Director of Regional Sales Central, Aqua Security
$200-215k
Cloud native security platform
Job no longer available
Cloud native security platform
501-1000 employees
Job no longer available
$200-215k
501-1000 employees
Company mission
To protect cloud native assets.
Role
Who you are
- The successful candidate, through their leadership, will play a key role in expanding Aqua’s market share and revenue through the growth of our customers within the assigned territory
- Proven sales professional with 10+ years’ Enterprise/Strategic sales experience
- 5+ years leading success sales teams, ideally in Enterprise SaaS and/or software sales
- Demonstrated success increasing revenue in high growth SaaS company driving incremental ARR
- Proven track record of building & leading successful sales teams with impressive revenue growth and delivery of results to business plans
- A strategic thinker who also loves to work side by side with sales executives in a sales cycle
- Successful experience monitoring and evaluating sales rep progress against stated expectations, in addition to aligning and changing behavior with performance expectations
- Must be sales process oriented, with ability to outline current process in depth, and ability to adapt to Aqua’s Sales processes
- Implement effective sales processes and methodology around territory planning, talent assessment and resource allocation
- Strong ability to interact and influence effectively with C-level executives, specifically CISO’s
- Demonstrated ability to successfully negotiate & close complex contracts
- Excellent written & verbal communication skills both with internal stakeholders, external partners/customers and within a global organization
- Strong ability to establish credibility and trust with customers
- Experience building influential relationships with partners in the business, including specialists, Sales Engineering, Marketing, Finance, Legal, HR, and others
- Analytical in nature, data driven and excellent reporting and forecasting skills
- Attention to detail is critical
- Alignment to Aqua core values and operating with high integrity and respect
- Ability to travel up to 70%
What the job involves
- Aqua is looking for an enthusiastic and motivated Director, Regional Sales - Central US to join our growing team
- The Director, Regional Sales - Central (US) must be a hands-on regional leader with demonstrated sales skills that include experience in large complex enterprise deal transactions, sales pipeline development and driving new and existing business growth
- Grow Aqua sales market share and revenue through the successful execution and management of a customer acquisition strategy for the region
- Understand the revenue opportunity at the account and territory level and set a vision to build a pipeline in each fiscal quarter for consistent territory and business growth
- Identify opportunities for customer development and revenue growth to increase market share within territory
- Manage pipeline and accurately deliver weekly/monthly/quarterly forecasts for assigned territory
- Successfully hire, manage, train, develop and motivate a professional Enterprise sales team
- Identify & help develop leaders within your team and work with individuals to provide growth opportunities within and beyond their current role
- Create a culture of success and ongoing business and goal achievement through the assessment and management of sales activities and forecasts to determine sales progress and required improvements
- Drive a consistent sales approach across teams and manage overall sales process, set appropriate metrics that drive desired sales outcomes, revenue achievement and profitable growth
- Hold the team accountable to properly identify, qualify, and grow opportunities in their pipeline following Aqua’s sales program combined with MEDDPIC. Ensure each IC understands and takes ownership of this process
- Develop a territory plan where each IC can achieve what is asked of them including: revenue, client success and team development
- Run weekly forecast, 1:1s and team meetings. Partner with each team member to develop and implement business and sales plans to achieve sales quota
- Coach and mentor the team through complex customer situations, strategy, and negotiations with Aqua’s largest accounts
- Ensure the team effectively leverages sales tools and systems consistently and in alignment with Aqua Rules of Engagement
- Identify emerging markets and trends that could be valuable to the business and understand the competitive landscape and market trends
- Assist with managing key customer relationships and participate in closing strategic opportunities, forging beneficial long-term relationships
- Actively recruit ICs that fit Aqua’s culture
- Get ready to soar to new heights in your sales career! Aqua’s sales team solves real security challenges for our customers
- Fearlessly going toe-to-toe outweighing any competition, we salute our dedicated sales experts for a job well done
- With our rapidly expanding fortune 500 customer base, the opportunities for success are endless!
- Whether you are looking to learn from the best or be the best, there’s a seat at the table for you at Aqua
Our take
Aqua Security is a global pure play cloud native vendor that helps enterprises secure their cloud-native applications from development to production, regardless of whether they run using, say, containers or virtual machines.
The company bridges the gap between DevOps and security, promoting business agility whilst accelerating digital transformation. Whilst there is much noise in the cloud native security market, few vendors offer true CNAPP capabilities. Already ahead of competitors in this regard, the company’s acquisition of Argon further propelled it ahead of competition as the only vendor in the market that wholly protects how cloud applications are developer, deployed and run.
Indeed, in recent years, the company has experienced a serious period of growth. It doubled its channel and ecosystems teams and launched its new Advantage Ecosystem program ad partner portal that bolsters ongoing revenue generation, accelerating its customers’ digital transformations. Substantial 2024 investment raised the company's valuation to over $1b, and paves the way for further innovations in the cloud security sector.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
-3% employee growth in 12 months
Company
Funding (last 2 of 7 rounds)
Jan 2024
$60m
SERIES E
Mar 2021
$135m
SERIES E
Total funding: $325m
Company HQ
Burlington, MA
Leadership
Michael Dube
(CEO)Michael joined Aqua Security in 2024 as CRO, becoming CEO in 2025. Prior to this, he was the VP of North America Strategic Sales at CrowdStrike and Splunk.
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