Sales Leader, West

Pentera; California; Remote; USD 250,000 - 350,000; Full time

Job summary

Pentera is seeking a Sales Leader, Enterprise to drive revenue on the West Coast remotely. You will set the sales execution plan, manage the Enterprise sales team, and build executive-level relationships to accelerate growth.

The role requires 5+ years leading cybersecurity sales, a track record of >$5M ARR, and strong coaching, strategy, and channel-partner management. Travel up to 50% may be required. Pentera offers an innovative, high-impact environment.

Qualifications

• 5+ years leading a sales team in cybersecurity.
• Growth beyond $5M ARR in region.
• Proven record of exceeding quotas.
• Experience scaling enterprise and strategic sales.
• Strong channel partner relationships on West Coast.

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 ROI.
• 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.

Skills

Senior leadership

Enterprise sales

Cybersecurity

West Coast

Channel partnerships

Forecasting

Strategic selling

Customer relationships

Team development

Negotiation

Job description

Sales Leader, WEST USARemote positionAccelerate 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 baseContinually monitor the sales activity of the team and track the results; report on sales activity and forecast to the Americas Sales VPProvide market feedback to the leadership team influencing product strategy and positioningPerform regular individual meetings with the sales team, as well as supporting client visits with sales reps where necessaryHire, train and develop team members to align with company values, growth, and business objectivesDefine new business campaigns into horizontals and verticals to generate new opportunities with a demonstrable Return on InvestmentSupport, 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 goalsBuild upsell/cross-sell strategies and reference program to develop and grow relationships with our current customer baseIdentify the customer approvers, decision makers, and influencers, and develop strategies for each to mitigate risk and increase deal confidenceCommunicate 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 situationsRequirements:5+ years of successful track record of managing a team of individual contributors in a cybersecurity vendorGrowth & Scale beyond $5M ARR across the regionConsistent record of exceeding annual team quotas and performance targetsExperience scaling and managing enterprise and strategic sales teams within a regionDemonstrated ability to manage complex sales cycles, including the ability to provide coordination and direction to your extended teamEvidence of contributing to the development of growth strategies and lead generation programs as an executive leaderStrong experience in building and managing strong channel partner relationships across the West Coast US region - advantageA naturally curious, problem-solving self-starter with low ego and high self-awarenessOutstanding communication and interpersonal skillsAbility to solve complex problems and articulate ideas and strategies effectivelyFirst class organization skills and attention to detailAbility to travel at least 50% of the timeWe 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!