Director, Strategic Sales – West

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

📋 Description

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

• Manage 1–2 specific target verticals along with the geography of the Western United States for opportunities beyond the designated verticals.

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

• Create a sales pipeline through direct outreach, collaborative partner efforts, industry events, and referral networks.

• Establish and sustain a qualified pipeline adequate to meet quarterly and annual revenue objectives.

• Identify and seek opportunities in identity verification and passwordless authentication.

• Oversee the entire sales process from initial discovery to contract finalization for both new and expansion opportunities.

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

• Navigate enterprise purchasing cycles, including security assessments, legal, procurement, and compliance approvals.

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

• Serve as the primary executive sponsor and relationship manager for strategic accounts.

• Work alongside Solutions Engineering on the design and execution of proof-of-concept initiatives.

• Coordinate with Customer Success on post-sale onboarding and strategies for expansion.

• Collaborate with Sales, Marketing, Product, Partnerships, and Customer Success teams to formulate territory strategies, campaigns, product feedback, co-selling efforts, forecasting, and account management.

• Maintain precise CRM records for pipeline, opportunities, and forecast data.

• Report on progress, risks, obstacles, competitive insights, and performance metrics to the SVP of Americas Sales.

• Monitor pipeline coverage, win rates, average contract values, and closure timelines.

⛳️ Requirements

• A minimum of 10 years of enterprise software sales experience, showcasing a successful history of closing six- and seven-figure SaaS or software transactions.

• Proven experience managing a combined territory (specific verticals alongside a broader geography) and effectively prioritizing across both.

• Extensive knowledge of enterprise purchasing settings including engagement with CISO, CIO, Procurement, and Legal stakeholders, along with typical 6- to 18-month enterprise deal cycles.

• Prior experience selling into one or more of the following sectors is highly desirable: Manufacturing, Financial Services, Retail, BPO, Distribution & Supply Chain, or Travel & Entertainment.

• Ability to thrive in a high-growth, dynamic environment characterized by evolving processes and significant individual accountability.

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

• Located in or willing to travel frequently across the Western United States.

• Experience in identity, access management, digital identity, or cybersecurity platforms.

• Previous sales experience with or against vendors such as Okta, Ping Identity, Microsoft, SailPoint, Saviynt, or CyberArk.

• Established relationships with CISO, CIO, or VP of Identity leaders within the designated target verticals.

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

🏝️ Benefits

• Remote / flexible work model

• Medical / Dental / Vision

• 401(k)

• Unlimited PTO