Regional Sales Manager - AI Team

About the Role

This is a true ground-floor role for a high-performing seller who wants to help build a category, not just carry a quota.

Mend AI is your product, your pitch, and your entry point into every account.

You'll own the entire sales motion from first touch to close - building pipeline through outbound prospecting, events, partnerships, and inbound opportunities, while working closely with Sales Engineering, Product, and Customer Success to win strategic accounts. This is a dedicated hunting role focused on net-new logos - expansion within existing customers is owned by our broader sales organization today, which keeps you free to do what you do best.

This is a global role with responsibility across both North America and EMEA markets. The ideal candidate is comfortable operating across regions, engaging with international customers, and managing opportunities in a global sales environment.

This role is fundamentally for a builder, someone who creates pipeline, drives urgency, and thrives in ambiguity. You'll be expected to operate with high autonomy, help refine the go-to-market motion through customer feedback, and become a trusted advisor to engineering and security leaders navigating AI adoption.

There's already strong momentum behind the business: an established security platform, deep technical leadership, an active marketing engine, and a rapidly emerging market need.

This is a high-impact role for a seller who wants to help build a category, not just carry a quota.

What You'll Do

• Own the pipeline: Build and grow a portfolio of net-new mid-market and enterprise accounts through outbound prospecting, inbound conversion, events, conferences, and partner channels - treating inbound as one channel among many while maintaining an outbound-first, self-generated pipeline discipline
• Run the full cycle: Own every stage of the deal process - outreach, discovery, technical validation, business case development, negotiation, and close
• Educate the market: Run consultative discovery conversations around AI risk, AI-generated code, governance, compliance, and secure AI adoption
• Shape the product and GTM motion: Bring field insights directly back to Product, Marketing, and Leadership to help refine messaging, roadmap, and go-to-market strategy
• Partner cross-functionally: Work closely with Sales Engineering, Customer Success, Product, and Leadership to move strategic opportunities forward
• Represent Mend AI externally: Be a visible presence at security conferences, executive meetings, webinars, customer roundtables, and across the partner ecosystem

What You'll Bring

• A genuine hunter's mentality - a highly proactive, outbound-oriented seller with a demonstrated ability to generate pipeline independently
• The ability to quickly develop deep credibility in AI security, AI-driven software development workflows, and secure software delivery practices
• 5-10+ years of SaaS sales experience with a consistent track record of net-new logo acquisition and exceeding quota
• Experience selling security, DevSecOps, developer tooling, application security, cloud security, or adjacent technical products into engineering and security organizations
• Strong executive presence with the ability to sell effectively to both technical stakeholders (DevSecOps, engineering leadership, security teams) and economic buyers (CISO, CTO, VP Engineering)
• Success operating in early-stage or high-growth environments with high autonomy and low process overhead
• Strong business judgment, curiosity, and comfort navigating an evolving market category
• Disciplined pipeline management, forecasting accuracy, and clean CRM hygiene in Salesforce

What Success Looks Like

• Success in this role means consistently creating qualified pipeline, winning net-new enterprise logos, and becoming a trusted voice in the AI security conversation across engineering and security leadership teams.
• You’ll help define how enterprises secure AI-driven software development - while helping shape the category, the customer conversation, and the future growth of Mend AI.