Regional Sales Manager

XTRACT ONE•San Jose, CA

3d•$120,000 - $135,000

About The Position

Xtract One is seeking an experienced Regional Sales Manager (individual contributor) to lead sales efforts within an assigned territory and deliver defined quotas for its Multi-Sensor Gateway threat detection and security products. The role focuses on driving new business and revenue growth, developing customer and partner relationships, and managing the sales process from prospect identification through close. The position reports to the Director, Sales and Business Development. The Regional Sales Manager will help bring new technologies and concepts to market across multiple verticals, build and execute a territory plan, maintain accurate CRM and forecast information, conduct product demonstrations, and share market intelligence gathered through customer interactions. The role involves collaborating with cross-functional teams across North America, participating in relevant marketing events and conferences, and traveling within the assigned territory. The position is based in San Jose, California, and offers a stated base salary of $120,000–$135,000 USD, on-target earnings of $300,000+, benefits, paid time off, and stock options.

Requirements

At least 8 years of successful B2B technology sales experience.
Ability to demonstrate the sales methodology behind prior success.
Strong focus on new-business and logo acquisition, including prospecting and lead generation.
Experience with hardware/software integrations and strategic solutions.
Experience in environments that have brought new technologies and concepts to market.
Strategic and consultative selling skills.
Demonstrated experience presenting and selling conceptual solutions.
Experience managing complex, long sales cycles.
Experience in end-user business development and channel sales.
Understanding of when and how to engage senior management in the sales process.
Knowledge of multiple licensing models, such as subscription, SaaS, perpetual, and lease.
Ability to manage the full sales process from prospect identification through close.
Comfort and experience with deal sizes ranging from six to eight figures.
Experience in a startup or small-company environment.
Strong CRM knowledge and disciplined use of CRM systems, such as SFDC.
Comfort working in a remote or home-office environment and ability to travel throughout the assigned territory.
Excellent communication skills.
Ability and willingness to travel within North America up to 60% of the time.

Nice To Haves

Threat detection, physical security, cybersecurity, or AI/SaaS experience.

Responsibilities

Help bring new technologies and concepts to market across multiple vertical markets.
Develop expertise in the company's products, technologies, and markets.
Pursue new end-user business opportunities while managing existing customers and partners to support satisfaction and additional revenue.
Achieve or exceed assigned sales targets and other goals.
Develop a territory plan to support assigned goals.
Manage the sales process from inception to close using the prescribed sales process and playbook.
Use a strategic approach to managing accounts, opportunities, and the sales process, and contribute to its evolution.
Maintain detailed account, pipeline, and forecast information in the company CRM.
Collaborate with cross-functional team members in multiple North American locations.
Conduct or lead product demonstrations for qualified prospects.
Participate in applicable marketing events, campaigns, and conferences.
Contribute to company direction through customer interaction and firsthand market intelligence.
Perform role-related administrative duties.
Follow company policies concerning ethics, conduct, and data management.