Sales Manager - NA

Filigran; Northern (KY); Hybrid; USD 150,000 - 230,000; Full time

Benefits offered by this job

Competitive pay + equity

Remote-first, flexible, and balanced

Your setup, your choice

Twice-a-year gatherings

Job summary

Filigran is seeking a Sales Manager for North America to lead a growing team of Account Executives in a remote-first environment. You will coach AEs, drive territory plans, and navigate multi-stakeholder enterprise deals while collaborating with Solutions Engineering, Customer Success, Marketing, and leadership to accelerate growth.

You will apply MEDDPICC rigor, build a high-performance culture, and leverage AI tools to improve prospecting, forecasting, and deal execution.

Qualifications

• Experience leveraging AI-powered tools, including LLMs, copilots, and automation, to improve productivity, coaching, research, and sales execution.
• Proven experience leading and developing high-performing enterprise software sales teams.
• Strong track record in complex B2B enterprise software sales before moving into leadership.
• Coaching sellers through $200K+ ARR enterprise opportunities and multi-stakeholder buying processes.
• Strong forecasting, pipeline management, and operational discipline.

Responsibilities

• Lead, coach, and develop a team of Account Executives across North America.
• Drive consistent execution against revenue targets.
• Coach AEs on territory planning, pipeline generation, prospecting, deal strategy, negotiation, and closing.
• Build a strong new-business culture with outbound prospecting, executive networking, partnerships, referrals, and events.
• Support strategic and complex enterprise opportunities including executive conversations and multi-stakeholder negotiations.
• Establish MEDDPICC discipline including deal reviews, pipeline inspection, forecasting, and risk identification.
• Maintain CRM hygiene, pipeline coverage, and sales execution standards.
• Recruit, onboard, and retain high-performing sales talent as NA organization scales.
• Leverage AI tools and methodologies to improve prospecting, account planning, coaching, forecasting, and productivity.
• Identify opportunities to improve sales processes, playbooks, tooling, and best practices.

Skills

AI-powered tools

Enterprise software sales

Forecasting & pipeline management

Leadership & coaching

MEDDPICC discipline

Executive stakeholder engagement

Tools

CRM

Job description

The Company

Filigran, founded in October 2022, stands out in the cybertech ecosystem for its commitment to revolutionizing cyber threat management with a proactive approach. Its mission is to develop innovative open-source solutions designed to anticipate cyber threats, identify security gaps, and strengthen organizational security posture.

Filigran solutions are now trusted by over 6,000 public and private organizations worldwide.

The Role

We're looking for a Sales Manager, North America to join our Go-to-Market team and lead a team of Account Executives driving enterprise growth across the region. North America is our fastest-growing region and our biggest investment. Regional revenue has multiplied over the past year, we've added enterprise and government customers across the region, and we've grown the US team substantially on the back of our Series C.

You’ll be responsible for developing and coaching a high-performing sales team while remaining deeply involved in execution — helping AEs build pipeline, develop territories, navigate complex enterprise opportunities, and close strategic deals.

This is a hands-on leadership role for someone who combines strong sales management experience with an entrepreneurial mindset and a passion for developing people. You'll work closely with Solutions Engineering, Customer Success, Marketing, Partners, and leadership to accelerate Filigran's growth in North America.

Your Responsibilities

• Lead, coach, and develop a team of Account Executives across North America.

• Drive consistent execution against individual and team revenue targets.

• Coach AEs on territory planning, pipeline generation, prospecting, deal strategy, negotiation, and closing.

• Build a strong new-business culture where AEs proactively create opportunities through outbound prospecting, executive networking, partnerships, referrals, and events.

• Actively support strategic and complex enterprise opportunities including executive conversations, and multi-stakeholder negotiations.

• Establish strong MEDDPICC discipline, including deal reviews, pipeline inspection, forecasting, and risk identification.

• Maintain high standards around pipeline coverage, forecasting accuracy, CRM hygiene, and sales execution.

• Recruit, onboard, and retain high-performing sales talent as the North American organization scales.

• Leverage AI tools and methodologies to improve prospecting, account planning, coaching, forecasting, and overall sales productivity.

• Identify opportunities to improve sales processes, playbooks, tooling, and best practices across the organization.

Who You’ll Work With

• Report to the SVP of Sales, North America.

• Directly manage and coach Account Executives across the region.

• Partner closely with Solutions Engineers throughout complex enterprise sales cycles.

• Collaborate with Marketing on pipeline generation and strategic account campaigns.

• Work alongside Customer Success to ensure successful transitions from prospect to customer and identify long-term growth opportunities.

• Engage with Product and Engineering to bring market and customer insights back into the organization.

• Work with Partners to develop joint opportunities and expand Filigran's market reach.

• Engage directly with senior executives and security leaders within strategic accounts.

Profile We’re Looking For

• Experience leveraging AI-powered tools, including LLMs, copilots, and automation, to improve productivity, coaching, research, and sales execution.

• Proven experience leading and developing high-performing enterprise software sales teams.

• Strong individual track record in complex B2B enterprise software sales before moving into leadership.

• Proven experience coaching sellers through $200K+ ARR enterprise opportunities and complex, multi-stakeholder buying processes.

• Strong forecasting, pipeline management, and operational discipline.

• Ability to coach both performance and behaviors, give clear feedback, and hold people accountable for outcomes.

• Comfortable being a hands-on leader who gets involved in deals and execution when needed.

• Strong business acumen and executive presence.

• Comfortable operating in a fast-paced, remote-first and rapidly evolving organization.

• Cybersecurity experience is a plus, but not required; experience selling complex technical platforms to enterprise customers is highly valued.

• Experience selling to CISOs, security teams, or other technical executive buyers is a strong plus.

• French or Spanish is a plus.

Why Join Filigran? More than just a job.

We’re a fast-growing, global, and fully remote company building open-source cybersecurity solutions, increasingly powered by AI, to help defense teams anticipate threats and act faster.

What we believe

We believe we do work that matters, uniting defenders into a global community to make security more open, resilient & collaborative.

How we work

We do work that matters by combining strong engineering standards with emerging technologies, including AI, to move faster and smarter.

What guides us

We make our work matter by building a culture grounded in our CORE values of Cohesion, Openness, Responsibility, and Equity. The principles that guide how we make decisions, treat people, and grow together, especially when no one’s watching.

Compensation & Benefits

• Competitive pay + equity - everyone shares in our success

• Remote-first, flexible, and balanced - work that fits your life

• Your setup, your choice - pick the gear that works for you

• Twice-a-year gatherings - we meet in person for regional and global offsites to connect, collaborate, and strengthen our culture beyond the screen

Equal Employment Opportunity

We enable cybersecurity through inclusion - from code to culture.

At Filigran, we are proud to be an equal opportunity employer. We believe diversity of our people make our products and our team stronger. We welcome talent of every background, identity, and lived experience, regardless of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, age, disability, or veteran status.

What matters here is what you bring, not what you look like, where you’re from, or how you identify.