Director, Strategic Sales – West

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

📋 Description

• Drive and enhance commercial growth across designated target verticals and the wider Western United States.

• Manage 1–2 target verticals along with the Western United States territory for opportunities beyond the defined verticals.

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

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

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

• Seek out identity verification and passwordless authentication prospects.

• Oversee the complete sales cycle from discovery to contract signing for new and expansion opportunities.

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

• Navigate through security, legal, procurement, and compliance approvals during enterprise deal cycles.

• Collaborate with Optiv, VARs, and GSIs on partner-assisted and partner-sourced transactions.

• Act as the executive sponsor and relationship manager for key accounts.

• Convert identity security needs into measurable business outcomes.

• Team up with Solutions Engineering on the design and execution of proof-of-concept initiatives.

• Work with Customer Success on onboarding processes and expansion strategies.

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

• Ensure precise CRM pipeline, opportunity, and forecasting information.

• Update sales leadership on progress, risks, challenges, competitive insights, and performance metrics.

⛳️ Requirements

• A minimum of 10 years of experience in enterprise software sales.

• Proven history of successfully closing six- and seven-figure SaaS or software contracts.

• Experience managing a combined territory that includes named verticals as well as a broader geographic area.

• Strong understanding of enterprise purchasing environments, particularly with CISO, CIO, Procurement, and Legal stakeholders.

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

• Preferred experience in selling to Manufacturing, Financial Services, Retail, BPO, Distribution & Supply Chain, or Travel & Entertainment sectors.

• Ability to thrive in a high-growth, dynamic environment with changing processes and considerable individual responsibility.

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

• Located in or willing to travel frequently within the South Central United States.

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

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

• Established relationships with CISO, CIO, or VP of Identity professionals are a bonus.

• Background in channel or partner-assisted sales through resellers, systems integrators, or GSIs is desirable.

🏝️ Benefits

• Competitive salary and equity package.

• Comprehensive health, dental, and vision insurance.

• Unlimited Paid Time Off (PTO) policy.

• A collaborative and fast-paced culture where your contributions are immediately recognized.

• An opportunity to establish and lead a vital function at a rapidly growing Series B startup.