Regional Sales Manager

Job description

Lacework was founded to keep critical data and applications safe as organizations increasingly migrate workloads to the public cloud. Where traditional security tools and manual log analysis fail in these environments, Lacework gives security teams the automation, speed, and scale to protect cloud workloads at the pace of DevOps. Lacework Polygraph, our flagship product, monitors workloads, applications, processes, containers, machines, users and accounts to automatically surface anomalous behaviors out of billions of events per hour. Lacework provides unprecedented visibility, automates breach detection, delivers one-click investigation, and simplifies cloud compliance. Based in Mountain View CA, Lacework is funded by Sutter Hill Ventures.

The Regional Sales Manager (RSM) is a critical function of the Lacework sales team and is responsible for building new client relationships and managing the sales process with enterprises in a specified region. The RSM will initiate contact with new leads and follow-up on sales meetings and teleconferences, meet sales objectives and targets at profitable rates, move prospects through the discovery and proof-of-concept phases, and meet established sales goals and quota per the annual plan objectives. They will develop and execute strategies and sales tactics in the following areas: territory planning, outbound lead generation, relationship development, pricing, negotiations, closing, and managing contracts. The candidate will be required to diligently track all customer interactions in our CRM system and maintain disciplined sales process and forecast hygiene.

Role Responsibilities:

  • Identify, qualify, and generate new opportunities in enterprise accounts.
  • Execute a highly disciplined and metric-driven sales process.
  • Act as a trusted advisor to the customer by developing deep relationships with both end-users of the Lacework product and C-level executives.
  • Build and maintain a robust pipeline of at least 3x revenue target to achieve revenue quota on a quarterly and annual basis.
  • Provide accurate sales forecast and activity metrics in CRM.
  • Maintain a high level of relevant technical & industry knowledge.
  • Expect moderate travel.

Lacework is an Equal Opportunity Employer. It is the policy of Lacework to provide equal employment opportunity to all persons, regardless of age, race, religion, color, national origin, sex, political affiliations, marital status, non-disqualifying physical or mental disability, age, sexual orientation, membership or non-membership in an employee organization, or on the basis of personal favoritism or other non-merit factors, except where otherwise provided by law.


  • BA/BS required.
  • Minimum 10 years of demonstrated success in enterprise software / SaaS sales.
  • Knowledge of the security industry, products, vendor landscape, history, and emerging trends.
  • Proven ability to independently manage, develop, and close new enterprise customers.
  • Successful track record in driving consistent activity, pipeline development and quota achievement.
  • Prior experience in a highly dynamic, startup environment.
  • Expertise in disciplined sales process, forecasting, and qualification methodologies.
  • Highly motivated, driven and self-directed individual with grit.
  • Must be able to communicate business and technical value to all levels of management.
  • Excellent communication, persuasive, and listening skills.

At Lacework, we believe in promoting from within and with our current growth plans and acceleration in our business, strong performance in this RSM role can lead to upward mobility within the sales organization.