Country Manager

Job Summary

The Regional Sales Director at Recorded Future is a strategic and people-focused leader responsible for driving revenue growth through a high-performing team of sellers focused on both net-new customer acquisition and expanding existing customer value. This role leads by example-coaching and developing sales talent, managing regional forecasting and pipeline health, collaborating with channel partners, and ensuring the team delivers against ambitious revenue goals in a fast-paced, high-growth environment.

Responsibilities

• Own regional sales strategy and execution, guiding a team focused on both new logo acquisition and customer expansion.
• Recruit, develop, manage and retain top sales talent while fostering a culture of accountability and high performance.
• Coach team members on deal strategy, territory planning, discovery, and execution throughout the full sales cycle.
• Establish clear regional goals, determine the pace required to meet them, and develop a forward-looking business plan that drives sustained success, balancing long-term vision with your team s day-to-day execution
• Ensure the team builds and manages a strong pipeline of qualified opportunities through strategic prospecting and partner engagement.
• Support the team in building executive relationships and navigating complex sales cycles with multiple stakeholders.
• Partner cross-functionally with channel, marketing, customer success, and sales operations to remove friction and improve the customer experience.
• Maintain deep knowledge of the cybersecurity market and Recorded Future s value proposition to ensure competitive positioning across the team.
• Deliver accurate forecasts and provide insight to leadership on performance trends, risks, and opportunities.
• Achieve and exceed regional revenue targets while contributing to the broader success of the global sales organization.
• Operate your region as an owner, leveraging cross-functional partnerships to drive team success, and taking a proactive approach to planning, execution, and operational excellence
• Maintain strong sales discipline by overseeing commercial pricing strategies as the first line of accountability, ensuring healthy pipeline management, deal hygiene, and optimal business performance

Experience

• 10+ years in B2B sales, with 3+ years in a leadership or front-line management role
• Proven experience leading teams in high-growth tech or cybersecurity companies
• Deep understanding of enterprise sales cycles, channel ecosystems, and strategic account planning
• Consistent track record of team quota attainment and driving revenue growth in both new business and customer expansion
• Proven experience managing and operating within sales systems such as Salesforce, Clari, and other go-to-market platforms

Traits

• Empathetic Leader - Motivates with authenticity and emotional intelligence; builds trust across all levels of the team and organization.
• Grit Resilience - Navigates setbacks with focus and determination; models perseverance during change or uncertainty.
• Strategic Curious - Continuously asks why to improve performance and unlock opportunity. Thinks long-term while executing with urgency.
• Self-Aware - Understands their leadership style and impact. Adjusts approach to support the needs of different individuals and situations.
• Customer-Obsessed - Champions customer outcomes across the team and helps uncover value beyond the initial ask.
• Team Player - Collaborates seamlessly across functions, contributing to shared goals with humility and impact.
• Entrepreneurial - Takes ownership, leads with initiative, and navigates complexity with agility, thrives outside rigid structures and drives results without waiting for direction.

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