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AI Summary
Location: Remote (New York, US)
Type: Full-time
Eligibility: Independent and unrestricted work authorization in the US
Travel: 25-50%
Language: English
About Dawnguard
Dawnguard’s mission is to redefine cybersecurity with a platform that enables true shift-left security—from day zero to day 10,000.
We embed security directly into system architecture, before a single line of code is written. Our AI-powered platform automates design validation and generates production-ready Infrastructure as Code (IaC) across AWS, Azure, and GCP.
At Dawnguard, we believe security should be proactive, collaborative, and cloud-native. We’re rewriting the DNA of cybersecurity—driven by curiosity, integrity, and resilience.
We start with real customer problems—no tech for tech’s sake. We speak with honesty, even when it’s hard. We think independently, challenge assumptions, and welcome bold ideas that push us forward. We break things to understand them, then build something better. And when we see a problem, we own it.
If that sounds like you, let’s talk.
The Role
We’re hiring a Regional Sales Director to build Dawnguard’s US regional revenue engine from the ground up. This is a player-coach IC role: you’ll strategize, pipeline, prospect, negotiate, close, and expand accounts. You’ll collaborate closely with our Product Marketing Manager and Head of Customer Success, but you will own the sales cycle end-to-end. Critically, you will drive and adapt sales strategies for the US market, tailoring pitches, pricing models, and compliance context while keeping a unified pipeline.
Responsibilities
Open and close US Enterprise and Large Enterprise deals (USD 50K to 150K+ ACV) through outbound to your existing buyer network and warm intros generated by the founders.
Run the three-meeting motion: Discovery, Economic Buyer introduction, Mutual Evaluation Plan working session. Proofs of Value only start with an Economic Buyer signed Mutual Evaluation Plan that names decision day, success criteria, and pricing range.
Carry 4 to 5 concurrent Proofs of Value at full productivity.
Build pipeline through CISO, CIO, Security Architect, and Head of Cloud Security relationships at companies running multi cloud Azure, AWS, or GCP with active modernization programs. Architect led personas are the product user. You sell to the budget holder.
Use the cloud marketplace to sell motion to compress procurement on Large Enterprise deals where buyers have unspent commit
Maintain HubSpot discipline. Every Stage 3+ deal has a named Economic Buyer, a forecast category, and a procurement path field.
Qualifications
5+ years closing US Enterprise or Large Enterprise SaaS, with a cybersecurity background. Hyperscaler enterprise sales (AWS, Azure, GCP) accepted as a substitute.
Experience working at one or more Series A, B, or C stage companies. You know how to close without playbook, brand, or marketing air cover.
A portable buyer network of named CISOs, CIOs, Security Architects, and Heads of Cloud Security at US Enterprise and Large Enterprise accounts. You will be asked to produce a 20 name target list with last touched dates before we extend an offer.
3+ closed deals at USD 200K+ ACV in the last 24 months, cycles under 9 months. You can name the Economic Buyer and the champion on each.
Comfort selling a product that is genuinely different from CSPM scanners. If you cannot articulate the difference between “scan and alert” and “generate and prevent” after our first call, this role is not for you.
MEDDIC (or MEDDPICC) discipline by reflex.
Operating fluency without an SDR layer. Our sourcing mix is founder network plus your network plus cold outbound. There is no inbound flow.
Preferred: technical fluency. Comfortable in a technical conversation about cloud architecture, Infrastructure-as-Code, and CI/CD.
Preferred: AI tooling in your daily workflow. Modern AI tools (Claude, ChatGPT, Cursor, Gong, Clay, or equivalents) as a working surface for pipeline research, account briefs, call prep, and follow-up drafting.
What You’ll Get
Competitive salary with commission structure and equity package.
Flexible working hours and remote setup.
Unlimited PTO
How to Apply
Please submit your application directly via LinkedIn. For any questions or additional information, feel free to contact us at careers@dawnguard.ai.
Recruitment Notice
We kindly ask recruiting agencies and third-party recruiters not to contact us regarding this role. Dawnguard does not accept unsolicited resumes or candidate submissions from external recruiters. Any such materials received will not create an obligation to pay referral fees.
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