and a proactive, self-starting approach within a remote, field-based team.

Qualifications

• Ten or more years of full-cycle enterprise sales in the SLED market across the West United States.
• Must be a team player.
• Must be a self-starter and proactive.
• Ability to deliver tailored teaching conversations for each prospect.
• Ability to seize opportunities and propose next actions to move deals forward.
• Ability to validate deal details for successful execution.
• Experience selling to the C-suite (all lines of business).
• Experience selling subscription models and multi-year deals.
• Strong land-and-expand understanding.
• Experience selling security and cloud software.
• Networking and infrastructure background is a plus.

Responsibilities

• Serve as front-line leader in Illumio field organization for SLED opportunities.
• Sell into named accounts in the West and Mountain States.
• Create and execute territory plans for target SLED accounts.
• Prospect into target accounts to engage champions and sponsors.
• Collaborate with Business Development Representatives to engage new prospects.
• Lead virtual teams of Illumio people and partners to win opportunities.
• Accurately forecast client objectives and Illumio goals.
• Identify and build relationships with resellers and system integrators.

Skills

SLED sales

Enterprise sales

C-suite selling

Forecasting

Territory planning

Partner engagement

Multi-year deals

Self-starter

Job description

Onwards Together!

Illumio is the leader in ransomware and breach containment, redefining how organizations contain cyberattacks and enable operational resilience. Powered by the Illumio AI Security Graph, our breach containment platform identifies and contains threats across hybrid multi-cloud environments – stopping the spread of attacks before they become disasters.

Recognized as a Leader in the Forrester Wave™ for Microsegmentation, Illumio enables Zero Trust, strengthening cyber resilience for the infrastructure, systems, and organizations that keep the world running.

Location: Must be located in California, Utah, Nevada, Arizona, Colorado

Our Team's Vision:

Our Regional Sales Directors (Senior Account Executives) are the driving force behind our success, actively seeking and securing new business opportunities with a keen focus on Fortune 250 prospects through a named accounts approach. They excel in navigating large enterprise deals ranging from $500k to over $1M, both through direct sales and strategic partnerships within our ecosystem.

We’re seeking adaptable individuals who thrive on exceeding goals year after year. Joining our Sales team means collaborating with top-tier professionals who are passionate about pioneering Zero Trust Segmentation. Together, we’re assembling a world‑class global team united by one mission: to combat ransomware and breaches head‑on.

Your Impact:

• As a Regional Sales Director - SLED you will serve as the front‑line leader in the Illumio field organization, finding and creating new sales opportunities within our target accounts and leading a virtual team of Illumio people and external partners to win those opportunities.
• Selling into named accounts in the West and Mountain States.
• You will create and execute a territory plan on your target SLED accounts and approach to “landing and expanding,” and you will prospect into these target accounts with the goal of engaging potential champions and sponsors to find and create an opportunity.
• You will collaborate regularly with their assigned Business Development Representatives to engage new prospective customers.
• You will form and lead a virtual team of Illumio people and partners in winning new opportunities and managing their accounts.
• You will accurately forecast the business objectives of your clients and Illumio.
• You will identify, engage and build relationships with resellers, system integrators and other partners with whom we can sell.

Your Toolkit:

• 10+ years of full cycle sales enterprise selling into the SLED market in West United States.
• Must be a team player.
• Must be a self‑starter and proactive.
• The ability to deliver compelling “teaching conversations” that are well tailored to each prospect’s situation.
• The ability to take control of opportunities and propose next actions, to move them productively forward.
• The ability to maintain a focus on validating the details of deals, to ensure they can be effectively executed.
• Experience selling to the C-suite (all lines of business).
• Experience selling subscription models and multi‑year deals.
• Strong understanding how land and expand works.
• Experience selling security and cloud software.
• Networking and Infrastructure background is a plus.

#LI-JW1 #LI-REMOTE

Our Commitment

Illumio believes that an environment of unique backgrounds, experiences, viewpoints, and individual contributions creates a culture of belonging, drives our future, and makes us stronger together in support of our customers and their success.

All official job offers from our company are extended directly by our recruitment team and will be sent through an official E‑Signature document for your review and signature. Please be aware that we do not ask for any personal information in the process of extending offers of employment, such as financial details or social security numbers. Upon acceptance of any offer, we will request such information as part of the onboarding process prior to or on your first day of employment, and only after completing a background check through an authorized third‑party vendor. If you receive any communication asking for personal details outside of these processes, please contact us immediately to verify the authenticity of the request. Your security is important to us, and we are committed to a safe and transparent hiring experience.

For roles in San Francisco and Los Angeles: Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring, Illumio will consider for employment qualified applicants with arrest and conviction records.