Sales Director

Job Description

Responsibilities

• Own new logo acquisition and expansion across the East region, consistently hitting quarterly and annual targets.
• Prospect, qualify, and close opportunities in priority verticals (medical devices, automotive, industrial/OT, energy/critical infrastructure, telecom/networking).
• Lead enterprise discovery focused on firmware risk, SBOM evidence, supplier exposure, regulatory readiness, and long device lifecycles.
• Run complex consultative sales cycles from first meeting through POV, pricing, security reviews, procurement, and contract execution.
• Partner closely with Solutions Engineering to deliver sharp demos, POVs, and technical validation tied to buyer evidence requirements.
• Build and maintain relationships with C-level and VP stakeholders (CISO, VP Product Security, Engineering leadership, Compliance/Regulatory, PSIRT leadership).
• Maintain strong post-sale executive relationships to identify expansion opportunities, coordinate with CS/Services, and reinforce measurable value.
• Support renewals by ensuring customer outcomes are visible, risks are forecasted early, and value is reinforced through the renewal cycle.
• Own Salesforce hygiene: pipeline quality, stage discipline, close plans, MEDDPICC (or similar) rigor, and accurate forecasting.
• Stay current on device security and compliance drivers (e.g., EU CRA, FDA cyber requirements/524B, CE RED, PSTI, ISO 21434 / UNECE R155, and emerging SBOM expectations), and translate them into concrete buyer urgency.

What we’re looking for

• 7+ years of quota-carrying B2B sales experience in enterprise software / technical platforms (security or adjacent technical domains preferred).
• Proven success closing mid-market to enterprise deals with multi-stakeholder buying committees and long, complex sales cycles.
• Demonstrated ability to sell to technical and executive audiences (Engineering, DevOps, Product Security, AppSec, CISO/CTO).
• Familiarity with connected device realities: embedded systems / firmware, SBOMs, SCA, binary analysis, supplier SBOM intake/reconciliation, vulnerability management, and evidence-driven compliance.
• Strong command of solution/value selling and a structured methodology (MEDDPICC or equivalent).
• Comfort operating in an early-stage/high-growth environment: self-directed, hands-on, and collaborative with SE/Product/Marketing/CS.
• Customer-first orientation with the ability to be direct, evidence-based, and credible with skeptical technical teams.
• East location required, with willingness to travel for strategic accounts, POV workshops, and exec meetings.

Are you interested in this position?
Apply by clicking on the “Apply Now” button below!
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