Regional Director - West

About the Role: 

We are seeking a Regional Director to lead and accelerate enterprise growth across the Western United States. This is a second-line sales leadership role, reporting directly to the CRO, responsible for managing and developing Dropzone’s Western US region, currently comprising of Regional Sales Managers.

You will own the West region’s revenue plan, organizational strategy, talent development, and operating cadence. You will help Regional Sales Managers become exceptional leaders, maintain visibility into the business, and ensure they consistently build pipeline, execute complex opportunities, and deliver results.

The ideal candidate has successfully led sales managers in a high-growth cybersecurity company. You know how to scale through leaders while remaining close enough to customers, people, and strategic deals to identify risks and create leverage.

This role will be expected to reside within the San Francisco Bay Area, although it is a remote role. 

What You’ll Do: 

• Own the West region’s revenue target, sales strategy, forecasting, and overall execution.
• Lead, coach, and develop a team and hold them accountable for the performance of their respective territories.
• Establish clear regional priorities, territory strategies, account plans, pipeline targets, and operating rhythms.
• Build a consistent management system across teams while allowing leaders to adapt to the needs of their markets and people.
• Assess organizational capacity and partner with sales leadership and recruiting to develop hiring and coverage plans.
• Maintain a strong leadership bench and create development and succession plans for managers and high-potential sellers.
• Review regional performance, identify gaps early, and work through managers to implement focused action plans.
• Ensure forecasts are accurate, evidence-based, and supported by a clear understanding of deal risks and next steps.
• Provide executive sponsorship for strategic accounts and engage directly in complex or high-impact opportunities.
• Build trusted relationships with CISOs, security operations leaders, technology executives, channel partners, and other senior stakeholders.
• Partner with sales engineering, business development, marketing, customer success, product, and executive leadership to improve pipeline creation, conversion, and customer outcomes.
• Expand the region’s channel and technology-partner ecosystem to create leverage and accelerate growth.
• Represent Dropzone AI at executive meetings, customer events, industry conferences, and partner engagements.
• Bring market, competitive, and customer insights back to the organization to influence product and go-to-market strategy.
• Create a culture of accountability, intellectual honesty, urgency, collaboration, and continuous improvement.

Requirements

• 12+ years of enterprise software sales experience, including significant experience selling cybersecurity solutions.
• 5+ years of sales leadership experience, including demonstrated success leading frontline sales managers.
• Experience overseeing multiple sales teams across a large, complex region.
• A consistent record of meeting or exceeding multimillion-dollar regional revenue targets through multiple leaders and teams.
• Experience designing territories, organizational structures, coverage models, and resource plans.
• A strong record of recruiting, developing, and retaining high-performing sales managers and enterprise sellers.
• Experience building or scaling a regional business within a high-growth startup or emerging technology category.
• Strong knowledge of enterprise security operations and technologies such as SIEM, SOAR, EDR, XDR, cloud security, threat intelligence, or security automation.
• Experience providing executive leadership across complex, multi-stakeholder enterprise sales cycles.
• Credibility and an established network among CISOs, security executives, partners, and enterprise buyers in the West.
• Strong command of pipeline management, forecasting, qualification, negotiation, and value-based selling.
• The ability to coach managers without bypassing them or taking ownership away from their teams.
• The judgment to determine when to remain at the leadership level and when direct involvement will materially improve an outcome.
• Excellent written, verbal, presentation, and executive communication skills.
• Comfort operating with autonomy, ambiguity, and high expectations in a rapidly evolving market.
• Willingness to travel throughout the region as business needs require.
• Early-stage startup mindset. You thrive on ambiguity and move with lightspeed execution
• Being data-driven is part of your DNA.

Work Environment/Travel

We are a 100% remote company where you will work from your home with company-provided equipment to set you up for success. Semi-frequent travel to professional office settings and other events locally and nationally; some overnight travel expected.

Compensation

In the spirit of pay transparency, we are excited to share the base salary range below, exclusive of fringe benefits or potential bonuses. If you are hired at Dropzone your final base salary compensation will be determined based on factors such as geographic location, skills, education, and/or experience. In addition, all compensation packages include significant above market new hire equity grants because we believe in rewarding long term value creation. If you are hired at Dropzone your final base salary compensation will be determined based on factors such as geographic location, skills, education, and/or experience. In addition to those factors, we believe in the importance of pay equity and consider internal equity of our current team members as a part of any final offer. Please keep in mind that hiring at the maximum of the range would not be typical to allow for future and continued salary growth. We also offer a generous benefits package, including company paid health insurance, 401K Plan with employer match, Self-Managed PTO, parental leave, and more.

The base pay range for this role is: 200000 - 215000 USD
The variable pay for this role is: 200000 - 215000 USD