Sales Director - Northeast

Accountabilities:

As a first-line sales leader, you will be responsible for team performance, talent development, and execution of the regional sales strategy, ensuring consistent quota attainment and a scalable approach to enterprise selling.

• Lead, coach, and develop a team of 5–6 Account Executives, establishing a disciplined operating cadence for pipeline reviews, deal strategy, and performance management.

• Coordinate cross-functional partners across customer success, solution architecture, sales development, and marketing to execute territory plans and close business.

• Own end-to-end recruiting for the sales team, maintaining a continuous pipeline of qualified candidates and hiring high-performing Account Executives.

• Develop and retain sales talent through structured onboarding, individualized coaching, clear growth plans, and ongoing performance feedback.

• Build a sales-led pipeline generation culture in which Account Executives take ownership of strategic prospecting and new business opportunities.

• Collaborate with sales development and marketing teams to improve pipeline quality, coverage, conversion rates, and overall demand generation.

• Embed value-based selling practices and MEDDIC or MEDDPICC qualification methodologies across the team to strengthen deal execution and improve win rates.

• Coach Account Executives to communicate technical product capabilities in terms of measurable business outcomes for CISOs, application security leaders, engineering executives, and other decision-makers.

• Drive consistent team quota attainment through accurate forecasting, healthy pipeline management, and proactive identification of performance gaps.

• Use sales data and pipeline analytics to diagnose funnel challenges, guide targeted coaching, and improve individual and team performance.

• Partner with Revenue Operations to enhance reporting, analytical insights, territory planning, and sales processes.

• Operate effectively in a fast-paced, evolving environment, adapting to changing priorities while maintaining focus on execution.

• Contribute to scalable sales playbooks, operating processes, and the organization's external market presence.

• Model leadership behaviors centered on intellectual curiosity, integrity, empathy, accountability, and decisive action.

Requirements:

The ideal candidate is an experienced B2B technology sales leader with a strong record of developing successful sales teams, executing complex enterprise deals, and using data to drive predictable revenue growth.

• At least 5 years of experience in B2B enterprise or commercial technology sales.

• At least 2 years of experience managing and leading quota-carrying Account Executive teams.

• Demonstrated success recruiting top sales talent, including sourcing, hiring, and retaining high-performing professionals.

• Proven ability to develop sales representatives, demonstrated through promotions, expanded responsibilities or territories, and measurable performance improvements.

• Consistent record of meeting or exceeding team sales quotas over multiple years.

• Deep expertise in value-based selling methodologies and MEDDIC or MEDDPICC qualification frameworks.

• Experience selling complex technical products to both technical stakeholders and business decision-makers.

• Strong analytical skills and the ability to interpret sales performance data and translate insights into actionable management decisions.

• Experience partnering with Revenue Operations to improve forecasting, reporting, pipeline analytics, and territory planning.

• Demonstrated ability to lead within a matrixed organization and influence cross-functional stakeholders without direct authority.

• Excellent communication, coaching, and interpersonal skills, with the ability to provide specific, constructive feedback while maintaining high performance standards.

• Ability to thrive in high-growth environments with evolving priorities, ambiguity, and competing demands.

• A leadership approach that prioritizes talent development, accountability, collaboration, customer outcomes, and continuous improvement.

Benefits:

• Opportunity to lead and develop a team of 5–6 Account Executives in a growing application security and developer technology market.

• Exposure to enterprise customers and complex technical sales involving software security and risk management.

• Opportunity to shape sales strategy, build scalable processes, and influence regional revenue growth.

• Collaborative, cross-functional working environment involving customer success, solution architecture, sales development, marketing, and revenue operations.

• Professional growth through sales leadership, recruiting, coaching, and strategic territory management.

• Inclusive workplace that values diverse perspectives, intellectual curiosity, ownership, and continuous learning.

• No specific salary range, commission structure, equity package, or formal benefits details were provided in the job description.