Regional Sales Manager, Strategic Accounts

Job description

Build a safer world with us, one incident at a time. Ambient.ai is the category creator and leader in Agentic Physical Security. Powered by Ambient Pulsar, the first reasoning Vision-Language Model purpose-built for physical security, our platform seamlessly integrates with existing security cameras and physical access control systems to unify monitoring, access control, threat assessment, response, and investigations through an always-on reasoning layer that augments security operators with superhuman capabilities. The results: 95% fewer false alarms, investigations 20x faster, and 10x faster response. The momentum speaks for itself: we doubled new ARR in FY26, and have delivered results for world-class customers including Cisco, ServiceNow, SentinelOne, TikTok, Bayer, and MoMA. That kind of momentum creates an environment where great people thrive, and it shows: we recently ranked #71 out of 500 on the Forbes best startup employers list https://www.forbes.com/lists/americas-best-startup-employers/. Founded in 2017 and backed by Andreessen Horowitz, Y Combinator, and Allegion Ventures, Ambient.ai is on a fast-paced journey to fulfill our mission: prevent every security incident possible. Ready to learn more? Connect with us on LinkedIn https://www.linkedin.com/company/ambient-ai/?viewAsMember=true and YouTube https://www.youtube.com/@ambient-ai-inc About the role: As a Regional Sales Manager, Strategic Accounts, you'll own the full sales strategy and execution for a defined territory, driving both new customer acquisition and expansion revenue. This is a full-cycle, quota-carrying role built for someone who's comfortable navigating complex enterprise deals with multiple stakeholders - from security operations leaders to C-suite executives - and who wants to help define what enterprise sales looks like in a brand-new product category. You'll be building your book of business largely from scratch in a market Ambient.ai is actively creating, which means the role rewards strategic territory planning and creative pipeline generation as much as it does deal execution. You'll work closely with Sales Engineering, so you're never building a business case alone. What you'll do: - You will take ownership of an assigned territory focused on net new logo and upsell opportunities - You will demonstrate expertise in building business cases that clearly show value and differentiation at all levels of your customer organizations including C-level executives - You will constantly generate pipeline using creative techniques, tools, team collaboration, industry events, and top-tier channel partners - You will close deals through world-class planning and preparation, developing and cultivating relationships with enterprise organizations, as well as being consultative in your approach to solving complex real business problems - You will demonstrate expertise in building business cases that clearly show value and differentiation at all levels of your customer/prospect organizations - You will benefit from complementary and robust Sales Engineering, Solution Architecture, Value Consulting, and Transformation Teams throughout your sales cycles - You will win deals through world-class planning and preparation, as well as being consultative in your approach to solving real business problems What you'll bring: - 5+ years of experience evangelizing enterprise technology, with a focus on SaaS and disruptive cloud technologies - Consistent track record of over-achievement; net new logo accomplishments; and keen understanding of how to leverage partner relationships - You have significant experience with MEDDIC as a leading indicator driven sales process (highly preferred) - You demonstrate a true “value-based” sales approach and have experience explaining complex ROI models to C-level customers - You’re ready to think differently, learn, and embrace new methodologies - You’re a natural champion builder and go the extra mile to add real value - You’re an entrepreneur - you run your patch like a business - You don’t cut corners, even with SFDC hygiene - A track record of overachievement and hitting sales targets - Driven and competitive: Possesses a strong desire to be successful Why join us: - We are creating an entirely new category within a 180+ billion-dollar physical security industry and looking for team members who are also passionate about our mission to prevent every security incident possible - We have an impressive customer roster of F500 companies including Adobe, VMware, and SentinelOne - Regular Full-time employees receive stock options for the opportunity to share ownership in the success of our company - Comprehensive health + welfare package (Medical, Dental, Vision, Life, EAP, Legal Services, 401k plan) - We offer flexible time off to rest and recharge including Winter Break (time off between Christmas and New Year’s for most roles depending on customer demand) - The latest tech and awesome swag delivered to your door - Enjoy a full range of opportunities to connect with your awesome co-workers - We love to hike https://www.alltrails.com/us/california/redwood-city, are foodies, and love music! Check out our most recent Ambient Spotify Playlist https://open.spotify.com/playlist/2kx8dM5h65Tac5UOo0kuWr?si=cebFZmkHQhKEvnoall2rcQ #LI-Remote Ambient.ai is proud to be an Equal Opportunity Employer. Ambient does not unlawfully discriminate on the basis of race, color, religion, sex (including pregnancy, childbirth, breastfeeding, or related medical conditions), gender identity, gender expression, national origin, ancestry citizenship, age, physical or mental disability, legally protected medical condition, family care status, military or veteran status, marital status, registered domestic partner status, sexual orientation, genetic information, or any other basis protected by local, state, or federal laws. Ambient is an E-Verify participant.