Sales Leader, West USA

Pentera; United States; On-site; USD 180,000 - 280,000; Full time

Job summary

Pentera is seeking a Sales Leader, Enterprise to drive revenue on the West Coast of the United States. The role leads the Enterprise sales team, develops the sales execution plan, and aligns internal resources to hit growth goals.

You will work with executive contacts and partner teams to expand the customer base and maximize ROI. The ideal candidate has 5+ years managing enterprise sales in cybersecurity, a track record of exceeding quotas, and strong leadership, communication, and strategic

Qualifications

• 5+ years of successful track record of managing a team in a cybersecurity vendor
• Growth & Scale beyond $5M ARR across the region
• Consistent record of exceeding annual team quotas and performance targets
• Experience scaling enterprise and strategic sales teams within a region
• Ability to manage complex sales cycles with coordinated extended teams
• Experience building channel partner relationships on West Coast US

Responsibilities

• Execute the Enterprise sales strategy on the West Coast US and grow revenue
• Monitor sales activity and forecast to leadership
• Provide market feedback to influence product strategy and positioning
• Lead, train and develop the sales team to meet company goals
• Define campaigns to generate new opportunities and ROI
• Support and motivate Account Executives through client meetings
• Build upsell/cross-sell strategies to grow existing relationships
• Identify decision makers and influencers to mitigate risk and close deals
• Articulate Pentera's differentiated value at technical and business levels

Skills

Team management

Enterprise sales

Quota achievement

Strategic selling

Channel partnerships

Job description

Join Pentera and take your career to the next level in cybersecurity. As a leader in Automated Security Validation, we help businesses around the world safely emulate real-world attacks to uncover their vulnerabilities - just like the world’s best red teams. At Pentera, you’ll be at the forefront of cybersecurity innovation, working on advanced tools that challenge organizations' defenses and push the limits of security testing.

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

If you're looking to grow your skills, make a difference, 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!