Regional Director, Enterprise Sales

About this role

About the role:

Forter is seeking an accomplished Regional Director, Enterprise Sales to lead our enterprise sales strategy and execution across the Eastern United States. This role will own regional revenue growth, new-logo acquisition, strategic account development, pipeline health, and forecast accuracy across a complex enterprise territory.

You will lead, coach, and develop a high-performing enterprise sales team while building executive relationships with major digital commerce, payments, and technology organizations. Using a consultative, value-based approach, you will help customers understand how Forter’s Trust Platform can reduce fraud and abuse, improve approval rates, optimize payments, and strengthen the customer experience.

This is a highly visible leadership role requiring strong commercial judgment, operational rigor, executive presence, and the ability to collaborate across Sales, Solutions Consulting, Customer Success, Marketing, Revenue Operations, Product, Analytics, Finance, and Partnerships. This position emphasizes regional revenue ownership, territory planning, pipeline creation, forecasting discipline, strategic negotiations, and cross-functional execution.

What you'll be doing:

• Own the Eastern US enterprise sales strategy, regional revenue plan, and execution against bookings and new-logo objectives.

• Lead regional territory planning, account segmentation, strategic account penetration, and coordinated go-to-market planning.

• Build and maintain a healthy, predictable enterprise pipeline through account-based prospecting, executive engagement, partner development, and collaboration with Sales Development and Marketing.

• Coach and develop Enterprise Account Executives on discovery, qualification, value-based selling, deal strategy, negotiation, account planning, and executive communication.

• Establish consistent operating rigor across pipeline inspection, opportunity management, forecasting, CRM hygiene, and performance reviews.

• Drive accurate weekly, monthly, and quarterly forecasts using data, deal inspection, and clear risk assessment.

• Engage senior executives and economic buyers across eCommerce, payments, fraud, risk, finance, operations, and technology functions.

• Lead complex, multi-stakeholder enterprise sales cycles from opportunity creation through presentation, negotiation, contracting, and close.

• Promote a structured sales methodology (MEDDPICC) to improve qualification, deal velocity, forecast accuracy, and execution consistency. Comparable market roles increasingly reference structured methodologies and tool-based pipeline governance.

• Collaborate with Solutions Consulting to develop tailored demonstrations, business cases, value narratives, and ROI models.

• Partner with Customer Success and Implementation to align customer expectations, support expansion opportunities, and ensure a strong transition from sales to delivery.

• Work with Marketing, Revenue Operations, Product, Analytics, Finance, and Partnerships to improve messaging, territory strategy, competitive positioning, and regional execution.

• Provide customer and market insight to internal stakeholders to influence product priorities, sales enablement, and go-to-market planning.

• Serve as an executive sponsor for strategic opportunities and customer relationships.

• Represent Forter at relevant industry events, customer meetings, and executive forums.

• Build a culture of accountability, inclusion, continuous improvement, and customer focus across the regional sales organization.

What you'll need:

• 10+ years of experience in enterprise technology, SaaS, fintech, payments, cybersecurity, fraud prevention, eCommerce, or a closely related market.

• 3-5 years of experience leading enterprise sales teams, including demonstrated success hiring, coaching, developing, and retaining top sales talent.

• Proven track record of exceeding revenue and quota objectives in complex enterprise sales environments.

• Experience managing an Eastern US territory and selling to large, multi-region or Fortune 1000 organizations.

• Demonstrated success leading complex sales cycles with multiple business, technical, financial, and executive stakeholders.

• Strong understanding of consultative, value-based, and account-based enterprise selling.

• Experience with pipeline management, territory planning, forecasting, inspection, and sales performance analytics.

• Ability to engage credibly with C-level executives and translate complex technology into clear business value.

• Excellent executive presence, negotiation skills, presentation skills, and written and verbal communication.

• Strong cross-functional leadership skills and the ability to influence.

• Experience using Salesforce CRM; strong operational discipline is required.

• High integrity, sound judgment, resilience, and a passion for developing people.

• Willingness to travel periodically for customer meetings, team events, and industry activities.

About us:

Digital commerce is built on trust. At every point along the eCommerce journey, businesses must make a critical decision: Can I trust this customer? Answering this simple question accurately and instantly is powerful—it can accelerate revenue growth and strengthen a company’s connection with its customers. How do we do it? Forter was founded on the insight that it's not about what is being purchased, nor where— but who is behind the interaction.

The Forter Decision Engine finds patterns across more than one billion identities in our dataset. We isolate fraudsters and protect customers—ensuring everyone gets the experience they deserve. Given that trust is central to how we operate, Forter is very much driven by a defined set of values. We attract remarkable talent and have retention and engagement levels that are well above benchmarks. We’re meticulous about strengthening our culture as we grow and ensuring this is an environment where people can have ou

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