Regional Sales Director

With 1,000+ intelligence professionals serving over 1,900 clients worldwide, Recorded Future is the world’s most advanced, and largest, intelligence company!

The Regional Sales Director at Recorded Future is a strategic and people-focused leader responsible for driving revenue growth through a high-performing team of sellers focused on both net-new customer acquisition and expanding existing customer value. This role leads by example—coaching and developing sales talent, managing regional forecasting and pipeline health, collaborating with channel partners, and ensuring the team delivers against ambitious revenue goals in a fast-paced, high-growth environment.

What You'll Do:

• Own regional sales strategy and execution, guiding a team focused on both new logo acquisition and customer expansion.
• Recruit, develop, manage and retain top sales talent while fostering a culture of accountability and high performance.
• Coach team members on deal strategy, territory planning, discovery, and execution throughout the full sales cycle.
• Establish clear regional goals, determine the pace required to meet them, and develop a forward-looking business plan that drives sustained success, balancing long-term vision with your team’s day-to-day execution
• Ensure the team builds and manages a strong pipeline of qualified opportunities through strategic prospecting and partner engagement.
• Support the team in building executive relationships and navigating complex sales cycles with multiple stakeholders.
• Partner cross-functionally with channel, marketing, customer success, and sales operations to remove friction and improve the customer experience.
• Maintain deep knowledge of the cybersecurity market and Recorded Future’s value proposition to ensure competitive positioning across the team.
• Deliver accurate forecasts and provide insight to leadership on performance trends, risks, and opportunities.
• Achieve and exceed regional revenue targets while contributing to the broader success of the global sales organization.
• Operate your region as an owner, leveraging cross-functional partnerships to drive team success, and taking a proactive approach to planning, execution, and operational excellence
• Maintain strong sales discipline by overseeing commercial pricing strategies as the first line of accountability, ensuring healthy pipeline management, deal hygiene, and optimal business performance

What You'll Bring:

• Sales Leadership - Drives performance by setting clear goals, regular coaching, and leading by example. Proactively supports deal strategy and develops scalable processes to support predictable growth.
• Operational Excellence - Own regional sales strategy and execution, establishing a strong operational rhythm grounded in MEDDPICC to ensure consistent deal qualification, pipeline health, and forecast accuracy. Guide the team in driving both new logo acquisition and customer expansion while ensuring disciplined execution across the full sales cycle. Experienced with sales tools (Salesforce, Clari, Gong, etc.) and uses data to monitor team health, guide decision-making, and ensure accurate forecasting.
• Strategic Communication - Able to clearly articulate Recorded Future’s value proposition across all customer and partner interactions. Helps the team craft compelling narratives for C-level audiences and keeps internal stakeholders aligned.
• Sales Strategy & Execution - Understands regional market dynamics, competitive landscape, and channel opportunities. Builds and executes go-to-market plans that drive pipeline growth and close rates.
• Team Development - Identifies and nurtures top talent. Creates a culture of feedback, collaboration, and growth, empowering team members to own their performance while providing the guidance and support needed to succeed and grow their careers.
• Customer & Partner Focus - Deeply understands the customer journey and ensures the team delivers a consultative, high-impact experience. Builds meaningful relationships with strategic accounts and partners.

Experience

• 10+ years in B2B sales, with 3+ years in a leadership or front-line management role
• Proven experience leading teams in high-growth tech or cybersecurity companies
• Deep understanding of enterprise sales cycles, channel ecosystems, and strategic account planning
• Consistent track record of team quota attainment and driving revenue growth in both new business and customer expansion
• Proven experience managing and operating within sales systems such as Salesforce, Clari, and other go-to-market platforms

Traits

• Empathetic Leader – Motivates with authenticity and emotional intelligence; builds trust across all levels of the team and organization.
• Grit & Resilience – Navigates setbacks with focus and determination; models perseverance during change or uncertainty.
• Strategic & Curious – Continuously asks “why” to improve performance and unlock opportunity. Thinks long-term while executing with urgency.
• Self-Aware – Understands their leadership style and impact. Adjusts approach to support the needs of different individuals and situations.
• Customer-Obsessed – Champions customer outcomes across the team and helps uncover value beyond the initial ask.
• Team Player – Collaborates seamlessly across functions, contributing to shared goals with humility and impact.
• Entrepreneurial – Takes ownership, leads with initiative, and navigates complexity with agility, thrives outside rigid structures and drives results without waiting for direction.