Regional Sales Manager, Strategic Accounts

Job description

**This position is listed on behalf of a partner company, which manages all applications and next steps. Our partner is looking for a Regional Sales Manager, Strategic Accounts based in the United States.** We are seeking a results-driven enterprise sales professional to accelerate growth in the rapidly evolving AI-powered physical security market. In this role, you will own the sales strategy and execution for an assigned territory, driving new customer acquisition and expanding strategic enterprise accounts. You will build your territory through proactive prospecting, creative pipeline generation, and strong relationships with senior decision-makers, from security operations leaders to C-suite executives. Using a consultative, value-based approach, you will demonstrate how advanced AI solutions can help organizations improve security operations, reduce false alarms, and respond to incidents more effectively. You will partner closely with Sales Engineering, Solution Architecture, Value Consulting, and Transformation teams to navigate complex sales cycles and deliver compelling business cases. This is an opportunity to help establish a new technology category while contributing directly to revenue growth in a high-growth, innovation-driven environment. ### Accountabilities - Own territory strategy and execution: Develop and execute a comprehensive sales strategy for an assigned territory, focusing on new customer acquisition, strategic account development, and expansion revenue. - Generate and qualify pipeline: Build a robust pipeline through proactive prospecting, creative outreach strategies, industry events, collaborative selling, sales tools, and relationships with strategic channel partners. - Drive enterprise sales cycles: Manage the full sales process, from initial prospecting and discovery through solution positioning, negotiation, and closing, while maintaining a disciplined approach to deal execution. - Develop executive-level relationships: Build trusted relationships with stakeholders across enterprise organizations, including security operations leaders, technical decision-makers, business leaders, and C-suite executives. - Communicate business value: Create compelling business cases that demonstrate solution differentiation, measurable business impact, return on investment, and alignment with customer priorities. - Apply consultative selling: Understand complex customer challenges and recommend solutions that address operational needs, improve security outcomes, and support broader business objectives. - Leverage cross-functional expertise: Partner with Sales Engineering, Solution Architecture, Value Consulting, and Transformation teams to develop tailored solutions, strengthen proposals, and support customers throughout the sales cycle. - Build strategic partnerships: Develop and leverage channel relationships to expand market reach, generate qualified opportunities, and accelerate enterprise deal execution. - Maintain sales discipline: Apply structured sales methodologies, manage opportunities effectively, maintain accurate Salesforce records, and use pipeline data to forecast performance and prioritize activities. - Achieve revenue targets: Consistently pursue and exceed sales quotas, balancing strategic territory planning with disciplined execution and ongoing pipeline development. - Help establish a new market category: Educate prospects on emerging AI-driven physical security capabilities and help organizations understand their potential operational and financial benefits. ## Requirements - Enterprise sales experience: 5+ years of experience selling enterprise technology, particularly SaaS solutions and innovative cloud technologies. - Proven sales performance: A consistent track record of meeting or exceeding sales targets, winning new enterprise customers, and generating meaningful revenue growth. - New business development: Demonstrated ability to build a territory, create pipeline from the ground up, and secure new customer relationships in competitive markets. - Complex enterprise deal management: Experience navigating lengthy sales cycles involving multiple stakeholders, executive decision-makers, and complex purchasing processes. - Value-based selling: Strong ability to connect technology solutions to business outcomes, develop persuasive business cases, and explain complex ROI models to C-level audiences. - Sales methodology: Familiarity with MEDDIC as a structured, metrics-driven sales qualification and execution methodology is highly preferred. - Partner-led selling: Experience building and leveraging channel and strategic partner relationships to generate opportunities and close enterprise deals. - Executive communication: Excellent presentation, negotiation, and relationship-building skills, with the ability to communicate technical and commercial value clearly to diverse audiences. - Strategic territory management: An entrepreneurial mindset, with the ability to manage an assigned territory as a business, prioritize opportunities, and develop creative approaches to pipeline generation. - Cross-functional collaboration: Ability to work effectively with Sales Engineering, Solution Architecture, Value Consulting, and other teams to develop solutions and advance deals. - Adaptability and curiosity: Willingness to challenge conventional approaches, learn new methodologies, and adapt to an emerging technology category. - Ownership and integrity: A proactive, accountable, and competitive approach to work, with strong attention to detail, disciplined CRM management, and a commitment to doing things the right way. - Drive and resilience: Strong motivation to succeed, persistence through complex sales cycles, and a genuine commitment to delivering value for customers. ## Benefits - Base salary: $150,000 per year, with final compensation determined by job-related skills, experience, location, and internal equity. - Performance-based compensation: Commission opportunities tied to sales performance. - Equity: Stock options for eligible regular full-time employees, providing an opportunity to share in the company's growth. - Healthcare coverage: Comprehensive medical, dental, and vision insurance. - Additional protection and support: Life insurance, Employee Assistance Program (EAP), and access to legal services. - Retirement savings: Access to a 401(k) plan. - Flexible time off: Flexible paid time off to rest and recharge. - Winter break: Time off between Christmas and New Year’s for most roles, depending on customer demand. - Remote work: Remote position based in Virginia, United States. - Technology and equipment: Access to current technology and company-provided merchandise. - Team connection: Opportunities to connect and collaborate with colleagues through team activities and shared interests. - Career impact: The opportunity to help shape an emerging market category in AI-powered physical security and contribute to a mission focused on preventing security incidents.