Area Vice President, Sales - West

RegScale is a continuous controls monitoring (CCM) platform purpose-built to deliver fast and efficient GRC outcomes. We help organizations break out of the slow and expensive realities that plague legacy GRC tools by bridging security, risk, and compliance through controls lifecycle management. By leveraging CCM, organizations experience massive process improvements like 90% faster certification times, and 60% less audit prep time. Today’s expansive security and compliance requirements can only be met with a modern, CCM based approach, and RegScale is the leader in that space.

Position: Do you love to build high performance teams? Do you still get your energy from being on sales calls with CISO’s? Are you a high activity leader who believes enablement and focus creates the repeatable outcomes? If yes, we have the position for you in an innovative startup that is disrupting the compliance industry! We are actively seeking an experienced SaaS sales leader responsible for helping to refine and execute the Go to Market plan, building a team, and driving enterprise deals to closure while ensuring our customers achieve the most value out of their investment. If you have a passion for fast-paced team growth, a proven network of high-performance sellers, enjoy co-innovating with customers and R&D, and driving a market movement, then we would love to meet you.   

Position must be a US Citizen and is subject to a background check and unannounced drug testing requirements. Position is remote first, with a preference for West Coast, and will require travel to customer sites as well as to RegScale offices and industry events. We recognize that sales is vital to our company’s success, and we have created a generous compensation package that includes a competitive OTE with significant stock options to help us recruit the most exceptional talent that is maniacally focused on delighting our customers. If you’re ready to help redefine an entire industry, we are excited to have you on our team. 

Activities

• Recruit, enable, and actively lead team of AE’s to build pipeline and close new ARR 
• Accurately forecast and deliver results against territory plan; work closely with RevOps, Sales, and Finance as part of the leadership team 
• Build and execute Go-to-Market plan for private sector accounts  Work closely with the Customer Success team to ensure adoption of the platform and execute the land and expand strategy.
• Leverage technology, reseller, and integration partners to generate pipeline, and close business in a construct that delivers rapid time to value for customers 
• Help shape future roadmap by establishing strategic relationships with prospects and customers and working closely with RegScale product teams to prioritize product capabilities 
• Work with RegScale ELT to drive the RegScale Go-to-Market strategy 

Proven Capabilities

• Consistent record of building teams and exceeding team quotas with high team participation rates  
• Repeated proof points of hiring and enabling top performers that will work for you again 
• Verified commitment to delighting customers supported by referenceable customers 
• Strong working knowledge of Cloud Computing infrastructure and the unique security and compliance challenges of the modern enterprise 
• Successful experience in a Security and/or Compliance startup 
• Track record of working cooperatively with a Partner ecosystem 
• Willing to travel extensively in covering a large geographical territory 
• Hard worker ready to put in the hours necessary to build the business and reap the rewards that come with doing so 
• Proven ability to develop strategies, translate them into initiatives, and track successful delivery 
• Able to be flexible and agile in responding to evolving business priorities and leading through change 
• Able to collaborate across the organization and with external stakeholders 
• Experience successfully working with senior (C-level) executives 
• Strong operational skills with proven, repeatable, rhythm for achieving intended outcomes 
• Willing and able to address escalated customer issues with speed and urgency 

Education/Training, Qualifications, and Certification

• Bachelor’s Degree and 5+ years experience as a top AE in SaaS / Enterprise Cyber Software Sales  
• 3+ years first line enterprise sales team leadership in SaaS / Enterprise Software Sales 
• Demonstrable network of CISO & security contacts in F500 type accounts 
• Demonstrated operational excellence in analytical thinking, process development and improvement, problem solving, communication, delegation and planning 
• Ethical 
• Excellent verbal and written communication skills  
• Must be a US Citizen, able to pass a background check, and may be subject to random workplace drug testing 
• Strong attention to detail with the ability to prioritize and multi-task 

Originally posted on Himalayas