Regional Sales Manager - AI Team

Job description

Why Mend.io We are redefining how modern organizations secure software from open source and custom code to AI-generated components. As the creators of the first AI Native AppSec Platform, we help global enterprises stay safe, fast, and compliant in an era of AI-driven development. Our platform combines intelligent automation, deep risk visibility, and developer-first experiences, shaping the future of application security. We are also committed to building a collaborative, empowering workplace. If you are excited about this role but do not meet every requirement, we encourage you to apply. Your perspective could be exactly what we need! About Mend AI AI is fundamentally changing how software is created , accelerating development velocity while introducing an entirely new security problem set. Organizations are rapidly adopting AI-powered development workflows, autonomous coding tools, and internal AI applications faster than security teams can govern them. The result is a growing gap between innovation and control: insecure AI-generated code, unmanaged AI usage, data exposure risks, compliance concerns, and a rapidly expanding attack surface across the software development lifecycle. Mend AI helps organizations secure AI-driven software development and adopt AI safely at enterprise scale. This is a market being defined in real time. The companies that win it will combine technical credibility, urgency, and execution , this role sits directly at the center of that opportunity. About the Role This is a true ground-floor role for a high-performing seller who wants to help build a category, not just carry a quota. Mend AI is your product, your pitch, and your entry point into every account. You'll own the entire sales motion from first touch to close - building pipeline through outbound prospecting, events, partnerships, and inbound opportunities, while working closely with Sales Engineering, Product, and Customer Success to win strategic accounts. This is a dedicated hunting role focused on net-new logos - expansion within existing customers is owned by our broader sales organization today, which keeps you free to do what you do best. This is a global role with responsibility across both North America and EMEA markets. The ideal candidate is comfortable operating across regions, engaging with international customers, and managing opportunities in a global sales environment. This role is fundamentally for a builder, someone who creates pipeline, drives urgency, and thrives in ambiguity. You'll be expected to operate with high autonomy, help refine the go-to-market motion through customer feedback, and become a trusted advisor to engineering and security leaders navigating AI adoption. There's already strong momentum behind the business: an established security platform, deep technical leadership, an active marketing engine, and a rapidly emerging market need. This is a high-impact role for a seller who wants to help build a category, not just carry a quota. What You'll Do - Own the pipeline: Build and grow a portfolio of net-new mid-market and enterprise accounts through outbound prospecting, inbound conversion, events, conferences, and partner channels - treating inbound as one channel among many while maintaining an outbound-first, self-generated pipeline discipline - Run the full cycle: Own every stage of the deal process - outreach, discovery, technical validation, business case development, negotiation, and close - Educate the market: Run consultative discovery conversations around AI risk, AI-generated code, governance, compliance, and secure AI adoption - Shape the product and GTM motion: Bring field insights directly back to Product, Marketing, and Leadership to help refine messaging, roadmap, and go-to-market strategy - Partner cross-functionally: Work closely with Sales Engineering, Customer Success, Product, and Leadership to move strategic opportunities forward - Represent Mend AI externally: Be a visible presence at security conferences, executive meetings, webinars, customer roundtables, and across the partner ecosystem What You'll Bring - A genuine hunter's mentality - a highly proactive, outbound-oriented seller with a demonstrated ability to generate pipeline independently - The ability to quickly develop deep credibility in AI security, AI-driven software development workflows, and secure software delivery practices - 5–10+ years of SaaS sales experience with a consistent track record of net-new logo acquisition and exceeding quota - Experience selling security, DevSecOps, developer tooling, application security, cloud security, or adjacent technical products into engineering and security organizations - Strong executive presence with the ability to sell effectively to both technical stakeholders (DevSecOps, engineering leadership, security teams) and economic buyers (CISO, CTO, VP Engineering) - Success operating in early-stage or high-growth environments with high autonomy and low process overhead - Strong business judgment, curiosity, and comfort navigating an evolving market category - Disciplined pipeline management, forecasting accuracy, and clean CRM hygiene in Salesforce What Success Looks Like Success in this role means consistently creating qualified pipeline, winning net-new enterprise logos, and becoming a trusted voice in the AI security conversation across engineering and security leadership teams. You’ll help define how enterprises secure AI-driven software development — while helping shape the category, the customer conversation, and the future growth of Mend AI. Our Culture At Mend.io https://www.mend.io, we are leading the way in securing AI-powered applications, and we believe the best innovations come from teams where everyone feels valued. We are committed to a workplace built on respect, trust, and growth, where learning and flexibility empower people to do their best work.