Vice President of Sales

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

📋 Description

• Formulate and implement a comprehensive sales strategy targeting organizations with streamlined internal IT teams, channel partners, and strategic alliances.

• Build, guide, and enhance the sales organization, encompassing team structure, roles, coverage, and performance benchmarks.

• Develop a repeatable sales model that transforms qualified market demand into new and recurring revenue streams.

• Recruit, activate, empower, and cultivate productive channel partnerships.

• Identify opportunities for resale, referral, distribution, integration, embedded solutions, and strategic relationships.

• Define market segmentation, account coverage, partner engagement strategies, commercial models, and engagement protocols.

• Manage the overall new business pipeline, including forecasting, sales productivity, conversion rates, deal quality, sales cycles, performance metrics, and revenue objectives.

• Collaborate with marketing to generate predictable demand.

• Engage in strategic opportunities with customers and partners.

• Incorporate direct market feedback into the company's strategic planning.

• Establish a KPI-driven sales operating rhythm with defined metrics, accountability, and performance management.

• Collaborate closely with the CEO and leaders across marketing, product, customer success, and cybersecurity operations.

⛳️ Requirements

• Extensive sales leadership experience in cybersecurity, managed security, IT infrastructure, or IT management technology is essential.

• A solid understanding of the buyers, partners, products, and competitive landscape within the cybersecurity, managed security, IT infrastructure, or IT management technology sectors.

• Proven track record of building and scaling successful sales teams while consistently achieving new recurring revenue growth in these markets.

• Experience in leading sales efforts directed towards organizations with internal IT teams and fostering partner-driven growth.

• Strong knowledge of aligning direct and partner-driven growth under a unified go-to-market strategy.

• Experience in selling to IT leaders within small and medium-sized enterprises.

• Established credibility within the MSP, MSSP, reseller, distributor, or technology partner ecosystem.

• History of converting partnerships into quantifiable pipeline and revenue.

• Experience in developing scalable sales processes, partner programs, commercial models, pipeline discipline, accurate forecasting, performance standards, and compensation structures.

• Capability to operate strategically while remaining actively engaged in critical customer, partner, and revenue opportunities.

• Exceptional leadership, communication, coaching, negotiation, and cross-functional collaboration skills.

🏝️ Benefits

• Opportunity to lead sales for 13 cybersecurity modules spanning three critical security layers.

• Direct executive collaboration with Defendify's CEO and leadership team.

• Chance to design and build the sales team, structure, processes, partner ecosystem, and operational model.

• Join an Inc. 5000 honoree acknowledged for three consecutive years.

• Engage in a meaningful mission aimed at assisting organizations in mitigating risk and enhancing their cybersecurity programs.

• Enjoy in-person collaboration at our headquarters with views of Casco Bay in Portland's Old Port.