Regional Sales Director, SLED - TOLA

At Rubrik, we are capitalizing on the data explosion by delivering a modern Cyber Resilience platform that safeguards data across enterprise hybrid cloud environments. We are relentlessly focused on bringing fresh approaches and relentless innovation to an old problem, blending a future-proof architecture with consumer-grade simplicity.

We have an exciting challenge in front of us with massive growth opportunities in data security, cyber recovery, and cloud management. We are proud to be recognized globally as a top workplace and a market leader in cybersecurity innovation. Our focus is on the people who produce extraordinary results. We need individuals who are comfortable with ambiguity, excited by complex challenges, and possess a limitless drive to win.

Position Overview

The Regional Sales Director for SLED (State, Local, and Education) will have total ownership of bookings growth, strategic market expansion, and team development across the TOLA territory.

In this role, you will directly manage, mentor, and scale a high-performing team of 6 Account Executives. You will guide them through pipeline development, complex sales cycles, and account expansion strategies. Operating as a critical leader within the Public Sector business, you will work in lockstep with cross-functional regional leaders across Sales Engineering, Sales Development, Channel, and our partner ecosystem to exceed regional sales objectives.

Key Responsibilities

• Team Leadership & Enablement: Recruit, hire, coach, and inspire a team of 6 SLED Account Executives, ensuring continuous enablement and professional growth.

• Strategic Market Execution: Develop and implement a comprehensive territory strategy designed to maximize Rubrik’s market share and revenue across TOLA SLED accounts.

• Pipeline & Forecast Discipline: Drive rigorous, accurate weekly team forecasting practices and pipeline generation efforts in alignment with executive management expectations.

• Executive & CxO Selling: Actively engage in the field to support AEs on complex deals, providing thought leadership, strategic account guidance, and high-level CxO relationship building.

• Channel Partner Collaboration: Build, fortify, and leverage Rubrik’s partner ecosystem to foster collaborative selling and accelerate regional pipeline.

• Cross-Functional Alignment: Collaborate closely with Sales Engineering, Sales Development, and Product teams to align regional execution with broader corporate goals.

• Strategic Planning: Participate actively in short-, medium-, and long-term planning as a core member of the Public Sector Management team.

Required Qualifications & Skills

• Sales Leadership Experience: 5+ years of successful technology sales management experience leading high-performing teams, with a proven track record of consistently meeting or exceeding regional quotas.

• SLED Market Expertise: Deep, verifiable experience navigating State, Local, and Higher Education procurement cycles, contracts, and buying personas (TOLA market experience is highly preferred).

• Domain Knowledge: Solid understanding of data security, backup, cyber resilience, cloud infrastructure, or data center environments.

• Strategic Deal Architecture: Proven capability in navigating complex enterprise sales cycles, negotiating high-value deals, and influencing decision-makers in sensitive or competitive situations.

• Communication & Presentation Excellence: Exceptional written, verbal, and presentation skills, with the ability to articulate complex technical value propositions to both technical and executive audiences.

• Agility & Drive: A self-motivated leader with strong problem-solving skills who thrives in a fast-paced, rapidly evolving environment.