Regional Director of Sales, West
About The Position
Salt Security is the original API Security vendor pioneering the market as the first vendor in 2018. Since then we have exhibited hyper-growth in a number of customers, threats stopped, and revenue. We saw API security as the security battleground of the future years ago as APIs started to form the foundation of the application innovation needed to drive business success today. Across banks, retail and transportation, IoT, autonomous vehicles, and smart cities, every modern app depends on APIs. Attackers realize APIs are the conduits to all sorts of valuable data and services – within the year, APIs are predicted to be the number one application threat vector. Without secure APIs, businesses cannot rapidly innovate. Salt Security has delivered the only patented solution to discover all APIs and their exposed data, stop API attackers, and provide remediation details for dev teams to write more secure APIs. At Salt, we’re passionate about what we do. We work as a team and embrace new ideas, wherever they come from. We also enjoy all the benefits of a startup environment, including quickly seeing the results of your work, making an outsized impact on our company, and solving diverse challenges. Want to make a big difference? We encourage you to apply!
Requirements
- Bachelor’s degree in Business, Marketing, or a related field preferred; MBA is a plus.
- Proven experience in enterprise sales leadership, preferably managing sales teams across the Western United States.
- Strong track record of achieving and exceeding revenue targets in a fast-paced, growth-oriented environment.
- Experience selling complex B2B technology solutions to enterprise customers.
- Prior cybersecurity experience is strongly preferred; API security, application security, cloud security, or related experience is a plus.
- Strong leadership, coaching, and team management skills.
- Excellent communication, negotiation, executive presence, and interpersonal skills.
- Ability to analyze sales data, market trends, and pipeline metrics to inform decision-making.
- Experience using CRM systems and modern sales tools to manage pipeline, forecast, and team performance.
- Willingness to travel throughout the region as needed.
Nice To Haves
- MBA is a plus.
- API security, application security, cloud security, or related experience is a plus.
Responsibilities
- Develop and execute comprehensive regional sales plans to achieve and exceed revenue targets across the Western United States.
- Conduct ongoing market analysis to identify customer needs, competitive trends, emerging opportunities, and areas for growth.
- Prioritize sales opportunities that align with Salt Security’s strategic objectives and growth priorities.
- Establish clear sales goals, forecasts, territory plans, and performance expectations for the West region.
- Drive disciplined pipeline management, deal execution, and account planning across the team.
- Lead, motivate, and manage a team of sales representatives to achieve individual and regional sales targets.
- Provide ongoing coaching, mentoring, and training to improve sales effectiveness, account strategy, pipeline generation, and deal execution.
- Conduct regular performance reviews and implement development plans to support team growth and accountability.
- Foster a positive, collaborative, and high-performance culture built on ownership, execution, curiosity, and customer impact.
- Partner cross-functionally with sales engineering, customer success, marketing, channel, alliances, and executive leadership to support team success.
- Build and maintain strong relationships with key enterprise customers, prospects, partners, distributors, and strategic accounts across the West region.
- Serve as an executive point of contact and escalation for critical accounts and complex opportunities.
- Ensure customer satisfaction through strong engagement, proactive communication, and partnership with internal teams.
- Identify opportunities to expand customer relationships through cross-sell, upsell, and renewal motions.
- Represent Salt Security with professionalism and credibility in customer meetings, industry events, and partner engagements.
- Identify and pursue new business opportunities across the West region.
- Collaborate with marketing to develop and execute regional demand generation campaigns, events, field programs, and account-based initiatives.
- Partner with Channel and Alliance leadership to develop strategic partnerships that expand Salt Security’s market reach.
- Support pipeline creation through direct outreach, partner engagement, executive relationships, and coordinated field activity.
- Monitor regional trends and customer feedback to inform sales strategy and go-to-market execution.
- Provide accurate and timely sales forecasts, pipeline updates, regional business reviews, and market insights to senior leadership.
- Monitor key sales performance metrics and adjust strategies as needed to meet or exceed targets.
- Use CRM and sales tools consistently to track pipeline, customer interactions, account plans, sales activity, and forecast accuracy.
- Analyze team performance, deal progression, conversion rates, and territory coverage to identify areas for improvement.
- Manage regional sales resources effectively to maximize business impact.
- Oversee expense management and ensure responsible use of budget across the sales team.
- Allocate time, attention, and resources toward the highest-value accounts, opportunities, partners, and market initiatives.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
