Regional Sales Manager - Pacific Northwest

From the company's job description

AI doesn't run in one place anymore. It runs in the browser tab, the desktop app, the agent your engineers kicked off, and the copilot embedded in the tools you already pay for. Harmonic Security governs all of it.

Our AI Governance and Control (AIGC) platform sits on the device, inside the interaction, at the moment of action, reading what AI is actually doing (not just the traffic around it) and acting in under 200ms. Security teams get full visibility and control across every AI surface, including the agentic and MCP layer that traditional tools can't see. Their people get to innovate without guardrails slowing them down.

We're gaining serious traction at the intersection of AI and cybersecurity, and backed by investors who know the space: N47, Ten Eleven Ventures, and In-Q-Tel. As AI adoption inside the enterprise accelerates, the ability to safely observe, control, and enforce policy in real time isn't a nice-to-have. It's mission-critical infrastructure. That's what we build.

HOW WE WORK: AI-FIRST BY DESIGN

Harmonic exists to help enterprises adopt AI safely and at scale. We hold ourselves to that same standard. Everyone here actively uses AI tools to do their best work, from research and writing to building automated workflows. We expect every new hire to bring genuine curiosity for AI and a commitment to working smarter and faster with it.

For some, this means staying open to new tools. For others, it means architecting new systems with AI at the core. We're transparent about expectations for every role, and we give you the tools and support to thrive.

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 Pacific Northwest region. 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 YOU BRING

• 4-8+ years of quota-carrying B2B SaaS cybersecurity enterprise sales experience

• Experience selling to CIOs and CISOs with an average deal size of $100k+

• 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 environment (startup experience highly desired)

WHY JOIN US

This isn't just a job, it's a chance to help define a category, and to build this chapter of the story from its first page. We're building at the intersection of AI and security, where the rules haven't been written yet, and the people who join now will write them.

• Recognized momentum: named to Rising in Cyber 2026, a signal the market is taking notice

• Rare market opportunity: join early in a category-defining company shaping how enterprises tackle one of tech's biggest unsolved problems

• Competitive pay and meaningful equity: a real stake in Harmonic's success, not a token gesture

• Comprehensive benefits: 401K, generous PTO

• A small, high-trust team: transparency, creativity, continuous learning, no politics, no bureaucracy

• Thoughtful leadership that cares about your growth, not just your output

• Annual global off-sites: past trips include Lisbon and Nashville

• Real ownership: you'll shape a new part of the company from day one

HARMONIC'S CORE VALUES

🌱 FLOURISH IN THE UNKNOWN

We embrace new, unfamiliar situations that require initiative and rapid decision-making. We orient ourselves quickly and deliver results with minimal guidance.

🔥 NEVER FULL

We raise our hands, take on challenges, and assist others whenever possible. We hunger for opportunities to learn and do more.

🤝 PERFECT HARMONY

We support one another to create cohesion and unity. We collaborate openly, share feedback honestly, and help everyone produce their best work.