Upwind Security

Regional Vice President of Sales – Commercial Central About The Position Upwind is a next-generation Cloud Security Platform that leverages runtime context to identify and prioritize critical risks, providing precise insights and efficient cloud security management. Unlike traditional tools, Upwind uses runtime data proactively for risk prioritization and posture insights, ensuring teams focus on what truly matters. With industry-leading efficiency and eBPF-powered sensors, Upwind delivers comprehensive capabilities, including agentless cloud posture discovery, real-time threat protection, and integrated API security. From misconfigurations to malware defense, Upwind ensures end-to-end, cost-effective cloud infrastructure protection. At Upwind, you’ll have the opportunity to think creatively, explore new ideas, and make a meaningful impact on our growth. We are looking for a Regional Vice President of Sales – Commercial Central to build, lead, and scale our Commercial sales team across the Central region. This is a critical leadership role responsible for driving revenue growth, developing top-performing talent, and establishing Upwind as a category leader in cloud security. You will play a key role in shaping our go-to-market strategy, closing strategic deals, and building a high-performance, customer-first sales culture. This is a field leadership role open to qualified candidates located in the Western United States. Responsibilities - Build, lead, and scale a high-performing team of Commercial Account Executives across the Central region - Develop and execute a regional sales strategy to exceed revenue targets and drive consistent pipeline generation - Coach, mentor, and develop AEs through all stages of the sales cycle, elevating overall team performance and execution - Personally engage in and help close strategic, high-value commercial deals - Establish strong relationships with C-level executives and key stakeholders within target accounts - Partner cross-functionally with Marketing, Sales Engineering, Customer Success, and Channel teams to drive alignment and revenue growth - Drive a disciplined sales process, including pipeline management, forecasting accuracy, and qualification methodologies (e.g. MEDDPICC) - Build and expand relationships with channel partners and ecosystem players to accelerate regional growth - Provide regular, data-driven insights and forecasting to executive leadership - Help shape and refine Upwind’s go-to-market strategy based on customer and market feedback Requirements - Proven experience leading and scaling Commercial sales teams in high-growth SaaS or cybersecurity companies - Track record of consistently exceeding regional or team revenue targets - Strong background selling to commercial customers in Cloud / Security / DevOps environments - Demonstrated ability to recruit, hire, and retain top sales talent - Experience leading complex, multi-threaded sales cycles and closing large strategic deals - Deep understanding of commercial sales methodologies (e.g. MEDDPICC) and disciplined pipeline management - Strong executive presence with the ability to engage and influence C-level stakeholders - Data-driven mindset with a commitment to forecast accuracy and CRM hygiene (SFDC) - Highly collaborative, adaptable, and comfortable operating in a fast-paced, early-stage startup environment - Strong understanding of cloud security concepts, technologies, and market landscape Requirements null

• Act as a strategic partner to the sales team post-sale, supporting account continuity while enabling sales to focus on new opportunities • Lead the technical deployment of the Upwind platform post-sale, ensuring smooth and successful onboarding and deployment of new capabilities • Serve as the primary point of contact for customers, addressing issues quickly and maintaining a high-quality customer experience • Build strong, long-term relationships by introducing new features, gathering feedback, and leading roadmap discussions • Partner with sales during renewals and expansion to align technical planning with customer needs and drive value • Proactively engage with customers to surface key security insights, guide feature adoption, and ensure they realize the full value of the Upwind platform • Understand and advocate for your customers needs cross functionally (i.e. Product Management and Technical Support)

About The Position Upwind is a next-generation Cloud Security Platform that leverages runtime context to identify and prioritize critical risks, providing precise insights and efficient cloud security management. Unlike traditional tools, Upwind uses runtime data proactively for risk prioritization and posture insights, ensuring teams focus on what truly matters. With industry-leading efficiency and eBPF-powered sensors, Upwind delivers comprehensive capabilities, including agentless cloud posture discovery, real-time threat protection, and integrated API security. From misconfigurations to malware defense, Upwind ensures end-to-end, cost-effective cloud infrastructure protection. At Upwind, you’ll have the opportunity to think creatively, explore new ideas, and use your skills to make a meaningful impact on our growth. We are looking for an AWS Cloud Alliances Manager to join our team and help expand our partnership with AWS across the Americas. This is a hands-on role ideal for someone with some experience in sales, partner management, or field marketing, who enjoys building relationships, driving co-sell initiatives, and enabling sales teams to work effectively with AWS. This role is remote, US-based, with occasional domestic travel. Austin preferred. Responsibilities - Build and maintain strong relationships with AWS account teams, technical teams, and partner contacts to drive co-sell and joint GTM opportunities. - Enable AWS teams to prospect and sell with Upwind, representing our solutions effectively to their customers. - Train and support Upwind’s sales organization on working with AWS for co-sell, marketplace, and partner programs. - Track and report on co-sell activity, joint pipeline, and partner-influenced deals, providing actionable insights to leadership. - Collaborate with internal sales, marketing, and solutions engineering teams to execute joint campaigns, co-branded programs, and GTM initiatives. - Support AWS Marketplace activities, including private offers, deal registration, and partner funding programs. - Manage a large number of contacts and programs, ensuring organized and timely Requirements - 2–5 years of experience in B2B SaaS sales, partner management, field marketing, or cloud alliances. - Familiarity with AWS or another major cloud provider (Azure or GCP a plus). - Exposure to cloud security, SaaS, or technology solutions preferred. - Comfortable engaging with sales teams — enjoys building relationships and influencing other sellers. - Highly organized, detail-oriented, and skilled at tracking performance across multiple contacts and programs. - Strong communication and presentation skills. - Self-motivated, collaborative, and adaptable in a fast-paced, high-growth startup environment. Requirements null

• Build and maintain strong relationships with AWS account teams, technical teams, and partner contacts to drive co-sell and joint GTM opportunities. • Enable AWS teams to prospect and sell with Upwind, representing our solutions effectively to their customers. • Train and support Upwind’s sales organization on working with AWS for co-sell, marketplace, and partner programs. • Track and report on co-sell activity, joint pipeline, and partner-influenced deals, providing actionable insights to leadership. • Collaborate with internal sales, marketing, and solutions engineering teams to execute joint campaigns, co-branded programs, and GTM initiatives. • Support AWS Marketplace activities, including private offers, deal registration, and partner funding programs. • Manage a large number of contacts and programs, ensuring organized and timely.

About The Position Upwind is a next-generation Cloud Security Platform that leverages runtime context to identify and prioritize critical risks, providing precise insights and efficient cloud security management. Unlike traditional tools, Upwind uses runtime data proactively for risk prioritization and posture insights, ensuring teams focus on what truly matters. With industry-leading efficiency and eBPF-powered sensors, Upwind delivers comprehensive capabilities, including agentless cloud posture discovery, real-time threat protection, and integrated API security. From misconfigurations to malware defense, Upwind ensures end-to-end, cost-effective cloud infrastructure protection. At Upwind, you’ll have the opportunity to think creatively, explore new ideas, and use your skills to make a meaningful impact on our growth. We are looking for an AWS Cloud Alliances Manager to join our team and help expand our partnership with AWS across the Americas. This is a hands-on role ideal for someone with some experience in sales, partner management, or field marketing, who enjoys building relationships, driving co-sell initiatives, and enabling sales teams to work effectively with AWS. This role is remote, US-based, with occasional domestic travel. NY/Boston and Austin preferred. Responsibilities - Build and maintain strong relationships with AWS account teams, technical teams, and partner contacts to drive co-sell and joint GTM opportunities. - Enable AWS teams to prospect and sell with Upwind, representing our solutions effectively to their customers. - Train and support Upwind’s sales organization on working with AWS for co-sell, marketplace, and partner programs. - Track and report on co-sell activity, joint pipeline, and partner-influenced deals, providing actionable insights to leadership. - Collaborate with internal sales, marketing, and solutions engineering teams to execute joint campaigns, co-branded programs, and GTM initiatives. - Support AWS Marketplace activities, including private offers, deal registration, and partner funding programs. - Manage a large number of contacts and programs, ensuring organized and timely Requirements - 2–5 years of experience in B2B SaaS sales, partner management, field marketing, or cloud alliances. - Familiarity with AWS or another major cloud provider (Azure or GCP a plus). - Exposure to cloud security, SaaS, or technology solutions preferred. - Comfortable engaging with sales teams — enjoys building relationships and influencing other sellers. - Highly organized, detail-oriented, and skilled at tracking performance across multiple contacts and programs. - Strong communication and presentation skills. - Self-motivated, collaborative, and adaptable in a fast-paced, high-growth startup environment. Requirements null

• Develop a deep understanding of Upwind's cloud security products and services • Collaborate with the sales team to understand customer requirements and tailor technical solutions to meet their needs • Provide technical guidance and support throughout the sales cycle, from Demo's to Closed Won. • Lead and manage the execution of POC engagements to demonstrate the effectiveness of our solutions. • Act as a liaison between the sales and product development teams, providing valuable insights from customer interactions

• Develop a deep understanding of Upwind's cloud security products and services • Collaborate with the sales team to understand customer requirements and tailor technical solutions to meet their needs • Provide technical guidance and support throughout the sales cycle, from Demo's to Closed Won. • Lead and manage the execution of POC engagements to demonstrate the effectiveness of our solutions. • Act as a liaison between the sales and product development teams, providing valuable insights from customer interactions

• Fine-tuning Upwind’s detection and response mechanisms • Conduct in-depth security investigations • Translating security findings into actionable recommendations • Staying up to date with emerging threats and best practices in cloud security

Upwind is a next-generation Cloud Security Platform that leverages runtime context to identify and prioritize critical risks, providing precise insights and efficient cloud security management. Unlike traditional tools, Upwind uses runtime data proactively for risk prioritization and posture insights, ensuring teams focus on what truly matters. With industry-leading efficiency and eBPF-powered sensors, Upwind delivers comprehensive capabilities, including agentless cloud posture discovery, real-time threat protection, and integrated API security. From misconfigurations to malware defense, Upwind ensures end-to-end, cost-effective cloud infrastructure protection. At Upwind, you’ll have the opportunity to think creatively, explore new ideas, and use your skills to make a meaningful impact on our growth. We are looking for an experienced Solutions Architect to join our team of expert sellers that is deeply committed to building meaningful relationships with customers, focusing on their value and thinking strategically about bringing deals to close. This is a field sales engineering role open to qualified candidates on the West Coast, preferably in San Francisco. Responsibilities Develop a deep understanding of Upwind's cloud security products and services Collaborate with the sales team to understand customer requirements and tailor technical solutions to meet their needs

• Develop and manage strong channel partner relationships across the Southeast • Drive partner-led sales and joint go-to-market initiatives • Deliver enablement, training, and ongoing support to partners • Track and report on partner performance and market opportunities