Head of Sales

This is a fully remote position, open to applicants in New York.

📋 Description

• Take ownership of the new business revenue objectives for North America, ensuring accurate forecasting and consistent pipeline growth, with reports provided to the Board.

• Lead, mentor, and enhance the performance of the North American Account Executive team.

• Recruit, onboard, and nurture future sales talent.

• Manage coverage across the Northeast, Southeast, Midwest, Mountain, and TOLA regions.

• Enhance the outbound sales engine through targeted efforts, sequencing, messaging, and activity standards.

• Guide Account Executives through intricate enterprise opportunities and engage in strategic customer interactions.

• Oversee pipeline management, forecast accuracy, and the adoption of MEDDPICC and other sales methodologies.

• Take charge of territory planning, quota distribution, and capacity planning in collaboration with the Global VP Commercial.

• Establish and scale a repeatable direct enterprise sales approach.

• Collaborate with the Partnerships team to develop the North American MSSP, reseller, and partner strategies.

• Supply market intelligence, competitive insights, pricing information, and customer feedback to Product and Marketing teams.

⛳️ Requirements

• Extensive experience in leading high-performing enterprise sales teams within rapidly growing B2B SaaS or cybersecurity companies.

• Proven ability to scale an early-stage commercial organization, creating repeatable processes and expanding teams through measured execution.

• In-depth experience managing enterprise Account Executives and collaborating with SDR teams on outbound sales initiatives.

• Player-coach experience, encompassing customer meetings, strategic deals, and intricate sales cycles.

• Strong history of achieving and forecasting ambitious enterprise revenue targets.

• Significant experience selling six-figure SaaS subscriptions to large enterprise clients with complex, multi-stakeholder buying processes.

• Knowledge of how enterprise security purchasers assess, procure, and implement cybersecurity solutions.

• Comfortable engaging directly with CISOs and senior security leadership.

• Experience in applying structured sales methodologies like MEDDPICC.

• Proficient in using data, maintaining CRM discipline, and conducting pipeline inspections to ensure predictable execution.

• Capable of making decisions, fostering accountability, and enhancing execution in fast-paced, high-growth settings.

• Excellent coaching and communication abilities, with a track record of building cross-functional relationships across Sales, Marketing, Partnerships, Product, and Customer Success.

• Bonus: experience with Exposure Management, Attack Surface Management (ASM), CAASM, Threat Intelligence, Offensive Security, or Vulnerability Management.

• Bonus: established connections with enterprise CISOs and senior security leaders across North America.

• Bonus: experience in building or scaling reseller, MSSP, or partner-led sales initiatives.

• Bonus: experience in a cybersecurity firm during periods of rapid commercial growth.

• Bonus: familiarity with platforms like HubSpot, Apollo, Nooks, Lusha, and similar go-to-market tools.

🏝️ Benefits

• Competitive compensation package.

• Access to tools and resources necessary to effectively perform the role.

• Abundant opportunities and a commitment to internal promotions as the company grows.

• Chance to collaborate with cybersecurity experts on cutting-edge industry challenges.

• Equal Opportunity Employer, fostering an inclusive, respectful, and diverse work environment.