Sales Leader, West

Pentera; Burlington (MA); À distance; USD 180 000 - 280 000; Plein temps

Résumé du poste

Pentera, the market leader in AI-native Security Validation, seeks a Sales Leader, Enterprise to drive revenue across the West Coast. This senior role leads the Enterprise sales team, shapes the execution plan, and partners with executives to win large-scale deals in a rapidly evolving cybersecurity market.

Candidates bring 5+ years leading enterprise sales, a track record of exceeding quotas, and strong channel relationships.

Qualifications

• 5+ years successfully managing a team of individual contributors in a cybersecurity vendor
• Growth & Scale beyond $5M ARR across the region
• Consistent record of exceeding annual team quotas and performance targets
• Experience scaling and managing enterprise and strategic sales teams within a region
• Demonstrated ability to manage complex sales cycles and coordinate with extended teams
• Growth strategies and lead generation programs as an executive leader
• Strong channel partner relationships across the West Coast US region (advantage)
• Curious, self-starter with high self-awareness and low ego
• Outstanding communication and interpersonal skills
• Travel at least 50% of the time

Responsabilités

• Execute the Enterprise (3,000+ employees) sales strategy within the West Coast of the US, drive revenue growth by penetrating the current customer base, and develop a net new customer base
• Monitor sales activity of the team and report on sales activity and forecast to the Americas Sales VP
• Provide market feedback to leadership influencing product strategy and positioning
• Conduct regular individual team meetings and support client visits with sales reps
• Hire, train and develop team members to align with company values and growth
• Define new business campaigns into horizontals and verticals to generate opportunities with ROI
• Support and motivate the local team by participating in new business and existing customer meetings
• Build upsell/cross-sell strategies and reference program to grow relationships with current customers
• Identify decision makers and influencers and develop strategies to mitigate risk and increase deal confidence
• Communicate the differentiated value of Pentera to customers at technical and business levels

Connaissances

Team leadership

Enterprise sales

Quota attainment

Strategic planning

Channel partnerships

Executive stakeholder management

Strong communication

Problem solving

Organizational skills

Travel readiness

Description du poste

Accelerate Your Career in Cybersecurity!

Pentera is the market leader in AI-native Security Validation, equipping enterprises with the platform to proactively test their defenses against the latest cyber attacks. Pentera proves which exposures are truly exploitable across the entire attack surface and drives remediation workflows that reduce real risk. Anchored in real-attack validation, the Pentera platform powers the full Continuous Threat Exposure Management (CTEM) cycle, from exposure discovery through prioritization, validation, and mobilization. Thousands of security teams around the world trust Pentera to close their security gaps before threat actors can exploit them.

Sales Leader, WEST USA

Remote position

Accelerate Your Career in Cybersecurity!

Pentera is the market leader in AI-native Security Validation, equipping enterprises with the platform to proactively test their defenses against the latest cyber attacks. Pentera proves which exposures are truly exploitable across the entire attack surface and drives remediation workflows that reduce real risk. Anchored in real-attack validation, the Pentera platform powers the full Continuous Threat Exposure Management (CTEM) cycle, from exposure discovery through prioritization, validation, and mobilization. Thousands of security teams around the world trust Pentera to close their security gaps before threat actors can exploit them.

With over 350 team members and 1,300 customers in more than 60 countries, Pentera is a growing company supported by top investors such as Insight Partners, K1, and The Blackstone Group.

If you want to grow your skills, make an impact, and be part of an innovative team, Pentera is the place for you.

About the role:

The Sales Leader, Enterprise position is a senior-level sales position, responsible for driving revenue through developing the sales execution plan, managing the Enterprise sales team, and achieving Company growth goals.

Candidates should also have executive level contacts and be flexible and adaptable to rapidly changing situations. You must be results-driven, customer-focused, technologically savvy, and innovative at building internal relationships and external partnerships to attack the market with passion!

Responsibilities:

• Execute the Enterprise (3,000+ employees) sales strategy within the West Coast of the US, drive revenue growth by penetrating the current customer base, and develop a net new customer base
• Continually monitor the sales activity of the team and track the results; report on sales activity and forecast to the Americas Sales VP
• Provide market feedback to the leadership team influencing product strategy and positioning
• Perform regular individual meetings with the sales team, as well as supporting client visits with sales reps where necessary
• Hire, train and develop team members to align with company values, growth, and business objectives
• Define new business campaigns into horizontals and verticals to generate new opportunities with a demonstrable Return on Investment
• Support, manage, and motivate the local team of Account Executives by participating in New Business and Existing customer meetings and helping the team reach the Company goals
• Build upsell/cross-sell strategies and reference program to develop and grow relationships with our current customer base
• Identify the customer approvers, decision makers, and influencers, and develop strategies for each to mitigate risk and increase deal confidence
• Communicate the differentiated value of Pentera to the customer at both the technical and business levels and ensure your team is audible, ready and adept in all selling situations

Requirements:

• 5+ years of successful track record of managing a team of individual contributors in a cybersecurity vendor
• Growth & Scale beyond $5M ARR across the region
• Consistent record of exceeding annual team quotas and performance targets
• Experience scaling and managing enterprise and strategic sales teams within a region
• Demonstrated ability to manage complex sales cycles, including the ability to provide coordination and direction to your extended team
• Evidence of contributing to the development of growth strategies and lead generation programs as an executive leader
• Strong experience in building and managing strong channel partner relationships across the West Coast US region - advantage
• A naturally curious, problem-solving self-starter with low ego and high self-awareness
• Outstanding communication and interpersonal skills
• Ability to solve complex problems and articulate ideas and strategies effectively
• First class organization skills and attention to detail
• Ability to travel at least 50% of the time

We are an equal opportunity employer and we are committed to building a diverse and talented workforce. We do not discriminate based on race, sex, religion, color, national origin, gender, gender identity, sexual orientation, age, marital status, veteran status, medical condition, disability, or any other class or characteristic protected by applicable law. We welcome candidates from all backgrounds to join us!