Regional Sales Director

About the role

The Regional Sales Director is a key individual contributor role responsible for driving sales execution within a defined region. This includes new logo prospect identification, engagement of C-suite executives and complex decision-making committees, and development of existing customer relationships to win new revenue opportunities. The role acts as the quarterback within the region, collaborating with the executive team, marketing, channels, strategic alliances, business development, and sales engineering to build and execute a territory sales strategy that leverages industry and regional trends for long-term revenue impact.

Responsibilities

• Create and execute a short- and long-term sales pipeline to capture new and existing opportunities within the region.
• Engage senior decision makers, CIOs/CISOs, customer influencers, end-users, and ecosystem partners to advance sales pursuits.
• Review and analyze market opportunities, evaluating competitive and technology requirements to capitalize on them.
• Understand current and future industry needs in the context of market dynamics to deliver multi-year business deals.
• Manage relationships and communications with external customers, internal stakeholders, and partners required for successful deals.
• Align sales objectives with corporate strategy and financial performance measures.
• Provide market-based feedback to internal product and marketing teams to support Appgate's continued market innovation.
• Accurately forecast sales performance, track key metrics, and report progress to senior leadership.

Requirements

• 5-10 years of cybersecurity industry experience in a technical sales role, preferably with deep expertise in Networking Security, Zero Trust, OT Security, and critical infrastructure security frameworks and standards.
• Strong understanding of security and network offerings.
• Track record engaging both IT and OT stakeholders—from control engineers to CISOs—to navigate IT/OT convergence initiatives and drive multi-stakeholder deals to close.
• High energy and aggressive drive to hunt new logos in an entrepreneurial, high-growth company.
• Proven ability to manage a large territory, including prospecting, leveraging partner ecosystems, closing new logos, and expanding customers based on a land/expand sales strategy.
• Demonstrated success in developing and maintaining strong industry and professional relationships, preferably with CIO and CISO-level engagement.
• Ability to manage complex sales with multiple stakeholders and consensus-based decisions.
• Ability to drive customers to adopt new ways of doing things.
• Exemplary verbal and written communication skills, with strong presentation skills and the ability to articulate value propositions and TCO.
• Strong sales qualification, pursuit, and closing skills; MEDDIC training is a plus.
• Ability to work independently and deliver measurable results.
• Comfortable working in a fast-paced, dynamic, and less structured environment.
• Desire to contribute to a disruptive culture with a "win together, lose together" attitude and accountability.
• Willingness to travel within the territory as needed to meet sales objectives.
• Proximity to a major city in the West is required.