Vice President Sales

Astra Security; Bengaluru; On-site; INR 3,500,000 - 7,000,000; Full time

Benefits offered by this job

Health insurance

Equity

Flexible working

Team retreats

Job summary

Astra Security in Bengaluru (India) seeks a seasoned Head of Revenue to build and scale a global SaaS sales function. You will own the entire revenue lifecycle, from prospecting to close, manage enterprise deals, and lead a growing team across inbound, outbound, and partnerships.

You will drive ICP, territory design, and quota setting, partner channels, and ensure CRM discipline. The role offers equity, health insurance, and a high-ownership, fast-moving startup environment.

Qualifications

• 12+ years in B2B SaaS sales
• 5+ years in revenue or sales leadership
• Experience building revenue teams targeting US and European markets
• Ability to own both new business (AE/SDR) and existing business functions
• Enterprise sales cycles experience with CTOs/CISOs and other executives
• Experience managing channel or reseller partnerships
• Strong analytical mindset; build revenue operations frameworks
• Excellent communication and executive presence for C-suite/board
• CRM discipline and experience with HubSpot or similar

Responsibilities

• Own and lead the entire revenue function: new business sales, existing business, and channel partnerships.
• Define and execute a scalable global go-to-market strategy spanning inbound, outbound, and partner-led channels.
• Build, hire, and coach a high-performing team of Account Executives, SDRs, and Success Managers.
• Own the full sales cycle for strategic and enterprise accounts, from pipeline development through negotiation and close.
• Define ICP, customer segmentation, territory design, and quota structures.
• Build and grow a channel and reseller partnerships program.
• Drive customer retention and net expansion with the Customer Success team.
• Oversee revenue forecasting, pipeline health, and performance reporting for leadership.
• Collaborate with marketing on demand generation, account-based campaigns, and MQL-to-pipeline conversion.
• Work closely with engineering on market feedback, roadmap input, and competitive positioning.
• Evaluate and implement sales tools and processes to improve efficiency across the revenue organization.
• Be hands-on with a personal quota while leading the team.
• Travel to meet high-value prospects, customers, and partners as needed

Skills

Revenue leadership

Enterprise sales

US/Europe markets

Cybersecurity SaaS

Channel partnerships

CRM discipline

Executive presence

Multi-stakeholder deals

HubSpot CRM

Tools

HubSpot CRM

Job description

Astra Security is a leader in the penetration testing space, recognized by G2 in the Pentest category. With headquarters in the US & India, Astra is the trusted security partner for leading brands including Muthoot Finance, Loom, CompTIA, NIIT, Goldcast, HackerRank, Sprinto, ITC & more. Its one-of-a-kind continuous pentest platform is trusted by 1,200+ companies across 100+ countries, from fast-growing startups to Fortune 100 giants.

Astra's autonomous pentest platform pairs AI agents with certified human pentesters to continuously pentest applications and infrastructure at scale. Vulnerabilities are discovered, validated, and chained the way a real attacker would. Beyond pentesting, Astra's suite includes a DAST Scanner, Cloud Vulnerability Scanner, and API Security Platform, giving teams continuous coverage across web apps, cloud environments, and APIs from a single dashboard. With over 18,000 vulnerabilities detected daily, Astra helps customers prevent millions in potential losses while saving thousands of developer hours. Last year alone, Astra uncovered more than 6.8 million vulnerabilities for its customers.

Astra's research team actively contributes to the OWASP community, including helping shape the OWASP Autonomous Penetration Testing Standard (APTS) and contributing to the OWASP Top 10 for LLM and Generative AI Security Risks. Astra is CREST-accredited, CERT-IN empaneled, and a PCI ASV, reflecting its commitment to the highest standards of security testing.

We've been awarded by the President of France Mr. François Hollande at the La French Tech program and Prime Minister of India Shri Narendra Modi at the Global Conference on Cyber Security. Loom, MamaEarth, Muthoot Finance, Canara Robeco, ScripBox etc. are a few of Astra’s customers.

• North Star KPI - Driving annual revenue goal of the company
• Own and lead the entire revenue function: new business sales, existing business, and channel partnerships which you’ll have to unlock as a repeatable channel
• Define and execute a scalable global go-to-market strategy spanning inbound, outbound, and partner-led channels
• Build, hire, and coach a high-performing team of Account Executives, SDRs, and Success Managers each of which also roll into their own department heads for inbound sales & customer success
• Own the full sales cycle for strategic and enterprise accounts, from pipeline development through negotiation and close
• Define ICP, customer segmentation, territory design, and quota structures aligned with company growth goals
• Build and grow a channel and reseller partnerships program to unlock new distribution
• Drive customer retention and net expansion by working in close coordination with the Customer Success team
• Oversee revenue forecasting, pipeline health, and performance reporting for the leadership team and board
• Collaborate with marketing on demand generation, account-based campaigns, and MQL-to-pipeline conversion
• Work closely with engineering team on market feedback, roadmap input, and competitive positioning
• Evaluate and implement sales tools and processes to improve efficiency across the revenue organization
• Be hands-on and carry a personal quota alongside leading the team
• Travel to meet high-value prospects, customers, and partners as needed

Required Qualifications & Skills:

• 12+ years of B2B SaaS sales experience, with at least 5 years in a revenue or sales leadership role
• Proven track record of building and scaling revenue teams targeting the US and European markets
• Experience in cybersecurity or an adjacent technical SaaS vertical strongly preferred
• Demonstrated ability to own both new business (AE/SDR) and existing business functions under one charter
• Deep familiarity with enterprise sales cycles, multi-stakeholder deals, and navigating technical buyers (CTOs, CISOs, engineering leads)
• Experience building and managing a channel or reseller partnerships program
• Strong analytical mindset with the ability to build revenue operations frameworks from the ground up
• Excellent communication, presentation, and executive presence - comfortable pitching to C-suite and board audiences
• Experience with HubSpot or a comparable CRM; ability to enforce CRM discipline across the team
• Entrepreneurial, high-ownership mindset; comfortable operating in a fast-moving, startup environment

We Offer:

• Competitive compensation: salary, performance bonus, and eventually meaningful equity
• Health insurance for you and your partner
• Flexible, high-ownership working environment with a strong async culture
• Opportunity to build a world-class revenue function from the ground up at a category-defining cybersecurity company
• Direct collaboration with founders and the leadership team
• Annual team retreats (beaches or mountains - team decides)
• Open, transparent, and collaborative company culture