Regional Sales Director, West

Runlayer • San Francisco, CA

22h • Remote

About The Position

About Runlayer
AI is transforming how every company operates, but most enterprises are stuck. They want to move fast with AI Agents, tools, and workflows, but they can't do it safely. We're fixing that.
Our team built AI Actions for OpenAI, shipped Zapier Agents to millions of users, and launched the first remote MCP server with Anthropic. We helped establish the protocol, and now we're building the platform enterprises need to actually put MCP to work.
Runlayer is one platform for MCPs, Skills, and Agents: purpose-built security, fine-grained governance, and complete observability so organizations can go all-in on AI across the entire company without the risk. We just raised a $30M Series A led by Felicis, with participation from Khosla Ventures, bringing our total raised to $42M. Already trusted by Gusto, Instacart, Opendoor, dbt Labs, Cursor, and Decagon.
We're a team of 35, mostly engineers, shipping fast. Agent operators on Runlayer grew 5x in four weeks while human operators stayed flat. The shift to agentic work is already showing up in our own usage.
About the Role
As our Regional Sales Director for the West, you'll lead and grow Runlayer's sales motion across the Western US. You'll take over an existing team of AEs and book of business from day one, then hire and build your own team from there. Reporting to the VP of GTM, you'll be hands-on as both a coach and a closer; running a disciplined operating rhythm, developing rising talent, and winning complex, multi-stakeholder deals with security and engineering buyers. This is an early-stage, build-from-the-ground-up role for someone who's done it before and wants to do it again.
Why You'll Thrive Here
Impact: Build the region that proves how AI-first enterprises buy security and governance.
Excellence: Lead a team of A-players and partner closely with field engineering and leadership on every deal.
Ownership: Start with an existing book and team, and own how the West scales from day one.
What You'll Do
Lead, coach, and develop a high-performing team of AEs, and build a culture where great people want to stay.
Take over an existing team and book of business, then hire and build out your own team, keeping a strong bench in play.
Own regional go-to-market strategy: territory planning, pipeline health, multi-threaded executive alignment, and close plans.
Own the operating cadence: forecasting, pipeline inspection, deal reviews, and weekly coaching.
Win complex, multi-stakeholder deals by aligning field engineering, product, and partnerships to move them forward.
Build relationships with technical buyers (security and engineering leaders) and economic buyers (VPs and C-suite).
Partner with marketing on targeted programs and field events like executive dinners, and work with customers on renewal and expansion.
Translate what you hear in the field into concrete input on product, pricing, and packaging.
What We're Looking For
Directly managed AEs and have a track record of hitting team targets.
You've personally closed at the highest level, and can still get in the room and move a deal.
Startup sales leadership experience, ideally building an early-stage region from zero; a builder mindset, not just a big-company operator.
Genuine early-stage appetite: you want to build something from the ground up again.
Command of enterprise sales methodology with rigor around pipeline hygiene, coverage, and forecast accuracy.
Comfortable selling into technical audiences: you earn the trust of security and engineering buyers.
A coaching-first leadership style and strong judgment on talent and culture fit.
You set a high bar and a hard pace, without losing the fun that makes people want to stay.
Enterprise SaaS and AI experience preferred; we're industry-agnostic, but that combo is ideal.
Bonus Qualifications
Experience selling complex platforms in security, infrastructure, DevOps, or data.
A mix of startup/scaleup and larger-company experience, with small-org exposure in your recent roles.
Experience building regional playbooks: territory design and field/ABM co-motion with marketing.
Familiarity with the MCP and AI agents infrastructure space.
What We Offer
We provide a competitive package designed to attract and retain top talent who can work effectively with enterprise customers.
Competitive salary and equity — compensation that reflects your expertise and customer-facing responsibilities.
Paid time off — paid vacation, paid sick leave, and paid parental leave.
Professional development — budget for conferences, courses, and certifications in AI, enterprise software, and customer success.
Top-tier equipment — your choice of laptop and accessories to create your ideal work environment.
Health benefits — comprehensive health, dental, and vision coverage.
Customer interaction opportunities — work directly with innovative companies and see the immediate impact of your work.
Not quite the right fit? Reach out to [email protected] with details about your experience and interests.

Requirements

• Directly managed AEs and have a track record of hitting team targets.
• You've personally closed at the highest level, and can still get in the room and move a deal.
• Startup sales leadership experience, ideally building an early-stage region from zero; a builder mindset, not just a big-company operator.
• Genuine early-stage appetite: you want to build something from the ground up again.
• Command of enterprise sales methodology with rigor around pipeline hygiene, coverage, and forecast accuracy.
• Comfortable selling into technical audiences: you earn the trust of security and engineering buyers.
• A coaching-first leadership style and strong judgment on talent and culture fit.
• You set a high bar and a hard pace, without losing the fun that makes people want to stay.
• Enterprise SaaS and AI experience preferred; we're industry-agnostic, but that combo is ideal.

Nice To Haves

• Experience selling complex platforms in security, infrastructure, DevOps, or data.
• A mix of startup/scaleup and larger-company experience, with small-org exposure in your recent roles.
• Experience building regional playbooks: territory design and field/ABM co-motion with marketing.
• Familiarity with the MCP and AI agents infrastructure space.

Responsibilities

• Lead, coach, and develop a high-performing team of AEs, and build a culture where great people want to stay.
• Take over an existing team and book of business, then hire and build out your own team, keeping a strong bench in play.
• Own regional go-to-market strategy: territory planning, pipeline health, multi-threaded executive alignment, and close plans.
• Own the operating cadence: forecasting, pipeline inspection, deal reviews, and weekly coaching.
• Win complex, multi-stakeholder deals by aligning field engineering, product, and partnerships to move them forward.
• Build relationships with technical buyers (security and engineering leaders) and economic buyers (VPs and C-suite).
• Partner with marketing on targeted programs and field events like executive dinners, and work with customers on renewal and expansion.
• Translate what you hear in the field into concrete input on product, pricing, and packaging.

Benefits

• Competitive salary and equity — compensation that reflects your expertise and customer-facing responsibilities.
• Paid time off — paid vacation, paid sick leave, and paid parental leave.
• Professional development — budget for conferences, courses, and certifications in AI, enterprise software, and customer success.
• Top-tier equipment — your choice of laptop and accessories to create your ideal work environment.
• Health benefits — comprehensive health, dental, and vision coverage.
• Customer interaction opportunities — work directly with innovative companies and see the immediate impact of your work.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed