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About the Role
Upwind is seeking a Regional Sales Director, Enterprise - West to build, lead, and scale our Enterprise sales team across the West region. This critical leadership role is responsible for driving revenue growth, developing top-performing talent, and establishing Upwind as a category leader in cloud security. You will shape our go-to-market strategy, close strategic deals, and build a high-performance, customer-first sales culture.
Responsibilities
- Build, lead, and scale a high-performing team of Enterprise Account Executives across the West region.
- Develop and execute a regional sales strategy to exceed revenue targets and drive consistent pipeline generation.
- Coach, mentor, and develop AEs through all stages of the sales cycle, elevating overall team performance and execution.
- Personally engage in and help close strategic, high-value enterprise deals.
- Establish strong relationships with C-level executives and key stakeholders within target accounts.
- Partner cross-functionally with Marketing, Sales Engineering, Customer Success, and Channel teams to drive alignment and revenue growth.
- Drive a disciplined sales process, including pipeline management, forecasting accuracy, and qualification methodologies (e.g. MEDDPICC).
- Build and expand relationships with channel partners and ecosystem players to accelerate regional growth.
- Provide regular, data-driven insights and forecasting to executive leadership.
- Help shape and refine Upwind’s go-to-market strategy based on customer and market feedback.
Requirements
- Proven experience leading and scaling Enterprise sales teams in high-growth SaaS or cybersecurity companies.
- Track record of consistently exceeding regional or team revenue targets.
- Strong background selling to enterprise customers in Cloud / Security / DevOps environments.
- Demonstrated ability to recruit, hire, and retain top sales talent.
- Experience leading complex, multi-threaded sales cycles and closing strategic deals.
- Deep understanding of sales methodologies (e.g. MEDDPICC) and disciplined pipeline management.
- Strong executive presence with the ability to engage and influence C-level stakeholders.
- Data-driven mindset with a commitment to forecast accuracy and CRM hygiene (SFDC).
- Highly collaborative, adaptable, and comfortable operating in a fast-paced, early-stage startup environment.
- Strong understanding of cloud security concepts, technologies, and market landscape.
Location
- San Francisco, CA
Work Type
- Field leadership role
About the Company
- Upwind is a next-generation Cloud Security Platform that leverages runtime context to identify and prioritize critical risks, providing precise insights and efficient cloud security management.
- Unlike traditional tools, Upwind uses runtime data proactively for risk prioritization and posture insights, ensuring teams focus on what truly matters.
- With industry-leading efficiency and eBPF-powered sensors, Upwind delivers comprehensive capabilities, including agentless cloud posture discovery, real-time threat protection, and integrated API security.
- From misconfigurations to malware defense, Upwind ensures end-to-end, cost-effective cloud infrastructure protection.
- At Upwind, you’ll have the opportunity to think creatively, explore new ideas, and make a meaningful impact on our growth.