Regional Sales Manager (Bay Area)

About Harmonic Security

Harmonic Security lets teams adopt AI tools safely by protecting sensitive data in real time with minimal effort. It gives enterprises full control and stops leaks so that their teams can innovate confidently.

We are led by cybersecurity experts and backed by top investors including N47, Ten Eleven Ventures, and In-Q-Tel.

We’re entering a stage where every new customer meaningfully accelerates Harmonic’s growth and shapes how enterprises adopt AI securely. As one of our early Sales hires, you’ll help define how we engage the market, build pipeline, and establish the repeatable motions that fuel our next chapter. This role is a chance to influence a foundational GTM engine at the moment our category is taking shape.

About the Team

Our Sales team is in the early stages of building something extraordinary. We’re a tight-knit, ambitious group laying the groundwork for how Harmonic goes to market. Every rep plays a critical role in building pipeline, landing new logos, and shaping how Harmonic goes to market. We’re builders as much as sellers — refining the playbook, collaborating across teams, and creating repeatable success.

About the Role

We’re looking for a Sales Representative to drive growth across the Bay Area (California). You’ll own the full sales cycle: identifying prospects, building relationships, running demos, negotiating deals, and closing new business. This is an opportunity to join a category-defining company at the ground floor — building your territory while influencing how we sell as a team.

What You’ll Do

• Own the full sales cycle: prospect, qualify, demo, negotiate, and close
• Build and manage pipeline across assigned territory
• Develop account strategies in partnership with leadership
• Drive outbound prospecting and convert inbound leads
• Deliver compelling, tailored presentations and product demos
• Collaborate with Marketing, Product, and Customer Success for alignment and feedback
• Represent Harmonic at customer meetings and industry events
• Contribute to shaping our sales playbook and scaling best practices

What Success Looks Like

• New customers in your territory are signing and expanding with Harmonic
• Pipeline is healthy, with a balanced mix of outbound and inbound opportunities
• Deals are moving efficiently through the funnel with strong win rates
• You’re a trusted partner, surfacing market insights and helping refine our approach
• Sales processes and tools are more repeatable and effective because of your input

Requirements

What you Bring

• 4-8+ years of quota-carrying B2B SaaS sales experience (cybersecurity a plus)
• Track record of hitting or exceeding quota in a closing role
• Comfort with outbound prospecting and building a territory from scratch
• Strong communication, storytelling, and relationship-building skills
• Ability to manage complex sales cycles with technical and business stakeholders
• Organized, resourceful, and thrives in a startup/Series A environment

You Might Be a Fit if You…

• Love the challenge of opening new markets and winning early customers
• Thrive in fast-moving, ambiguous environments where you help create structure
• Enjoy collaborating with Marketing and Product to refine messaging and positioning
• See sales as both art and science — and you’re excited to shape the playbook
• Believe AI and security will define the next decade of enterprise software

Benefits

Why Join Us

This isn’t just a job; it’s an opportunity to be part of a team that is redefining cybersecurity. We believe today’s talent is tomorrow’s success, and we’re committed to creating an environment where you can do the best work of your life.

• Competitive pay and meaningful equity with a direct stake in Harmonic’s success
• Comprehensive benefits including health, dental, vision and 401k matching
• A small, passionate team that values transparency, creativity, and learning
• Thoughtful leadership that cares deeply about growth, impact, and people
• Annual global offsites (past trips include Lisbon and Nashville)
• The chance to directly shape both our product and our culture as we build a category-defining company

Harmonic’s Core Values

• Flourish in the Unknown: We relish being thrown into new, unfamiliar situations that require initiative and rapid decision-making.We orient ourselves quickly and deliver results with minimal guidance.
• Never Full: We never hesitate to raise our hands and take on challenges to assist those in need. We hunger for opportunities to learn and do more.
• Perfect Harmony: We have a genuine willingness to assist and support one another to create cohesion and unity. We foster success through collaboration and honest sharing of feedback and ideas, enabling everyone to grow and produce their best work.