Senior Director, Regional Sales - Northeastern USA

About ESentire

eSentire is on a mission to hunt, investigate and stop cyber threats before they become business disrupting events. We were founded on the premise that if you can’t find a solution, you build it. Entrepreneurship and innovation are in our DNA. Our culture is based on transparency, teamwork, and continuous innovation.

As the authority in Managed Detection and Response, we protect the critical data and applications of 2000+ organizations in 80+ countries, across 35 industries from known and unknown cyber threats.

Position Summary

Reporting to the VP of Sales, North America, the Senior Director, Regional Sales executes the vision and strategy surrounding revenue, adoption, and market penetration from SMB to Small Enterprise. The Senior Director, Regional Sales, is a major contributor to generating sales for the company, developing long- and short-term strategic plans, and motivating the sales team to ensure significant growth. The role is responsible for overseeing all aspects of sales planning, pipeline development, forecasting, new customers, and revenue. In addition, this role will foster and maintain a culture where customers consider every interaction with the company easy to work with, professional, thoughtful, and valuable.

Responsibilities

• Act as an authority on the topic of Managed Detection and Response inside and outside the company
• Develop, manage, and nurture new business relationships and strategic partnerships to meet and exceed territory quota.
• Evangelize corporate messaging, demonstrate unique value proposition, and establish key competitive differentiators.
• Manage fast-paced sales cycles, while also navigating long-term strategic engagements.
• Collaborate with internal lead generation resources to establish pipeline of business and expand opportunities within the territory.
• Generate and maintain metrics/reporting for the sales unit to ensure sales performance meets corporate objectives and market development.
• Leverage personal networks and business partnerships to generate net new leads for the territory.
• Attend trade shows and travel to client engagements within the territory.
• Collaborate with the executive team to develop near-term and long-term strategic territory plans.
• Facilitate strong lines of communication between Sales Engineering, Marketing, Channel, Inside Sales, and Business Development resources.
• Collaborate with Sales Engineering in efforts to create a cohesive selling process and customer experience
• Work in conjunction with Channel resources to ensure success of Strategic Partners and strengthen Channel relationships.
• Transparency and accuracy in sales forecasting and business intelligence.
• Maintain and deliver on best practices and activity updates around CRM
• Recruit, develop and maintain a team of highly effective sales personnel

Requirements

• A Bachelor’s degree or equivalent combination of education and experience
• 10+ years progressive sales responsibility with a proven record of closing
• Experience and success in coaching and leading complex deal negotiations
• Minimum 5 years’ experience in senior management role
• Experience in leading a direct sales team with at least 6-8 direct reports
• Previous experience in selling MDR and managed cyber security solutions
• A proven track record of consistent sales quota achievement with high volume, high growth targets
• Ability to communicate effectively, in writing and verbally, with both customers and colleagues at all levels
• Ability to work independently and as part of a team
• Experience within a security focused company, SaaS environment
• Experience with Salesforce an asset
• Experience of successfully translating and communicating key technical concepts to both technical and non-technical audiences
• Must be a highly motivated, self-starter, possess a positive attitude, and have excellent organizational skills
• Exceptional interpersonal and relationship management skills
• Ability to travel within region 2-3 days a week

Hiring Status:

Immediate Need (Existing Vacancy)

Compensation Range

The expected base salary range for this role is $175,000 to $185,000 USD with on-target earnings between $350,000-$370,000 USD (exclusive of equity and benefits). This range is for the primary location for which the job is posted. Actual compensation may vary depending on location and job-related factors such as qualifications, experience, knowledge, skills, and internal equity.

Your Talent Acquisition Specialist can speak to you more about the range and where you may fall within it based on your location and these factors.

Our Culture and Values

We celebrate diversity, operating with mutual respect and consideration, in an environment that fosters inclusivity for all. We believe that a variety of perspectives, backgrounds, and experiences make us stronger – if you’re enthusiastic about this opportunity but don’t meet every qualification, we encourage you to apply anyway. It takes a diverse set of thoughts, cultures, backgrounds, and perspectives to be a true market leader.

Total Rewards

We believe in rewarding performance and providing comprehensive benefits tailored to support your well-being. Our package includes comprehensive healthcare and retirement benefits, a flexible vacation plan, and participation in our company-wide equity program, allowing you to share in the success and growth of our organization.

Accommodation

If you have any accessibility requirements during the recruitment process, please reach out to our HR team at [email protected] and any accommodation needs will be addressed upon request. Your talents and unique perspectives are valued, and we look forward to the opportunity to work together to build a more inclusive future.

It's our mission at eSentire to protect our customers 24/7/365 and we extend this conviction to job seekers. During the application and interview process, eSentire will communicate with you from one of our corporate "@esentire.com" email addresses, never from a public email address.