About the Role
WHO WE ARE LOOKING FOR You have done it before- • You have personally built a SaaS sales organization from zero or near zero and scaled it into a multi-region revenue engine, and you can walk us through every stage with the numbers. • You have hired sales leaders who went on to build their own teams, and you know what a great first ten hires look like. • You have designed the whole engine yourself at least once: process, playbooks, compensation, territories, systems, partner program and forecast. Minimum qualifications- • 15 or more years in B2B enterprise sales, including at least 8 years leading sales teams for SaaS products. • At least one proven zero-to-scale build of a SaaS sales organization, including hiring the first sales leaders, account executives and SDRs. • Direct experience selling cybersecurity, GRC, compliance automation, third-party risk, security testing or cyber risk quantification software. • Consistent quota attainment as a sales leader, with documented ARR growth under your leadership. • Experience building and leading sales teams across at least two of North America, Europe, India, Southeast Asia, Australia and the Middle East. • Command of velocity sales, complex enterprise sales and partner-led sales, and of a structured qualification methodology such as MEDDICC. • Hands-on experience designing sales compensation plans, territory models and revenue forecasts. • Experience reporting revenue performance to a CEO and board. • Bachelor's degree, or an equivalent combination of education and experience. Preferred qualifications- • Sales leadership at a high-growth compliance automation, trust management, GRC, third-party risk, offensive security or cyber risk quantification SaaS company. • Experience selling a multi-product platform and building cross-sell across modules. • An active network of CISOs, CIOs, GRC leaders, audit firms, MSSPs and channel partners in more than one region. • Experience building a partner program and selling through AWS, Microsoft Azure or Google Cloud marketplaces. • Experience with product-led or free-trial motions alongside enterprise sales. • Familiarity with FAIR-based cyber risk quantification and the way boards consume cyber risk. • An MBA or equivalent business education.