Description
Salt Security is the original API Security vendor pioneering the market as the first vendor in 2018. Since then we have exhibited hyper-growth in a number of customers, threats stopped, and revenue. We saw API security as the security battleground of the future years ago as APIs started to form the foundation of the application innovation needed to drive business success today. Across banks, retail and transportation, IoT, autonomous vehicles, and smart cities, every modern app depends on APIs. Attackers realize APIs are the conduits to all sorts of valuable data and services – within the year, APIs are predicted to be the number one application threat vector. Without secure APIs, businesses cannot rapidly innovate. Salt Security has delivered the only patented solution to discover all APIs and their exposed data, stop API attackers, and provide remediation details for dev teams to write more secure APIs.
At Salt, we’re passionate about what we do. We work as a team and embrace new ideas, wherever they come from. We also enjoy all the benefits of a startup environment, including quickly seeing the results of your work, making an outsized impact on our company, and solving diverse challenges.
Want to make a big difference? We encourage you to apply!
Job Summary
As the Regional Sales Director, West, you will be responsible for leading sales strategy and execution across the Western United States. This role is focused on driving regional revenue growth through new logo acquisition, expansion, cross-sell, upsell, and renewals while building and developing a high-performing sales team.
You will develop and execute regional sales plans, manage pipeline and forecasting, coach and motivate sales representatives, and build strong relationships with enterprise customers, partners, and key stakeholders. The ideal candidate is a proven sales leader with experience selling complex enterprise technology solutions, preferably in cybersecurity, and a strong understanding of the Western U.S. market.
This role is best suited for candidates located in or near one of the following major markets: San Francisco, Los Angeles, San Diego, Phoenix, or Denver.
Key Responsibilities
Sales Strategy & Execution
- Develop and execute comprehensive regional sales plans to achieve and exceed revenue targets across the Western United States.
- Conduct ongoing market analysis to identify customer needs, competitive trends, emerging opportunities, and areas for growth.
- Prioritize sales opportunities that align with Salt Security’s strategic objectives and growth priorities.
- Establish clear sales goals, forecasts, territory plans, and performance expectations for the West region.
- Drive disciplined pipeline management, deal execution, and account planning across the team.
Team Leadership & Development
- Lead, motivate, and manage a team of sales representatives to achieve individual and regional sales targets.
- Provide ongoing coaching, mentoring, and training to improve sales effectiveness, account strategy, pipeline generation, and deal execution.
- Conduct regular performance reviews and implement development plans to support team growth and accountability.
- Foster a positive, collaborative, and high-performance culture built on ownership, execution, curiosity, and customer impact.
- Partner cross-functionally with sales engineering, customer success, marketing, channel, alliances, and executive leadership to support team success.
Client Relationship Management
- Build and maintain strong relationships with key enterprise customers, prospects, partners, distributors, and strategic accounts across the West region.
- Serve as an executive point of contact and escalation for critical accounts and complex opportunities.
- Ensure customer satisfaction through strong engagement, proactive communication, and partnership with internal teams.
- Identify opportunities to expand customer relationships through cross-sell, upsell, and renewal motions.
- Represent Salt Security with professionalism and credibility in customer meetings, industry events, and partner engagements.
Demand Generation & Market Development
- Identify and pursue new business opportunities across the West region.
- Collaborate with marketing to develop and execute regional demand generation campaigns, events, field programs, and account-based initiatives.
- Partner with Channel and Alliance leadership to develop strategic partnerships that expand Salt Security’s market reach.
- Support pipeline creation through direct outreach, partner engagement, executive relationships, and coordinated field activity.
- Monitor regional trends and customer feedback to inform sales strategy and go-to-market execution.
Reporting & Analysis
- Provide accurate and timely sales forecasts, pipeline updates, regional business reviews, and market insights to senior leadership.
- Monitor key sales performance metrics and adjust strategies as needed to meet or exceed targets.
- Use CRM and sales tools consistently to track pipeline, customer interactions, account plans, sales activity, and forecast accuracy.
- Analyze team performance, deal progression, conversion rates, and territory coverage to identify areas for improvement.
Budget & Resource Management
- Manage regional sales resources effectively to maximize business impact.
- Oversee expense management and ensure responsible use of budget across the sales team.
- Allocate time, attention, and resources toward the highest-value accounts, opportunities, partners, and market initiatives.
Qualifications
- Bachelor’s degree in Business, Marketing, or a related field preferred; MBA is a plus.
- Proven experience in enterprise sales leadership, preferably managing sales teams across the Western United States.
- Strong track record of achieving and exceeding revenue targets in a fast-paced, growth-oriented environment.
- Experience selling complex B2B technology solutions to enterprise customers.
- Prior cybersecurity experience is strongly preferred; API security, application security, cloud security, or related experience is a plus.
- Strong leadership, coaching, and team management skills.
- Excellent communication, negotiation, executive presence, and interpersonal skills.
- Ability to analyze sales data, market trends, and pipeline metrics to inform decision-making.
- Experience using CRM systems and modern sales tools to manage pipeline, forecast, and team performance.
- Willingness to travel throughout the region as needed.
- Preferred candidate location: San Francisco, Los Angeles, San Diego, Phoenix, or Denver.
Key Competencies
- Strategic thinking and strong business acumen.
- Results-oriented mindset with a focus on achieving and exceeding sales targets.
- Ability to lead, develop, and inspire high-performing sales teams.
- Customer-focused approach with the ability to build long-term enterprise relationships.
- Strong problem-solving, negotiation, and conflict-resolution skills.
- Adaptability in changing market conditions and fast-moving business environments.
- Cross-functional collaboration and ability to influence internal and external stakeholders.
- High ownership, accountability, and execution discipline.
- Curiosity, resilience, and commitment to continuous improvement.
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