Senior Director, Regional Sales (West Coast)

Recorded Future, Inc.; United States; Remote; USD 201,000 - 282,000; Full time

Benefits offered by this job

Incentive compensation

Equity

Health/dental/vision + 401K

Job summary

Recorded Future, Inc. is seeking a Senior Director, Regional Sales to lead a team of Account Directors and Associate Account Directors across the United States, owning the go-to-market strategy and revenue growth for the region.

You will recruit, coach, and develop talent, manage pipeline health using MEDDPICC, and collaborate with cross-functional partners to drive performance and customer outcomes in a fast-growing cybersecurity environment.

Qualifications

• 10+ years of B2B sales experience with leadership experience.
• Proven track record leading high-performing sales teams in tech or cybersecurity.
• Deep understanding of enterprise sales cycles, channel ecosystems, and strategic account planning.

Responsibilities

• Own regional sales strategy and execution, guiding a team focused on new customer acquisition and expansion.
• Recruit, develop, and retain top sales talent with a culture of accountability and high performance.
• Coach sellers on territory planning, discovery, deal strategy, and full sales cycle execution.
• Establish regional goals and business plans balancing long-term vision with short-term execution.
• Ensure pipeline management and forecasting through MEDDPICC and sales systems.
• Support building executive relationships and navigating complex multi-stakeholder cycles.
• Partner with cross-functional teams to drive efficiency and improve customer outcomes.
• Maintain knowledge of cybersecurity market, platform, and competitive landscape.
• Oversee pricing strategies and deal hygiene to maximize commercial performance.
• Achieve and exceed regional revenue targets and contribute to global sales.

Skills

Sales leadership

Operational excellence

Strategic communication

Team development

Customer & partner focus

Leadership traits

Tools

Salesforce

Clari

Gong

Job description

With 1,000+ intelligence professionals serving over 1,900 clients worldwide, the company is the world’s most advanced, and largest, intelligence company!

As a Senior Director, Regional Sales at the company, you will be a strategic, people-focused leader responsible for driving revenue growth across your region. You will lead, coach, and develop a team of Account Directors and Associate Account Directors focused on acquiring new customers and expanding existing relationships. In this role, you’ll balance big-picture strategy with day-to-day execution, ensuring pipeline health, supporting complex deal cycles, and fostering a culture of accountability, collaboration, and high performance.

This is a highly visible leadership role where you will own your region’s go-to-market strategy, partner closely with cross-functional teams, and ensure your team consistently meets and exceeds ambitious revenue goals in a fast-paced, high-growth environment.

What You’ll Do

• Own regional sales strategy and execution, guiding a team focused on both new customer acquisition and account expansion.
• Recruit, develop, and retain top sales talent while fostering a culture of accountability and high performance.
• Coach sellers on territory planning, discovery, deal strategy, and execution across the full sales cycle.
• Establish clear regional goals and business plans that balance long-term vision with short-term execution.
• Ensure disciplined pipeline management and accurate forecasting through MEDDPICC methodology and sales systems (Salesforce, Clari, Gong, etc.).
• Support the team in building executive-level relationships and navigating complex, multi-stakeholder sales cycles.
• Partner cross-functionally with channel, marketing, customer success, and sales operations to drive efficiency and improve customer outcomes.
• Maintain deep knowledge of the cybersecurity market, the company’s platform, and competitive landscape to ensure strong market positioning.
• Oversee pricing strategies and deal hygiene to maximize commercial performance.
• Achieve and exceed regional revenue targets while contributing to the overall success of the global sales organization.

What You’ll Bring

• Sales Leadership: Ability to develop long term strategy for your region and drive performance through goal setting, consistent coaching, and leading by example.
• Operational Excellence: Strong command of MEDDPICC, sales discipline, and pipeline management to ensure predictable growth.
• Strategic Communication: Skilled at crafting compelling value propositions and guiding your team in executive-level conversations.
• Team Development: Passion for mentoring and empowering sellers, building a culture of collaboration, feedback, and career growth.
• Customer & Partner Focus: Commitment to delivering a consultative, high-impact customer experience and cultivating strong partner relationships.
• Leadership Traits: Empathetic, resilient, curious, and entrepreneurial — able to motivate teams, adapt in uncertainty, and deliver results with urgency.

Preferred Qualifications

• 10+ years of B2B sales experience, including 3+ years in a leadership or frontline management role.
• Proven success leading high-performing sales teams in high-growth technology or cybersecurity companies.
• Deep understanding of enterprise sales cycles, channel ecosystems, and strategic account planning.
• Demonstrated track record of team quota attainment and driving revenue growth in both new business and account expansion.
• Skilled in sales tools and platforms (Salesforce, Clari, Gong, or similar) with a data-driven approach to pipeline management and forecasting.

The base salary range for this full-time position is $201,000 - $281,500. Our salary ranges are determined by role, level, and location. The salary displayed reflects the range for new hire salaries for the position across all US locations. Within the range, individual pay is determined by state, work location and additional factors, including job-related skills, experience, and relevant education or training. This position may be eligible for incentive compensation, equity, and medical, dental, vision, life insurance and 401K. Your recruiter can share more about the specific details of the compensation and benefit package during the hiring process.

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Why should you join the company?

the company employees (or “Futurists”), represent over 40 nationalities and embody our core values of having high standards, practicing inclusion, and acting ethically. Our dedication to empowering clients with intelligence to disrupt adversaries has earned us a 4.6-star user rating on G2 and more than 50% of Fortune 100 companies as customers.

Want more info?Blog & Podcast: Learn everything you want to know (and maybe some things you’d rather not know) about the world of cyber threat intelligenceLinkedin, Instagram & Twitter: What’s happening at the companyThe Record: The Record is a cybersecurity news publication that explores the untold stories in this rapidly changing fieldTimeline: History of the companyRecognition: Check out our awards and announcements

We are committed to maintaining an environment that attracts and retains talent from a diverse range of experiences, backgrounds and lifestyles. By ensuring all feel included and respected for being unique and bringing their whole selves to work, the company is made a better place every day.

If you need any accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to our recruiting team at [e-mail]

the company is an equal opportunity and affirmative action employer and we encourage candidates from all backgrounds to apply. the company does not discriminate based on race, religion, color, national origin, gender including pregnancy, sexual orientation, gender identity, age, marital status, veteran status, disability or any other characteristic protected by law.

the company will not discharge, discipline or in any other manner discriminate against any employee or applicant for employment because such employee or applicant has inquired about, discussed, or disclosed the compensation of the employee or applicant or another employee or applicant.

the company does not administer a lie detector test as a condition of employment or continued employment. This is in compliance with the law of the Commonwealth of Massachusetts, and in alignment with our hiring practices across all jurisdictions.

the company maintains a drug-free workplace.

Note: Our interview process for all final-round candidates requires a mandatory in-person interview or a live, scheduled video conference with the hiring manager. We do not conduct interviews via instant messaging or text. All communications during the application process will come from individuals within our HR department via their the company email address.