Sales Director - West & Central

Picus Security; California; Remote; USD 180,000 - 240,000; Full time

Job summary

Picus Security Inc. is seeking a results-driven Sales Director for the West & Central regions. You will lead Enterprise and Strategic Account Executives, own the regional quota, and drive growth across enterprise customers and partners.

You will shape the sales strategy, collaborate with cross-functional teams, and mentor a high-performance sales force. A strong track record in cybersecurity or SaaS sales is essential.

Qualifications

• 10+ years in cybersecurity or enterprise SaaS sales.
• 3+ years in people management.
• Track record of meeting or exceeding quotas in complex deals.
• Proven ability to engage C-level executives and stakeholders.

Responsibilities

• Lead and develop Enterprise and Strategic Account Executives and drive the team quota.
• Build and execute a sales plan balancing new business with expansion in strategic accounts.
• Set goals, territories, and account plans for each Account Executive; conduct regular reviews.
• Forecast revenue accurately and manage pipeline in CRM; report to leadership.
• Sponsor key deals with C-level and senior security leaders at top customers.
• Collaborate with partners to create joint plans and drive opportunities to closure.
• Hire, onboard and retain top sales talent and promote high performance culture.
• Instill a consultative sales methodology across the team from discovery to close.
• Coordinate with Product, Marketing, Support and Customer Success to execute the plan.
• Stay current with cybersecurity trends and ensure the team does too.

Skills

SaaS sales leadership

People management

Strategic accounts

Forecasting analytics

Partner management

Executive engagement

Job description

Sales Director - West & Central

Team: AMERICAS

Location: Texas, United States, San Francisco Bay, California

Commitment: Full-Time

Workplace Type: remote

Are you passionate about technology and enjoy explaining complex solutions in a way that everybody gets excited? If so, read on!

About Picus

Picus Security is an exposure validation company. One platform proves what attackers can exploit and what your defenses stop, turning every exposure into a defensible decision, autonomously and at the machine speed today's AI threats demand.

Picus validates attack surfaces, exposures, and security controls as one continuous loop: validate, decide, fix, re-validate. Instead of ranking findings by severity score, Picus proves which exposures are genuinely exploitable in your environment, including the business-critical, restricted, and air-gapped assets a live exploit can never safely touch, so teams act on what truly matters and resolve each exposure into a clear call to patch, mitigate, monitor, or accept with evidence.

The Picus Platform spans Autonomous Penetration Testing, Exposure Validation, and Breach and Attack Simulation, unified by Picus Swarm, a swarm of AI agents that runs the whole validation loop continuously. It reaches across on-prem, hybrid cloud, and endpoint environments, with 75+ integrations that ingest from scanners like Tenable and Wiz and operationalize through your EDR, SIEM, firewall, and ticketing tools.

The pioneer of Breach and Attack Simulation, Picus proves and improves the security controls you already own, doubling control effectiveness within three months. Picus holds a 95% recommendation rate, 4.9 on G2, and 4.8 on Gartner Peer Insights, and is the #1 Leader on Frost Radar for Automated Security Validation.

About The Role

If you're a results-driven leader with an entrepreneurial mindset who takes the initiative and thrives in a dynamic environment, then this is a great opportunity to play a pivotal role in a fast-growing cybersecurity company.

We are looking for a purpose-driven, high-performing Sales Director with a proven track record of leading enterprise technology sales teams. You will be passionate about building and developing high-performance teams, creating long-lasting relationships with customers and partners, and driving sales of our world-class software products.

In this role, you will lead our Enterprise and Strategic Account Executives and own the team's total quota. You will be responsible for Picus' value proposition across your region and portfolio, setting the sales strategy, managing strategic and tactical governance, and working closely with internal teams, partners, and executive stakeholders to grow current business and to identify and prioritize new opportunities for Picus.

What You'll Do

• Lead, coach, and develop a passionate, purpose-driven team of Enterprise and Strategic Account Executives who love what they do and thrive on achieving success within a great work environment,
• Own and deliver the team's total quota by building and executing a sales plan that balances new business acquisition with expansion in strategic accounts,
• Set clear goals, territories, and account plans for each Account Executive, and hold the team accountable through regular pipeline reviews, deal reviews, and performance check-ins,
• Drive accurate, data-driven revenue forecasting and pipeline management using our CRM system, and report on performance to senior leadership,
• Get involved in key deals as an executive sponsor, building relationships with C-level and senior security leaders at our largest customers and prospects,
• Work closely with partners, including resellers, service providers and integrators, to create joint plans, generate pipeline and drive opportunities to closure,
• Hire, onboard and retain top sales talent as the team grows, and build a culture of high performance, integrity and continuous learning,
• Instill a consistent, consultative sales methodology across the team, from discovery and qualification through negotiation and close,
• Collaborate with internal teams, including Solution Architects, Product, Marketing, Support and Customer Success, to deliver the sales plan and the Picus vision, and share customer and market feedback to shape our strategy,
• Stay current with industry changes, competitive dynamics, and trends in cybersecurity, and make sure the team does too.

What You Have

• Proven experience as a Sales Director or Sales Manager leading Enterprise and/or Strategic Account Executives in a highly consultative sales environment, preferably within the SaaS industry,
• At least 10+ years of experience in Cybersecurity sales, including 3+ years in a people management role,
• A track record of consistently meeting or exceeding team quotas in complex, multi-stakeholder enterprise deals,
• Strong coaching and leadership skills; able to develop people, give direct feedback, and bring out the best in each team member,
• Experience building and managing partner and channel relationships,
• Customer orientation; skills in understanding customers' needs and priorities. Eager to help people reach their goals while also confident enough to challenge when required,
• Growth mindset and business acumen; willingness to learn about the ever-changing world of cyber security,
• Excellent communication, presentation and negotiation skills, with the credibility to engage executive-level stakeholders,
• Strong forecasting, pipeline management and analytical skills; a data-driven approach and strategic thinking, finding unique ways to execute your plan,
• High level of integrity and strong commitment to building a successful company.

Working at Picus

Fascinating work - a chance to shape and lead an exciting, fast-growing cyber security segment. Security Validation is a concept that helps organizations evaluate their security posture in a continuous, automated, and repeatable way. This approach allows for the identification of imminent threats, provides recommended actions, and produces valuable metrics about cyber-risk levels.

Unlimited opportunity! We are growing. At Picus, you'll be provided with as much responsibility as you can handle - new career development opportunities constantly arise given our rate of growth.

Global exposure - Get a lot of experience working not only in a fast-growing startup but also interact with customers all around the world.

Be part of a global remote team who is taking on Exposure Validation and a growing market segment.

We are an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to age, sex, race, color, national origin, religious belief, gender or gender reassignment, sexual orientation, marriage or civil partnership, pregnancy and maternity, disability, protected veteran status, or any other characteristic protected by International law. Upon conditional offer of employment, candidates are required to complete reference and identity checks in line with local labor laws and as per the Company’s employment policy.