Senior Director, Regional Sales (West Coast)

Recorded Future•California - Remote, CA

2d•$201,000 - $281,500•Remote

About The Position

With 1,000+ intelligence professionals serving over 1,900 clients worldwide, Recorded Future is the world’s most advanced, and largest, intelligence company! As a Regional Sales Director at Recorded Future, you will be a strategic, people-focused leader responsible for driving revenue growth across your region. You will lead, coach, and develop a team of Account Directors and Associate Account Directors focused on acquiring new customers and expanding existing relationships. In this role, you’ll balance big-picture strategy with day-to-day execution, ensuring pipeline health, supporting complex deal cycles, and fostering a culture of accountability, collaboration, and high performance. This is a highly visible leadership role where you will own your region’s go-to-market strategy, partner closely with cross-functional teams, and ensure your team consistently meets and exceeds ambitious revenue goals in a fast-paced, high-growth environment.

Requirements

Sales Leadership: Ability to develop long term strategy for your region and drive performance through goal setting, consistent coaching, and leading by example.
Operational Excellence: Strong command of MEDDPICC, sales discipline, and pipeline management to ensure predictable growth.
Strategic Communication: Skilled at crafting compelling value propositions and guiding your team in executive-level conversations.
Team Development: Passion for mentoring and empowering sellers, building a culture of collaboration, feedback, and career growth.
Customer & Partner Focus: Commitment to delivering a consultative, high-impact customer experience and cultivating strong partner relationships.
Leadership Traits: Empathetic, resilient, curious, and entrepreneurial — able to motivate teams, adapt in uncertainty, and deliver results with urgency.

Nice To Haves

10+ years of B2B sales experience, including 3+ years in a leadership or frontline management role.
Proven success leading high-performing sales teams in high-growth technology or cybersecurity companies.
Deep understanding of enterprise sales cycles, channel ecosystems, and strategic account planning.
Demonstrated track record of team quota attainment and driving revenue growth in both new business and account expansion.
Skilled in sales tools and platforms (Salesforce, Clari, Gong, or similar) with a data-driven approach to pipeline management and forecasting.

Responsibilities

Own regional sales strategy and execution, guiding a team focused on both new customer acquisition and account expansion.
Recruit, develop, and retain top sales talent while fostering a culture of accountability and high performance.
Coach sellers on territory planning, discovery, deal strategy, and execution across the full sales cycle.
Establish clear regional goals and business plans that balance long-term vision with short-term execution.
Ensure disciplined pipeline management and accurate forecasting through MEDDPICC methodology and sales systems (Salesforce, Clari, Gong, etc.).
Support the team in building executive-level relationships and navigating complex, multi-stakeholder sales cycles.
Partner cross-functionally with channel, marketing, customer success, and sales operations to drive efficiency and improve customer outcomes.
Maintain deep knowledge of the cybersecurity market, Recorded Future’s platform, and competitive landscape to ensure strong market positioning.
Oversee pricing strategies and deal hygiene to maximize commercial performance.
Achieve and exceed regional revenue targets while contributing to the overall success of the global sales organization.