Senior Director, Regional Sales (West Coast)

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: Learn everything you want to know (and maybe some things you’d rather not know) about the world of cyber threat intelligence Linkedin, Instagram & Twitter: What’s happening at Recorded Future The Record: The Record is a cybersecurity news publication that explores the untold stories in this rapidly changing field Timeline: History of Recorded Future Recognition: 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 [email protected] 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.