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Tech Stack
Tools & technologiesCyber Security
About the role
Key responsibilities & impact- Lead and accelerate commercial growth across assigned target verticals and the broader Western United States.
- Own 1–2 assigned target verticals plus the Western United States geography for opportunities outside the target vertical set.
- Build and execute territory plans covering account targeting, whitespace mapping, and partner coverage.
- Generate pipeline through direct outreach, partner co-sell motions, industry events, and referral networks.
- Develop and maintain qualified pipeline sufficient to support quarterly and annual revenue targets.
- Identify and pursue identity verification and passwordless authentication opportunities.
- Own the full sales cycle from discovery through contract execution for net-new and expansion opportunities.
- Lead executive engagement with CISO, CIO, VP of Identity, Security, and Procurement stakeholders.
- Navigate security reviews, legal, procurement, and compliance approvals in enterprise purchasing cycles.
- Work with channel partners including Optiv, VARs, and GSIs on partner-assisted and partner-sourced deals.
- Act as primary executive sponsor and relationship owner for strategic accounts.
- Partner with Solutions Engineering on proof-of-concept design and execution.
- Coordinate with Customer Success on post-sale onboarding and expansion planning.
- Collaborate with Sales, Marketing, Product, Partnerships, and Customer Success teams on territory strategy, campaigns, product feedback, co-selling, forecasting, and account execution.
- Maintain accurate CRM pipeline, opportunity, and forecast data.
- Report progress, risks, blockers, competitive intelligence, and performance metrics to the SVP of Americas Sales.
- Track pipeline coverage, win rates, average contract value, and time to close.
Requirements
What you’ll need- 10 or more years of enterprise software sales experience, with a demonstrated track record of closing six- and seven-figure SaaS or software deals.
- Experience owning a combination territory (named verticals plus a broader geography) and prioritizing effectively across both.
- Deep familiarity with enterprise purchasing environments including CISO, CIO, Procurement, and Legal stakeholders, and typical 6- to 18-month enterprise deal cycles.
- Prior experience selling into one or more of the following verticals strongly preferred: Manufacturing, Financial Services, Retail, BPO, Distribution & Supply Chain, or Travel & Entertainment.
- Comfort operating in a high-growth, fast-moving environment with evolving processes and significant individual ownership.
- Excellent communication and executive presence; able to operate credibly at the C-suite level.
- Based in or able to travel regularly across the Western United States.
- Experience with identity, access management, digital identity, or cybersecurity platforms.
- Prior sales experience at or against vendors such as Okta, Ping Identity, Microsoft, SailPoint, Saviynt, or CyberArk.
- Existing relationships with CISO, CIO, or VP of Identity leaders within the assigned target verticals.
- Background in channel or partner-assisted selling through resellers, systems integrators, or GSIs.
Benefits
Comp & perks- Remote / flexible work model
- Medical / Dental / Vision
- 401(k)
- Unlimited PTO