About The Position
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.
We are looking for a Regional Sales Director, Enterprise - West
To build, lead, and scale our Enterprise sales team across the West region.. This is a critical leadership role responsible for driving revenue growth, developing top-performing talent, and establishing Upwind as a category leader in cloud security. You will play a key role in shaping our go-to-market strategy, closing strategic deals, and building a high-performance, customer-first sales culture.
*This is a field leadership role open to qualified candidates located in San Francisco, CA.
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
- 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
Skills Required
- Experience leading and scaling enterprise sales teams in high-growth SaaS or cybersecurity companies
- Consistent record of exceeding regional or team revenue targets
- Experience selling to enterprise customers in cloud, security, or DevOps environments
- Experience recruiting, hiring, and retaining top sales talent
- Experience leading complex, multi-threaded sales cycles and closing strategic deals
- Deep understanding of sales methodologies such as MEDDPICC and disciplined pipeline management
- Strong executive presence and ability to influence C-level stakeholders
- Data-driven approach to forecast accuracy and CRM hygiene using Salesforce
- Ability to work collaboratively and adapt in a fast-paced, early-stage startup
- Strong understanding of cloud security concepts, technologies, and market landscape
What We Do
Upwind Cloud Security Platform bridges intelligence from runtime to build-time, eliminating friction & boosting the productivity of your developers, security engineers, and DevOps. Upwind delivers comprehensive cloud security, precisely when and where it’s most critical.
