Description

About Opti

Opti is the AI-native identity security platform, replacing manual, periodic access governance with continuous, automated control that deploys in hours, not months.

Founded by repeat cybersecurity entrepreneurs and backed by top-tier VCs with $20M in funding, Opti is AWS's exclusive emerging IAM partner in the Security Hub Extended program.

About the Role

As a Regional Sales Manager, you will be responsible for driving revenue growth and expanding Opti's presence across your assigned region — East, Central, or West.

This is a high-impact, quota-carrying sales role focused on building pipeline, developing enterprise relationships, and driving complex sales cycles from initial engagement through close.

The ideal candidate is a proven enterprise sales professional with a strong track record of exceeding quota, experience selling complex technology solutions, and a deep understanding of cybersecurity and identity. You should be equally comfortable operating within a structured sales environment and working independently in a fast-paced, early-stage startup.

Responsibilities

• Develop and execute a regional sales strategy to achieve and exceed revenue targets.
• Build and maintain a strong pipeline of qualified enterprise opportunities.
• Drive new logo acquisition and develop strategic relationships with enterprise customers.
• Own the full sales cycle from prospecting and discovery through negotiation and close.
• Engage with senior security, IT, and business stakeholders throughout the sales process.
• Develop territory and account plans aligned with Opti's growth objectives.
• Maintain disciplined pipeline management, forecasting, and CRM activity.
• Collaborate closely with Solutions Engineering, Marketing, Product, and company leadership to drive deals forward.
• Represent Opti at customer meetings, industry events, and other relevant activities within the region.

Requirements

• 12–15+ years of overall B2B sales experience, with significant enterprise sales experience.
• 3–5+ years of experience in cybersecurity and/or identity.
• Strong understanding of Identity & Access Management (IAM), Identity Governance & Administration (IGA), and emerging identity technologies.
• Proven track record of consistently achieving and exceeding quota.
• Experience selling complex technology solutions to enterprise customers and managing multi-stakeholder sales cycles.
• Experience at a top-tier technology company combined with experience in a high-growth or early-stage startup is strongly preferred.
• Strong sales methodology combined with the ability to operate independently and thrive in an early-stage environment.
• Excellent communication, negotiation, and executive presence.
• Strong business acumen and ability to build trusted relationships with senior-level customers.
• Willingness to travel within the assigned region as needed.
• Candidates must be based in the United States and authorized to work in the US

Requires 12–15+ years of B2B sales experience, 3–5+ years in cybersecurity or identity, enterprise technology sales expertise, quota achievement, complex sales-cycle management, and US work authorization.

Key Responsibilities

• driving revenue
• building pipeline
• closing deals

Skills & Tools

Identity & Access Management (IAM), Identity Governance & Administration (IGA), CRM, AWS

Job Details

• Category: Sales
• Seniority: Senior Level
• Commitment: Full Time
• Workplace: Remote — United States
• Languages: English

About Opti.AI

An AI-native identity security platform that automates access governance and control for enterprises. — Industry: Information Technology