Managing Director – Security Sales

Jobtailor; Irvine (CA); On-site; USD 140,000 - 200,000; Full time

Job summary

Jobtailor is seeking a cybersecurity sales leader to own and execute the West region strategy, driving revenue and margins across all verticals. You will partner with EVP/MD leadership to align regional goals, manage key accounts, and nurture a high-performing team of Security Sales Specialists.

Responsibilities include coaching reps, conducting QBRs, and working with engineering, partners, and services to strengthen go-to-market plans.

Qualifications

• 10+ years of IT sales experience, with 3–5 years in cybersecurity solutions.
• Deep channel knowledge with VARs and SIs.
• 5+ years in sales leadership, managing quota-bearing sellers.
• Strong knowledge of cybersecurity solutions (EDR/XDR, SIEM, SASE, Cloud, Identity, Data Security).
• Proven ability to build relationships with CIOs, CISOs & security leaders.
• Experience in a matrixed environment with cross-functional collaboration.
• Excellent analytical, communication, and presentation skills for QBRs and ELT reviews.

Responsibilities

• Own and execute the cybersecurity sales strategy for the West region, driving revenue and margin growth.
• Partner with regional sales leadership to align goals, coverage, and execution.
• Measure and manage security performance in install base and net-new accounts.
• Lead, develop, and grow a high‑performing team of Security Sales Specialists.
• Ramp new reps to productivity through coaching, QBRs, and account strategy reviews.
• Collaborate with sales, engineering, partners, and services to enhance GTM strategies.
• Engage with strategic West-region clients to position as a trusted advisor.
• Own the security business for the West region in partnership with the VP of Security Sales.

Skills

Cybersecurity sales

Leadership

Channel sales

C-level relationships

Strategic advisory

QBRs/ELT reviews

Job description

Responsibilities

• Own and execute the cybersecurity sales strategy for the West region, driving revenue and margin growth across all verticals and accounts.
• Partner closely with regional core sales leadership (EVPs and MDs) to stay aligned on regional goals, account coverage, and execution.
• Measure and manage security performance in both install base and net-new accounts, ensuring pipeline health and forecast accuracy.
• Lead, develop, and grow a high‑performing team of Security Sales Specialists focused on AHEAD’s security portfolio.
• Ramp new reps to full productivity through 1:1s, deal coaching, QBRs, account strategy reviews, and skills development.
• Collaborate with core sales, engineering, partner alliances, and services teams to enhance security go‑to‑market strategies, including priority sales plays (e.g., AI security, SASE, CTEM, SOC modernization).
• Engage directly with strategic West‑region clients to build peer‑to‑peer security leadership relationships and position AHEAD as a trusted advisor.
• Own the security business for the West region in partnership with the VP of Security Sales.

Requirements

• 10+ years of experience in IT sales, with at least 3–5 years focused on cybersecurity solutions.
• Deep understanding of the Channel business, including experience at or with value‑added resellers (VARs) and systems integrators (SIs).
• 5+ years of sales leadership experience, including management of quota‑carrying sellers; demonstrated success in building and scaling teams and leading geographically distributed organizations.
• Strong understanding of cybersecurity solutions such as Security Operations (EDR/XDR, SIEM), Network Security (SASE, SSE), Cloud Security, Identity Security, and Data Security, and familiarity with leading vendors (Palo Alto Networks, Fortinet, Cisco, Wiz, CrowdStrike, Zscaler, and others).
• Proven ability to build trusted relationships with C‑level executives, CISOs, and security leaders, acting as a strategic advisor.
• Experience leading in a matrixed environment, collaborating across sales, services, marketing, and alliances.
• Strong analytical, communication, and presentation skills; comfortable operating in QBRs, ELT reviews, and client executive briefings.

Core Competencies

Demonstrates extensive experience in IT sales with a strong focus on cybersecurity solutions, including the ability to lead and develop high‑performing sales teams while building trusted relationships with C‑level executives. Proficient in executing sales strategies and collaborating across various teams to enhance go‑to‑market approaches.