Director, Strategic Sales

This is a fully remote position, open to applicants in United States.

📋 Description

• Spearhead and enhance commercial growth within designated target verticals and the wider South Central United States region.

• Manage a combined territory encompassing 1–2 assigned target verticals alongside the South Central U.S. area.

• Develop and implement territory strategies that include account targeting, whitespace analysis, and partner engagement.

• Create a sales pipeline through direct outreach, collaborative selling with partners, industry events, and referral networks.

• Cultivate and sustain a qualified sales pipeline to meet quarterly and annual revenue objectives.

• Identify and chase opportunities within identity verification and passwordless authentication scenarios.

• Oversee the complete sales process from initial discovery to contract signing for both new and expansion deals.

• Drive executive interactions with CISO, CIO, VP of Identity, Security, and Procurement stakeholders.

• Navigate through security assessments, legal, procurement, and compliance validations during enterprise sales cycles.

• Collaborate with channel partners such as Optiv, VARs, and GSIs on partner-assisted and partner-sourced transactions.

• Serve as the primary executive sponsor and relationship steward for key accounts.

• Convert identity security needs into tangible business results.

• Work in tandem with Solutions Engineering on the design and execution of proof-of-concept initiatives.

• Coordinate with Customer Success for onboarding and strategies for expansion.

• Partner with Sales, Marketing, Product, and Partnerships teams to develop territory strategies, campaigns, product feedback, and co-selling opportunities.

• Keep CRM pipeline, opportunity, and forecast data accurate and up-to-date.

• Report on progress, risks, obstacles, competitive insights, and performance metrics to sales leadership.

⛳️ Requirements

• Over 10 years of experience in enterprise software sales.

• Proven success in closing six- and seven-figure SaaS or software agreements.

• Experience managing a combined territory that includes named verticals and a broader geographical area.

• Extensive knowledge of enterprise purchasing environments involving CISO, CIO, Procurement, and Legal stakeholders.

• Familiarity with typical enterprise deal cycles lasting between 6 to 18 months.

• Previous experience selling to sectors such as Manufacturing, Financial Services, Retail, BPO, Distribution & Supply Chain, or Travel & Entertainment is highly preferred.

• Exceptional communication skills and executive presence; capable of engaging credibly at the C-suite level.

• Residing in or willing to travel frequently across the South Central United States.

• Experience with identity, access management, digital identity, or cybersecurity platforms is a plus.

• Previous sales experience with or against companies like Okta, Ping Identity, Microsoft, SailPoint, Saviynt, or CyberArk is advantageous.

• Established connections with CISO, CIO, or VP of Identity leaders are a plus.

• Experience in channel or partner-assisted selling through resellers, systems integrators, or GSIs is beneficial.

🏝️ Benefits

• Competitive salary and equity package.

• Comprehensive health, dental, and vision insurance.

• Unlimited Paid Time Off (PTO) policy.

• A collaborative and fast-paced work culture where your contributions are immediate and noticeable.