Regional Director, Enterprise

Zscaler (NASDAQ: ZS) accelerates digital transformation so customers can be more agile, efficient, resilient, and secure. The Zscaler Zero Trust Exchange™️ platform protects thousands of customers from cyberattacks and data loss by securely connecting users, devices, and applications in any location. Distributed across 160+ public exchanges globally and thousands of private exchanges at the edge, the SASE-based Zero Trust Exchange is the world’s largest in-line cloud security platform.

We believe the future of work is Human + AI and are building an AI-native enterprise where human potential is amplified by machine intelligence to solve the world’s hardest security challenges. Driven by deep customer obsession, we are committed to the mission, outcome, and to each other. We bring these commitments to life through three core behaviors: ownership and collaboration, trust through outcomes and impact, and a challenge culture with ongoing feedback. Ready to make an impact at the company pioneering security transformation in the AI era? Join us at Zscaler.

Role

We are looking for a Regional Sales Director to join our team. This is a remote role based in Germany, with a preference for Frankfurt or Munich, reporting to the RVP in the Germany Sales department. As the Regional Director, you will be responsible for recruiting, coaching, and scaling a high-performing team of Enterprise Account Executives, driving strategic growth and flawless execution across the German enterprise market.

What you’ll do (Role Expectations)

Embed MEDDIC / MEDDPICC as the core operational language of the team and drive rigorous execution of the sales process by coaching AEs on identifying Economic Buyers, mapping Decision Criteria, and validating Business Value

Lead strategic account expansion by building long-term business transformation roadmaps and partnering with AEs and Technical Architects to co-design customer-centric Zero Trust architectures

Maintain highly accurate forecasts (monthly, quarterly, and yearly) backed by clean pipeline hygiene, explicit deal next steps, sales stage linearity, and weekly pipeline generation cadences

Orchestrate a unified field execution model across Sales, Field Marketing, Sales Development, and Channel Partners to maximize regional market penetration

Participate directly in critical field-level customer discovery meetings to support AEs in building champions and driving large-scale digital transformation agreements

Who You Are (Success Profile)

You are a sales process and MEDDPICC practitioner. You believe a repeatable sales process is key to scaling revenue, enjoying deal diagnosis, qualification analysis, and coaching AEs to build structured close plans.

You are a transformation strategist. You understand the big picture and excel at analyzing customer objectives to lead teams in building comprehensive technology roadmaps that unlock massive account value.

You possess dynamic range. You pivot seamlessly between high-level regional growth strategy and hands-on, active coaching with your team in the field.

You are a high-trust collaborator. You hold yourself and your team to high execution standards while collaborating seamlessly across channel, marketing, and engineering ecosystems.

You are a learner. You have a growth mindset, actively seeking feedback to continuously refine leadership capabilities and better serve your team and customers.

What We’re Looking for (Minimum Qualifications)

Foundational understanding of AI/ML technologies and experience leveraging, securing, or positioning AI-driven solutions to optimize outcomes within your functional domain

3+ years of experience directly leading and scaling successful Enterprise sales teams in the software and security industry (Cloud Security or SaaS preferred)

Deep, practical mastery of MEDDIC / MEDDPICC qualification methodologies alongside a demonstrated understanding of structured sales processes, pipeline execution, and driving account expansion to over-achieve targets

Experience working closely with the partner ecosystem, including VARs, Global Systems Integrators, and Cloud Marketplaces

Native or professional fluency in German and English

What Will Make You Stand Out (Preferred Qualifications)

Expertise in driving high-value platform-selling motions and designing multi-year business transformation roadmaps for major enterprises