ColorTokens provides advanced cybersecurity solutions that protect critical assets and systems from cyber threats. Its flagship Xshield Enterprise Microsegmentation platform helps organizations contain breaches before they escape, delivering proactive protection for critical workloads and data.
Trusted by some of the world’s largest organizations, including cancer research centers, cities, and national defense departments, ColorTokens serves highly regulated industries that manage sensitive information.
Its cloud-delivered platform simplifies onboarding and lowers maintenance costs while securing data center servers, legacy systems, cloud workloads, containers, and OT/IoT environments. Recognized as a Leader in the Forrester Wave for Microsegmentation, ColorTokens is a trusted partner for organizations looking to strengthen their security posture and Be Breach Ready.
Our culture
We foster an environment that values customer focus, innovation, collaboration, mutual respect, and informed decision-making. We believe in alignment and empowerment so you can own and drive initiatives autonomously.
Self-starters and high-motivated individuals will enjoy the rewarding experience of solving complex challenges that protect some of world’s impactful organizations – be it a children’s hospital, or a city, or the defense department of an entire country.
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Job Summary
The Director of Regional Sales is accountable for leading enterprise revenue growth across an assigned geographic region, from pipeline creation through closed business. This role exists to build a high-performing regional sales presence that consistently converts new enterprise logos and expands existing relationships in a competitive, channel-driven cybersecurity market.
Role Overview
As Director of Regional Sales, you will own the full enterprise sales motion across your region: setting strategy, driving execution, and personally leading complex, high-value pursuits. You will be the senior commercial voice in the region: engaging at the executive level with CISOs, CIOs, and security architects; orchestrating cross-functional resources including Sales Engineering, Marketing, and Customer Success; and developing the regional channel ecosystem as a force multiplier for pipeline and revenue. Success in this role requires the ability to operate simultaneously as a strategic leader and a high-output individual contributor.
Key Responsibilities
- Develop and execute a comprehensive regional sales strategy aligned to ColorTokens’s go-to-market priorities, targeting enterprise accounts with $1B+ in revenue across key verticals including financial services, insurance, healthcare, life sciences, manufacturing, and energy.
- Lead the full enterprise sales cycle, from prospecting and discovery through proposal, proof of value, negotiation, and close, with consistent execution against MEDDPICC qualification standards.
- Build and manage a qualified pipeline with sufficient coverage to meet and exceed regional revenue targets; maintain accurate CRM hygiene and deliver evidence-based forecasts in Salesforce.
- Engage credibly at the executive level with CISOs, CIOs, VP of Architecture, and VP of Cloud, positioning ColorTokens as a strategic partner for Zero Trust and Microsegmentation initiatives.
- Develop outcome-based proposals that translate ColorTokens’s technical capabilities into measurable business value: reduced blast radius, ransomware containment, OT protection, and compliance readiness.
- Recruit, enable, and leverage regional channel partners as a force multiplier for pipeline generation and deal execution; coordinate joint go-to-market activities and manage partner relationships through closed revenue.
- Manage proof-of-value engagements with defined success criteria, structured timelines, and executive readouts to prevent scope creep and maintain deal control.
- Analyze market trends, competitive positioning, and customer insights to identify growth opportunities and adapt regional strategy accordingly.
- Collaborate cross-functionally with Sales Engineering, Marketing, Customer Success, and Product to ensure a seamless customer experience and support strategic account expansion.
- Represent ColorTokens at client meetings, industry events, and networking opportunities to build regional presence and brand awareness.
Required Skills & Qualifications
- 10+ years of enterprise cybersecurity sales experience, with a demonstrated history of acquiring new logos in complex, technical, and consultative sales environments.
- 3+ years of managing regional sales teams.
- Proven track record of selling into enterprises with $1B+ in revenue, managing multi-stakeholder deals, and closing six- and seven-figure transactions.
- Deep cybersecurity domain expertise, with specific knowledge of network security, firewall architecture, and the limitations that drive the business case for micro segmentation.
- Demonstrated ability to engage as a peer with senior security and technology executives including CISOs, CIOs, and VPs of Architecture.
- Experience building and leveraging regional channel partner ecosystems, including resellers, GSIs, and security domain specialist partners.
- Strong command of MEDDPICC or equivalent enterprise qualification methodology; experience managing structured proof-of-value engagements.
- Proficiency in Salesforce for pipeline management, forecasting, and opportunity documentation.
- Familiarity with regulated verticals such as financial services, healthcare, manufacturing, energy, or MedTech is a strong advantage.
- Bachelor’s degree in business, marketing, or an IT-related field, or equivalent experience.
- Must be located in Eastern US. Willingness to travel at least 50%. Must possess a valid driver’s license.
Why Join Us?
- Work on a cutting-edge cybersecurity product in a fast-paced startup environment.
- Collaborate with a world-class team of engineers and security experts.
- Opportunity to learn, grow, and make a real impact from day one.