Vice President of Sales

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

📋 Description

• Take ownership of Defendify's comprehensive new business sales strategy for both internally managed IT organizations and channel partners.

• Formulate and implement a cohesive sales strategy aimed at lean internal IT teams, channel partners, and strategic alliances.

• Build, lead, and cultivate the sales organization, defining team structure, roles, coverage, and performance standards.

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

• Recruit, activate, empower, and expand the productivity of channel partners.

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

• Define market segmentation, account coverage, partner engagement, commercial models, and rules of engagement.

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

• Collaborate with marketing to generate predictable demand.

• Engage in strategic customer and partner opportunities.

• Provide direct market feedback to inform company planning.

• Work closely with the CEO and leaders from marketing, product, customer success, and cybersecurity operations.

• Establish KPI-driven sales operations, ensuring accountability and performance management.

⛳️ Requirements

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

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

• Experience in leading sales efforts directed at organizations with internal IT teams and driving partner-led growth.

• Strong expertise in aligning customer journeys within a single go-to-market strategy.

• Background in selling to IT leaders in small and midsized businesses.

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

• History of converting partnerships into measurable pipeline and revenue.

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

• Ability to strategize effectively while remaining hands-on with crucial customer, partner, and revenue opportunities.

• Strong leadership, communication, coaching, negotiation, and cross-functional collaboration capabilities.

🏝️ Benefits

• Opportunity to lead the sale of 13 cybersecurity modules across three vital security layers.

• Chance to contribute to providing comprehensive cybersecurity solutions for small and midsized organizations.

• Opportunity to enhance relationships with internal IT organizations and channel partners.

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

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

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

• Engage in a meaningful mission to mitigate organizational risk and develop resilient cybersecurity programs.

• Opportunity for in-person collaboration at the Portland, Maine headquarters.