Regional Sales Manager - Idira

Role Overview As a Senior Enterprise Account Executive at Idira, you are responsible for driving new business and expanding existing accounts within your territory. As a trusted advisor to customers you will lead complex sales cycles, orchestrate cross-functional teams, and deliver Idira’s Identity Security solutions in a way that creates lasting business impact for enterprise customers. This is a consultative sales role, not product pitching, requiring you to uncover business problems, map them to Idira’s value, and drive outcomes through a strategic engagement approach.

You will work with internal and external partners and leverage AI-enabled sales tools to engage, influence, and win.

• Lead end-to-end sales processes, from prospecting and qualification through to close, ensuring alignment with customer business outcomes and Cyber Ark’s value proposition, with full accountability for quota attainment.
• Own and manage pipeline and forecast with rigor; apply structured methodologies like MEDDPICC and leverage tools (Salesforce, Clari, Gong, Demandbase) to drive pipeline health, deal progression, and forecasting accuracy.
• Drive business outcomes with a strong bias for action across negotiation, procurement, and day-to-day business operations.
• Deliver Business Outcomes Through Consultative Selling:
  Understand customer priorities and translate Idira’s platform into tangible business value and technical relevance.
• Lead with insights, not features—this is a solution‑led, outcome‑driven role.

• Engage and influence stakeholders at multiple levels including CxO, security leaders, procurement, and technical teams.
• Develop champions and foster account trust that supports long‑term growth and expansion.

• Collaborate closely with Solution Sales Specialists and internal teams to penetrate new areas and co‑sell across Idira’s portfolio.
• Take ownership of the deal strategy while leveraging specialist knowledge and support resources.

• Drive collaboration with channel partners, GSIs, hyperscalers, and alliances to extend reach and strengthen execution.
• Co‑create plans with ecosystem partners that support joint pipeline growth and account penetration.

• Own your territory strategy and build comprehensive account plans for key targets.
• Identify whitespace, drive expansion, and ensure alignment with Idira’s growth goals.

• Leverage tools like Gong and Demandbase to extract insights, personalize outreach, and increase sales productivity.

• Stay on top of cybersecurity trends, competitor movements, and customer challenges to position Idira as a strategic partner.

• Proven track record of successfully closing complex enterprise deals in cybersecurity or enterprise SaaS.
• Demonstrated ability to grow new logos and expand within existing customers.
• Outcome‑oriented with strong commercial judgment and quota ownership mindset.

• Familiarity with cybersecurity principles including identity security, PAM, IAM, Zero Trust, and compliance‑driven selling.
• Ability to understand business and technical use cases and convert them into solution opportunities.

• Experience working with channel partners, cloud providers, and GSIs to co‑sell and accelerate go‑to‑market execution.

• Strong executive presence and influencing skills across all customer levels.
• Commercial curiosity and the ability to uncover customer pain points through active listening.
• Collaborative, coachable, and resilient with a passion for team‑based success.

• Skilled in sales methodologies such as MEDDPICC and Command of the Message.
• Comfortable using Salesforce, Clari, Gong, Demandbase, and other digital selling tools to drive efficiency and insight.

We’re trailblazers that dream big, take risks, and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse…