Regional Sales Director - Enterprise West

Upwind Security•San Francisco, CA

11h

About The Position

Upwind is a next-generation Cloud Security Platform that uses runtime context to identify and prioritize critical risks, providing precise insights and efficient cloud security management. Its platform uses runtime data to support risk prioritization and posture insights, with eBPF-powered sensors and capabilities including agentless cloud posture discovery, real-time threat protection, and integrated API security. Upwind is seeking a Regional Sales Director to build, lead, and scale its Enterprise sales team across the West region. This leadership role is responsible for revenue growth, developing high-performing talent, and establishing Upwind as a category leader in cloud security. The role contributes to go-to-market strategy, strategic deal closing, and a customer-first sales culture. It is a field leadership role open to qualified candidates located in the West; California is highly preferred.

Requirements

Proven experience leading and scaling Enterprise sales teams in high-growth SaaS or cybersecurity companies.
Track record of consistently exceeding regional or team revenue targets.
Strong background selling to enterprise customers in Cloud, Security, or DevOps environments.
Demonstrated ability to recruit, hire, and retain top sales talent.
Experience leading complex, multi-threaded sales cycles and closing strategic deals.
Deep understanding of sales methodologies such as MEDDPICC and disciplined pipeline management.
Strong executive presence and ability to engage and influence C-level stakeholders.
Data-driven mindset and commitment to forecast accuracy and CRM hygiene using SFDC.
Highly collaborative and adaptable, with comfort working in a fast-paced, early-stage startup environment.
Strong understanding of cloud security concepts, technologies, and market landscape.

Nice To Haves

Candidates located in California are highly preferred.

Responsibilities

Build, lead, and scale a high-performing team of Enterprise Account Executives across the West region.
Develop and execute a regional sales strategy to exceed revenue targets and drive consistent pipeline generation.
Coach, mentor, and develop Account Executives through all stages of the sales cycle, improving team performance and execution.
Personally engage in and help close strategic, high-value enterprise deals.
Establish relationships with C-level executives and key stakeholders within target accounts.
Partner with Marketing, Sales Engineering, Customer Success, and Channel teams to drive alignment and revenue growth.
Drive a disciplined sales process, including pipeline management, forecasting accuracy, and qualification methodologies such as MEDDPICC.
Build and expand relationships with channel partners and ecosystem players to accelerate regional growth.
Provide regular, data-driven insights and forecasts to executive leadership.
Help shape and refine Upwind’s go-to-market strategy based on customer and market feedback.