Regional Director, Sales - West

Fortra

19d•$140,000 - $200,000•Remote

About The Position

Whether you’re an experienced professional or just getting started, your contributions matter at Fortra. If you’re passionate about tackling meaningful challenges alongside talented team members committed to helping each other succeed, all while having lots of fun, we want to hear from you. We offer competitive benefits and salaries, personal and professional development opportunities, flexibility, and much more! The Regional Director of Sales, West Region is accountable for building, leading, and scaling a high-performance sales organization across a geographically defined territory. This is a true first-line leadership role responsible for managing a team of six Account Executives and driving new logo acquisition and expansion revenue through disciplined execution of Fortra’s sales operating rhythm and franchise model. This role is a hands-on, “roll-up-your-sleeves” leadership position. The successful candidate will bring structure, urgency, and focus to a region with significant greenfield opportunity, while establishing strong pipeline generation, forecast rigor, partner engagement, and balanced solution selling across Fortra’s portfolio (Brand Protection, Data Security, and FIM). The Regional Director serves as the culture carrier for the West, setting the tone internally with their team and externally with partners and customers — calm, credible, accountable, and action-oriented.

Requirements

Bachelor’s degree required
7+ years of experience selling enterprise software or cybersecurity solutions
3+ years of first-line sales leadership experience managing Account Executives
Proven success driving new logo acquisition and expansion revenue
Strong experience with pipeline management, forecasting, and sales process execution
Security industry background required
Excellent communication, coaching, and organizational skills
Ability to thrive in ambiguity and build structure in imperfect environments
Must be willing to travel regularly throughout the region and for company meetings

Responsibilities

Revenue & Quota Ownership Own regional performance against NARR targets, with a focus on new logo acquisition and expansion
Drive consistent pipeline generation and coverage, ensuring a healthy mix of net-new and expansion opportunities
Maintain a balanced portfolio across Fortra solution areas (Brand Protection, Data Security, FIM)
Support retention as a foundation for expansion growth, working closely with Customer Success and account teams
Deliver accurate weekly and quarterly forecasts aligned to the Sales Operating Rhythm Playbook
Team Leadership & Coaching Directly manage and develop a team of six Account Executives
Provide hands-on coaching across discovery, opportunity strategy, deal execution, and closing
Run consistent weekly franchise meetings focused on pipeline, deal progression, and execution discipline
Actively participate in key opportunities, particularly complex, high-value, or strategic deals
Hold clear performance standards and address performance issues decisively and constructively
Pipeline, Process & Operating Discipline Establish and enforce strong pipeline hygiene, qualification standards, and deal inspection
Drive adoption of repeatable sales motions (discovery, demos, POCs, RFPs, partner-led pursuits)
Monitor and improve core sales metrics including pipeline velocity, win rates, and time-to-close
Generate regular reporting and insights for business reviews and leadership updates
Partner & Cross-Functional Leadership Work closely with Fortra’s Channel organization to drive partner engagement, productivity, and co-selling success
Build strong working relationships with Regional VARs and select national partners
Collaborate with SEs, BDRs, Marketing, Product, and Customer Success through dotted-line leadership
Represent the West Region with credibility and influence across the broader Fortra organization
Culture & Talent Development Serve as the culture setter for the West Region, especially in a more distributed environment
Attract, retain, and develop top sales talent
Create a team environment rooted in accountability, focus, continuous improvement, and mutual support
Bring calm, clarity, and leadership during ambiguity or periods of change