[All remote jobs](https://jobicy.com/jobs.md)[![Recorded Future, Inc. logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/08/2467e1d2-221.png)](https://jobicy.com/company/recorded-future-inc.md)[Recorded Future, Inc.](https://jobicy.com/company/recorded-future-inc.md) # Senior Director, Regional Sales (West Coast) Review the role, location requirements, compensation details, and application process before deciding whether this opportunity fits your next career move. [Apply for this job](#job-application)[View company](https://jobicy.com/company/recorded-future-inc.md)ShareRemote from[USA](https://jobicy.com/job-region/usa.md)SalaryUSD 201k–281,500 / yrDepartment[Sales](https://jobicy.com/categories/seller.md)EmploymentFull TimeExperienceDirectorPublished15 Oct 2026Apply before14 Nov 2026Listing views41Application actions2Application toolkit ## Make your next move. Prepare your resume, explore your fit, and draft a cover letter for this opportunity. AI Summary ## The role, at a glance. This senior sales leadership role owns regional go-to-market strategy and revenue delivery for Recorded Future's West Coast organization. The Senior Director leads, coaches, and develops Account Directors and Associate Account Directors across new-logo acquisition and existing-account expansion. Responsibilities include pipeline governance, forecasting, strategic deal support, pricing oversight, and cross-functional collaboration with channel, marketing, customer success, and sales operations. Success requires enterprise cybersecurity sales expertise, command of MEDDPICC, and a demonstrated record of building high-performing teams that attain ambitious quotas. The role operates in a visible, fast-paced growth environment with significant accountability for regional commercial performance. ## Role DNA A quick view of the complexity, pace, ownership and collaboration implied by the job description. ### Job Complexity 5/5EasyHard ### Pace & Pressure 5/5RelaxedFast-paced ### Autonomy Level 5/5GuidedFull ownership ### Communication Load 5/5IndependentCollaborative AI insightThe role combines senior people leadership with direct accountability for a regional revenue number, complex enterprise deal cycles, and forecast accuracy. It requires substantial cybersecurity-market credibility, rigorous sales operations, and the ability to influence executive stakeholders internally and externally. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job median (per year)Market rate$241,250US market range (per year)$200k–$300k0$330k AI insightThe yearly pay period is inferred from the job context; it was not explicitly stated by the employer. The employer discloses a base salary range of $201,000–$281,500 USD. The yearly period is inferred from the salary magnitude, US-wide applicability, full-time status, and senior sales leadership level. A reasonable estimated US base-salary market range for a Senior Director of Regional Sales in cybersecurity is $200,000–$300,000 per year, excluding incentive compensation, equity, and benefits. ## Core skills Skills and capabilities most closely associated with this opportunity. [Regional sales leadership](https://jobicy.com/jobs?search_keywords=Regional%20sales%20leadership.md)[Enterprise B2B sales](https://jobicy.com/jobs?search_keywords=Enterprise%20B2B%20sales.md)[Cybersecurity sales](https://jobicy.com/jobs?search_keywords=Cybersecurity%20sales.md)[Go-to-market strategy](https://jobicy.com/jobs?search_keywords=Go-to-market%20strategy.md)[MEDDPICC](https://jobicy.com/jobs?search_keywords=MEDDPICC.md)[Pipeline management](https://jobicy.com/jobs?search_keywords=Pipeline%20management.md)[Sales forecasting](https://jobicy.com/jobs?search_keywords=Sales%20forecasting.md)[Salesforce](https://jobicy.com/jobs?search_keywords=Salesforce.md)[Clari](https://jobicy.com/jobs?search_keywords=Clari.md)[Gong](https://jobicy.com/jobs?search_keywords=Gong.md)[Account expansion](https://jobicy.com/jobs?search_keywords=Account%20expansion.md)[Strategic account planning](https://jobicy.com/jobs?search_keywords=Strategic%20account%20planning.md)[Sales coaching](https://jobicy.com/jobs?search_keywords=Sales%20coaching.md)[Channel partnerships](https://jobicy.com/jobs?search_keywords=Channel%20partnerships.md)[Executive relationship management](https://jobicy.com/jobs?search_keywords=Executive%20relationship%20management.md) Sample interview questionsHow have you developed and executed a regional sales strategy that improved revenue performance?I begin with market segmentation, account potential, coverage capacity, and historical conversion data to set a focused territory strategy. I translate that strategy into clear pipeline, activity, expansion, and attainment measures, then inspect progress regularly with managers and sellers. I adjust resource allocation and enablement based on leading indicators while keeping the team aligned to the larger annual plan. How do you use MEDDPICC to improve forecast accuracy and deal execution? I use MEDDPICC as a consistent inspection framework rather than a checklist completed late in a sales cycle. During deal reviews, I assess evidence for metrics, economic buyer access, decision criteria and process, pain, champion strength, and competition. This exposes gaps early, informs mutually agreed action plans, and produces forecasts based on verified deal health rather than seller optimism. Describe your approach to coaching a seller through a complex, multi-stakeholder enterprise opportunity. I first help the seller map stakeholders, business priorities, decision process, and current deal risks. We identify the strongest value hypothesis for each executive audience, establish a plan to validate it, and define specific next steps with dates and owners. I coach through questions and role-play where helpful, while joining executive conversations selectively when leadership sponsorship can advance the opportunity. How would you build a high-performance culture while retaining and developing sales talent? I set transparent expectations, consistent operating rhythms, and objective performance standards while creating a psychologically safe environment for feedback and learning. Each team member receives individualized coaching tied to skill gaps and career objectives, supported by recognition for both strong execution and collaborative behavior. When performance is below standard, I address it early with clear improvement plans, practical support, and accountability. How do you partner with marketing, customer success, channel, and sales operations to drive regional growth? I establish shared outcomes and a recurring cadence to review account priorities, pipeline conversion, customer health, and operational blockers. With marketing and channel teams, I align campaigns and partner motions to target segments; with customer success, I identify expansion and renewal opportunities; and with sales operations, I maintain reliable data and forecasting discipline. This coordinated approach improves customer outcomes while creating a more predictable revenue engine. Opportunity details ## About this role. 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 Senior Director, Regional Sales 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. ### What You’ll Do * 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. ### What You’ll Bring * 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. ### Preferred Qualifications * 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. The base salary range for this full-time position is $201,000 – $281,500. Our salary ranges are determined by role, level, and location. The salary displayed reflects the range for new hire salaries for the position across all US locations. Within the range, individual pay is determined by state, work location and additional factors, including job-related skills, experience, and relevant education or training. This position may be eligible for incentive compensation, equity, and medical, dental, vision, life insurance and 401K. Your recruiter can share more about the specific details of the compensation and benefit package during the hiring process. #LI-Remote Why should you join Recorded Future? Recorded Future employees (or “Futurists”), represent over 40 nationalities and embody our core values of having high standards, practicing inclusion, and acting ethically. Our dedication to empowering clients with intelligence to disrupt adversaries has earned us a 4.6-star user rating on G2 and more than 50% of Fortune 100 companies as customers. Want more info? [Blog & Podcast](https://www.recordedfuture.com/blog/): Learn everything you want to know (and maybe some things you’d rather not know) about the world of cyber threat intelligence [Linkedin](https://www.linkedin.com/company/recorded-future/), [Instagram](https://www.instagram.com/recordedfuture/) & [Twitter](https://twitter.com/RecordedFuture): What’s happening at Recorded Future [The Record](https://therecord.media/): The Record is a cybersecurity news publication that explores the untold stories in this rapidly changing field [Timeline](https://www.recordedfuture.com/our-story): History of Recorded Future [Recognition](https://www.recordedfuture.com/why-recorded-future#industry--culture-awards): Check out our awards and announcements We are committed to maintaining an environment that attracts and retains talent from a diverse range of experiences, backgrounds and lifestyles. By ensuring all feel included and respected for being unique and bringing their whole selves to work, Recorded Future is made a better place every day. If you need any accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to our recruiting team at [careers@recordedfuture.com](mailto:careers@recordedfuture.com) Recorded Future is an equal opportunity and affirmative action employer and we encourage candidates from all backgrounds to apply. Recorded Future does not discriminate based on race, religion, color, national origin, gender including pregnancy, sexual orientation, gender identity, age, marital status, veteran status, disability or any other characteristic protected by law. Recorded Future will not discharge, discipline or in any other manner discriminate against any employee or applicant for employment because such employee or applicant has inquired about, discussed, or disclosed the compensation of the employee or applicant or another employee or applicant. Recorded Future does not administer a lie detector test as a condition of employment or continued employment. This is in compliance with the law of the Commonwealth of Massachusetts, and in alignment with our hiring practices across all jurisdictions. Recorded Future maintains a drug-free workplace. Note: Our interview process for all final-round candidates requires a mandatory in-person interview or a live, scheduled video conference with the hiring manager. We do not conduct interviews via instant messaging or text. All communications during the application process will come from individuals within our HR department via their Recorded Future email address. Notice to Agency and Search Firm Representatives: Recorded Future will not accept unsolicited resumes from any source other than directly from a candidate. Any unsolicited resumes sent to Recorded Future, including those sent to our employees or through our website, will become the property of Recorded Future. Recorded Future will not be liable for any fees related to unsolicited resumes. Agencies must have a valid written agreement in place with Recorded Future’s recruitment team and must receive written authorization before submitting resumes. Submissions made without such agreements and authorization will not be accepted and no fees will be paid. 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