Enterprise Regional Director of Sales (Northern California)

JOB SUMMARY

Our client is seeking a strategic, resultsdriven Enterprise Regional Sales Director to drive the expansion of our managed cybersecurity services within the healthcare provider market.

This role is responsible for building pipeline and closing new businesses within an assigned territory, targeting large healthcare organizations.

You will focus exclusively on netnew logos—owning the full sales cycle from prospecting to close—with no assigned existing accounts. While supported by a Business Development Representative and an Event Coordinator for lead generation, you will be responsible for meeting monthly, quarterly, and annual pipeline and quota targets. Success in this role requires strong executive presence, the ability to sell complex solutions to senior healthcare IT leaders (CIOs, CISOs), and a proven track record of new business growth in enterprise healthcare environments.

ESSENTIAL JOB FUNCTIONS

• Drive Enterprise Sales: Prospect, engage, and close new business with healthcare entities (focus on hospital and provider space) in enterprise accounts.
• Strategic Prospecting: Leverage tools such as LinkedIn Sales Navigator, Salesforce, 6Sense, ZoomInfo, local field events, business development strategies, and marketing campaigns to develop a robust pipeline of qualified opportunities.
• Market Expansion: Identify and pursue key accounts across hospitals, health systems, health tech, nonhospital providers, payers, and other healthcare verticals.
• Executive Relationship Building: Cultivate relationships with decisionmakers (CIOs, CISOs, and their teams) to understand business needs and align security solutions accordingly to mature security posture.
• EndtoEnd Sales Management: Own the sales cycle from discovery to close—including needs analysis, customized proposals, pricing, deal strategy, executive presentations, RFP responses, and contract negotiations.
• CrossFunctional Collaboration: Work closely with internal stakeholders (BDR, Marketing, Channel, Solutions Architects, Sales Operations, Product Development, Operations, etc.) to build tailored solutions and deliver value to customers.
• Performance Tracking: Maintain accurate pipeline forecasts and reporting in Salesforce and Clari for pipeline add, forecasting, and opportunities.
• Process Discipline: Align sales activity with company goals, using the MEDDPICC sales methodology, EOS (Entrepreneurial Operating System), and industry best practices.
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  KNOWLEDGE & SKILLS
  
  Qualifications and Experience
  • 10+ years of B2B sales experience with at least 5 years in healthcare or regulated industry, ideally in security, compliance, consulting, or IT services.
  • Proven ability to sell to large healthcare organizations ($500M+ annual revenue).
  • Experience with directsales models and MEDDPICC sales methodology
  • Demonstrated success selling to CIOs, CISOs, and senior healthcare IT leaders.
  • Skills & Competencies
    • Exceptional communication and interpersonal skills.
    • Executivelevel presentation and negotiation capabilities.
    • Strategic territory planning and quota attainment.
    • Strong organizational skills and attention to detail.
    • Situational Awareness and Executive Presence
    • Proficiency in Salesforce, Microsoft Office Suite, Clari, LinkedIn Sales Navigator, 6Sense, Zoom Info, and other modern sales tech stack.
    • Selfstarter with a growth mindset and ability to work independently.
    • Knowledge of the healthcare security buyer landscape and access to an existing executive network is a plus.

    • This role does not currently have any direct reports and will require moderate to frequent travel based on territory and client needs.