Regional Sales Director - Northeast

Description About XM Cyber XM Cyber is a market leader in continuous threat and exposure management. Our groundbreaking platform is trusted by large enterprises globally to secure complex hybrid environments—both cloud and on-premises. By continuously identifying interconnected exposures and simulating attacker pathways across silos and surfaces, XM Cyber prioritizes risks based on potential impact and delivers actionable remediation plans to ensure ongoing organizational security. We are committed to innovation, excellence, and creating a collaborative, values-driven workplace. The Opportunity We are seeking an experienced, success-driven Regional Sales Director for the Northeast territory, with an emphasis on the NYC tri-state area. As the senior sales leader in the region, you will own all sales activities, lead pipeline qualification, manage technical sales processes, and collaborate across functions to drive revenue growth. Working closely with Sales Engineering, Business Development Representatives (BDRs), Product Marketing, and Marketing teams, you will oversee lead generation efforts while focusing your time and expertise on qualifying opportunities, managing the sales cycle, and closing deals within key verticals—including financial institutions, retail, healthcare, manufacturing, technology, and transportation. Your ability to cultivate and deepen client relationships, negotiate complex contracts, and collaborate effectively with channel and strategic partners will be critical to your success. You will join a team of world-class, motivated professionals dedicated to XM Cyber’s vision and growth, working in an inclusive environment that values integrity, professionalism, and teamwork. Key Responsibilities Achieve and consistently exceed regional sales revenue and growth targets. Oversee lead generation activities in partnership with BDRs and Marketing, ensuring a steady flow of qualified opportunities. Focus primarily on qualifying sales opportunities, driving the sales process, and closing new business. Develop and grow new client accounts while maintaining and expanding relationships with current prospects and clients. Collaborate with channel and strategic partners to widen market reach and accelerate deal closures. Develop and execute a comprehensive regional go-to-market strategy aligned with corporate goals. Manage technical sales activities (demos, proofs of concept, workshops) facilitated by Sales Engineers to address customer needs and accelerate buying decisions. Leverage your professional network to create early-stage sales engagements and maintain a strong presence in the regional cybersecurity ecosystem. Maintain accurate and timely sales forecasting and reporting within Salesforce CRM for visibility and business planning. Comfortable with frequent regional travel within the Northeast territory, as well as occasional national travel to industry events and customer meetings. Provide regular business reviews and progress reports to senior leadership. Requirements 10+ years of experience in IT sales, including at least 5 years focused on cybersecurity solutions. Demonstrated success managing complex, enterprise sales cycles with strategic accounts in North America. Deep understanding of cybersecurity market trends, attacker methodologies, and security operations challenges. Proven ability to sell into the financial services sector and other strategic verticals in the Northeast region. Strong skills in building and executing regional sales plans, managing pipelines, qualifying opportunities, and forecasting revenue. Experience negotiating large, multi-year contracts with enterprise clients. Exceptional communication and presentation skills, able to clearly articulate business value and technical differentiators to C-level executives and technical stakeholders. Proven track record developing executive relationships at the CISO and senior security leadership level. Strategic mindset, self-motivated, curious to stay informed on emerging technologies, and passionate about evangelizing innovative solutions. Collaborative team player who thrives in cross-functional environments but also drives results independently.