Regional Sales Manager, Security (Los Angeles, CA) in Los Angeles, California at Spin Technology

Spin.AI is a global SaaS security company based in Palo Alto, CA, protecting enterprises from SaaS ransomware, Shadow IT, non-compliance, data loss, and data leak disasters in the cloud.

SpinOne is an all-in-one SaaS data protection platform built for mission-critical applications such as Google Workspace, Microsoft 365, Salesforce, Slack, and Atlassian. We deliver the most innovative last line of cyber defense, along with SaaS data management and protection, for more than 2,000 organizations worldwide. Learn more at https://spin.ai/

We are looking for a hungry, energetic Regional Sales Manager to join our growing security team. Reporting directly to our VP of Sales, this role will focus on selling Spin.ai's industry-leading Browser Security solution - a fast-growing market - as well as its recently acquired, best-of-breed SaaS DLP solution, DoControl. This role centers on cutting-edge security, combining top-tier SaaS-level DLP and Browser Security capabilities into a solution no other vendor in the market is able to match. This is a net-new-logo role focused on the Mid-Market/Enterprise space, with an average deal size of $100,000.

Pipeline Creation

• Work with the VP of Sales and Partner Manager to source deals through our growing partner network - Optiv, Defy, and others

• Build market awareness by attending trade shows, building relationships, and following up relentlessly

• Partner with Marketing and the SDR team on strategic, focused outbound and inbound management efforts

Deal Management

• Drive deals from sourcing to closed-won, including discovery, demos, and Proof-of-Value (POV) execution, negotiations, and procurement

• Multi-thread accounts and build relationships from the executive level down to ensure deal alignment and success

• Partner with the Principal Solutions Engineer to deliver effective, relevant demos and POVs

• Align internal teams as needed to support account success - product requests, financial approvals, etc.

Market Expertise

• Maintain deep knowledge of the Browser Security and DLP space

• Understand Spin.ai's differentiators and know every competitor inside and out

• Fluently pitch the combined Browser + DLP solution, with the ability to sell each individually or jointly as needed

• Ask the right discovery questions to uncover each prospect's real challenge

• Partner with Product to provide feedback on where we can continue to improve and enhance the solution

• Keep Salesforce up to date and maintain a clean, accurate forecast, fulfilling MEDDPICC requirements to ensure each deal is properly qualified, with gaps identified and resolution paths in place

• Cybersecurity Experience: A proven track record successfully selling enterprise deals ($100K+) for 3+ years, with consistent quota attainment

• Domain Knowledge: Strong understanding of the Browser Security and DLP space, ideally with experience selling similar products

• Partner Experience: A track record of selling with and through channel partners in the cybersecurity space

• Positive Attitude: A mindset focused on positivity and finding ways to do more, every day

• Grit and Drive: Willingness to get hands-on, go above and beyond, leverage internal resources, and do what it takes to drive success for yourself and your prospects