Head of Sales

Refraction Point

. Establish LimaCharlie’s first repeatable outbound sales motion into its MSSP/MDR ideal customer profile .

Posted 9/28/2026full-timeRemote • United StatesLeadWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in establishing outbound sales strategies within the cybersecurity sector, focusing on customer segmentation, pipeline development, and high-ACV account growth. Proven ability to lead sales teams, build playbooks, and engage with technical and business stakeholders effectively.

Highest-signal resume keywords

Outbound Sales Strategy DevelopmentCybersecurity Sales LeadershipComplex Technical Deal ClosureCustomer Segmentation and MessagingHigh-ACV Customer Acquisition

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Process DefinitionPipeline DisciplineService DifferentiationAnalyst LeverageMulti-Tenant Service DeliveryClient MigrationSecurity-Stack EconomicsGTM Problem SolvingSales Playbook CreationTechnical Sales Expertise

Soft Skills

Trust BuildingStrategic Conversation LeadershipTeam LeadershipOwnershipProblem Solving

Industry Keywords

MSSPMDRCybersecuritySecOpsSecurity-InfrastructureVenture-BackedTechnical-PlatformSales MotionEarly-Stage BuilderPlayer-Coach

Tech Stack

Tools & technologies

Cyber Security

About the role

Key responsibilities & impact

Establish LimaCharlie’s first repeatable outbound sales motion into its MSSP/MDR ideal customer profile
Define customer segmentation, messaging, sales process, pipeline discipline, and expansion playbook
Systematically find, educate, win, and grow durable, high-ACV customers
Lead strategic conversations with technical and business buyers about service differentiation, analyst leverage, AI-enabled operations, and modern security-stack economics
Personally create pipeline and close early strategic accounts
Hire and lead the sales organization once the sales motion is proven

Requirements

What you’ll need

Early-stage cybersecurity builder with experience as a founding or foundational seller, first sales leader, or player-coach from a venture-backed cybersecurity, SecOps, security-infrastructure, MDR/MSSP, or adjacent technical-platform company
Understanding of multi-tenant service delivery, security-stack economics, client migration, analyst leverage, and provider differentiation beyond reselling an incumbent vendor’s SKU
Personally generated outbound pipelines and closed complex technical deals from scratch
Ability to earn trust with CTOs, security leaders, architects, and technical operators without relying on automation or a Rolodex
High ownership and willingness to build the sales playbook, carry a number, solve ground-level GTM problems, and scale the team after proving the motion