Regional Director, Enterprise Sales

About the role:

Forter is seeking an accomplished Regional Director, Enterprise Sales to lead our enterprise sales strategy and execution across the Eastern United States. This role will own regional revenue growth, new-logo acquisition, strategic account development, pipeline health, and forecast accuracy across a complex enterprise territory.

You will lead, coach, and develop a high-performing enterprise sales team while building executive relationships with major digital commerce, payments, and technology organizations. Using a consultative, value-based approach, you will help customers understand how Forter’s Trust Platform can reduce fraud and abuse, improve approval rates, optimize payments, and strengthen the customer experience.

This is a highly visible leadership role requiring strong commercial judgment, operational rigor, executive presence, and the ability to collaborate across Sales, Solutions Consulting, Customer Success, Marketing, Revenue Operations, Product, Analytics, Finance, and Partnerships. This position emphasizes regional revenue ownership, territory planning, pipeline creation, forecasting discipline, strategic negotiations, and cross-functional execution.

What you'll be doing:

• Own the Eastern US enterprise sales strategy, regional revenue plan, and execution against bookings and new-logo objectives.
• Lead regional territory planning, account segmentation, strategic account penetration, and coordinated go-to-market planning.
• Build and maintain a healthy, predictable enterprise pipeline through account-based prospecting, executive engagement, partner development, and collaboration with Sales Development and Marketing.
• Coach and develop Enterprise Account Executives on discovery, qualification, value-based selling, deal strategy, negotiation, account planning, and executive communication.
• Establish consistent operating rigor across pipeline inspection, opportunity management, forecasting, CRM hygiene, and performance reviews.
• Drive accurate weekly, monthly, and quarterly forecasts using data, deal inspection, and clear risk assessment.
• Engage senior executives and economic buyers across eCommerce, payments, fraud, risk, finance, operations, and technology functions.
• Lead complex, multi-stakeholder enterprise sales cycles from opportunity creation through presentation, negotiation, contracting, and close.
• Promote a structured sales methodology (MEDDPICC) to improve qualification, deal velocity, forecast accuracy, and execution consistency. Comparable market roles increasingly reference structured methodologies and tool-based pipeline governance.
• Collaborate with Solutions Consulting to develop tailored demonstrations, business cases, value narratives, and ROI models.
• Partner with Customer Success and Implementation to align customer expectations, support expansion opportunities, and ensure a strong transition from sales to delivery.
• Work with Marketing, Revenue Operations, Product, Analytics, Finance, and Partnerships to improve messaging, territory strategy, competitive positioning, and regional execution.
• Provide customer and market insight to internal stakeholders to influence product priorities, sales enablement, and go-to-market planning.
• Serve as an executive sponsor for strategic opportunities and customer relationships.
• Represent Forter at relevant industry events, customer meetings, and executive forums.
• Build a culture of accountability, inclusion, continuous improvement, and customer focus across the regional sales organization.

What you'll need:

• 10+ years of experience in enterprise technology, SaaS, fintech, payments, cybersecurity, fraud prevention, eCommerce, or a closely related market.
• 3-5 years of experience leading enterprise sales teams, including demonstrated success hiring, coaching, developing, and retaining top sales talent.
• Proven track record of exceeding revenue and quota objectives in complex enterprise sales environments.
• Experience managing an Eastern US territory and selling to large, multi-region or Fortune 1000 organizations.
• Demonstrated success leading complex sales cycles with multiple business, technical, financial, and executive stakeholders.
• Strong understanding of consultative, value-based, and account-based enterprise selling.
• Experience with pipeline management, territory planning, forecasting, inspection, and sales performance analytics.
• Ability to engage credibly with C-level executives and translate complex technology into clear business value.
• Excellent executive presence, negotiation skills, presentation skills, and written and verbal communication.
• Strong cross-functional leadership skills and the ability to influence.
• Experience using Salesforce CRM; strong operational discipline is required.
• High integrity, sound judgment, resilience, and a passion for developing people.
• Willingness to travel periodically for customer meetings, team events, and industry activities.

About us:

Digital commerce is built on trust. At every point along the eCommerce journey, businesses must make a critical decision: Can I trust this customer? Answering this simple question accurately and instantly is powerful—it can accelerate revenue growth and strengthen a company’s connection with its customers. How do we do it? Forter was founded on the insight that it's not about what is being purchased, nor where— but who is behind the interaction.

The Forter Decision Engine finds patterns across more than one billion identities in our dataset. We isolate fraudsters and protect customers—ensuring everyone gets the experience they deserve. Given that trust is central to how we operate, Forter is very much driven by a defined set of values. We attract remarkable talent and have retention and engagement levels that are well above benchmarks. We’re meticulous about strengthening our culture as we grow and ensuring this is an environment where people can have outsized impact.

Trust is backed by data – Forter is a recipient of over 10 workplace and innovation awards, including:

• Great Place to Work Certification (2021, 2022, 2023, 2024, 2025)
• Fortune’s Best Workplaces in NYC (2022, 2023, 2024 and 2025)
• Forbes Cloud 100 (2021, 2022, 2023, 2024 and 2025)
• #3 on Fast Company’s list of “Most Innovative Finance Companies” (2022)
• Anti-Fraud Solution of the Year at the Payments Awards (2024)
• SAP Pinnacle Awards “New Partner Application Award” (2023)
• Fintech Breakthrough Awards – Best Fraud Prevention Platform (2023)

Life as a Forterian:

We are a team of over 500 Forterians spread across 3 different continents. Since 2013, we've raised $525 million from investors such as Tiger Global, Bessemer, Sequoia Capital, March Capital and Salesforce Ventures. We're on a mission to bring trust to global digital commerce so that companies like Nordstrom, Priceline, Instacart and ASOS can block fraud, drive revenue and improve customer experience.

At Forter, we believe unique people create unique ideas, and valuable experience comes in many forms. So, even if your background doesn't match everything we have listed in the job description, we still encourage you to apply and tell us why your skills and values could be an asset to us. By welcoming different perspectives, we grow together as humans and as a company.

Benefits:

• Competitive salary
• Restricted Stock Units (RSUs)
• Matching 401K Plan
• Comprehensive and generous health insurance, including vision and dental coverage
• Home office allowance
• Generous PTO policy
• Half day Fridays

At Forter, we embrace a hybrid work model that blends in-person connection with the flexibility of remote work. Team members based near our key hubs are expected to work from the office at least three days per week. We believe that regular face-to-face collaboration fuels professional development, strengthens our culture, and builds the relationships that help teams thrive.

*Forter does not accept agency resumes. Please do not forward resumes to Forter (or any related) jobs alias or directly to any Forter employees. Forter will not be responsible for any fees related to unsolicited resumes.

Salary Range: $185,000 - $210,000 annually + bonus + equity + benefits
The referenced salary range is based on the Company's good faith belief at the time of posting. Actual compensation may vary based on factors such as geographic location, work experience, market conditions, and skill level.

#Linkedin-remote