Director of Enterprise Sales

Description

Director of Enterprise Sales

What do we do here at PolySwarm?

PolySwarm is a U.S.-based malware intelligence marketplace that harnesses a growing network of commercial antivirus companies and researcher-driven technologies to compete in the private analysis of suspicious malware and URLs. Our platform enables customers to economically scan and sandbox files, URLs, and domains at scale and conduct threat hunting using YARA rules. We specialize in both private malware analysis and malware-based threat intelligence. Customers who use us love us, those who don't wish they did. For more information, visit www.polyswarm.io and docs.polyswarm.io.

What is the job?

We are seeking an ambitious Enterprise Sales Director to join our sales team. In this role, you will be responsible for acquiring new customers by working with, and selling to, organizations that both fit our Ideal Customer Profile (ICP) and have a requirement for what we deliver in order to demonstrate how our product can successfully solve their problems and provide them with exceptional value to ensure they become, and remain, satisfied customers.

You can be based anywhere in the United States. Most of the time you’ll be working remotely, connecting with prospects and customers via video conferencing however there is an expectation of travel as and when required for customer meetings or attending events. If this sounds like you, this role offers an exciting opportunity to grow and make a significant impact in an ever-growing area of cyber security.

What will your responsibilities be?

• Hitting sales targets on a quarterly and annual basis
• Creating and growing a healthy pipeline of qualified opportunities by prospecting new business from target accounts that match our Ideal Customer Profile (ICP)
• Developing new business opportunities from inbound leads
• Accurately forecasting sales on a monthly, quarterly and annual basis
• Presenting product demonstrations to prospects, supported by our Sales Engineering team
• Negotiating pricing and closing sales agreements
• Logging all sales activities in our HubSpot CRM
• Coordinating sales efforts with team members and other departments

What we will give you:

• A very competitive annual base salary of between $130,000 and $150,000, dependent on experience
• An uncapped commission plan of 10% of all new business and upsell deals sold
• A comprehensive benefits package including:
• Stock options with a vesting period over four years, with 25% vesting after the first 12 months and the remainder vesting monthly thereafter
• 401k contributions matching up to 6% of employee contributions
• A comprehensive healthcare plan
• A monthly co-working space stipend (if required)
• An annual office supplies/desk/monitor/etc. stipend (if required)
• A monthly phone stipend for using your personal phone for work

Requirements

In order to be successful, you need to be:

• Based in the United States of America with a right to work there
• A salesperson with 3+ years of experience in sales of Cyber Security and/or Cyber Threat Intelligence products to enterprise accounts and/or large government departments, with a consistent track record of meeting or exceeding your sales targets
• Able to comfortably articulate the basic concepts of a broad range of Cyber Security technologies, including how Malware Intelligence data is used with other technologies such as TIPs, SOARs, SIEMs etc.
• Positive and collaborative - you will be working as part of a wider team and you will not succeed alone
• Coachable, being keen to continuously learn and improve and to adapt to feedback
• A great communicator, both verbally and in writing and a confident negotiator
• Able to build and maintain open, trusting relationships with colleagues, customers and partners alike
• Able to manage and prioritize multiple stakeholders, which is crucial in enterprise sales
• Able to adapt your selling style to match customers’ buying styles
• Empathetic with customers, enabling you to offer tailored solutions that truly meet their needs
• Someone who thinks strategically about your sales pipeline, targeting your efforts for the most impact
• Self-motivated and comfortable maintaining a high velocity of activity leading to consistent pipeline growth
• Persistent and resilient, persisting through setbacks and rejections without losing motivation or focus
• Able to quickly and accurately qualify whether prospective customers are a good fit or not
• Organized and detail-oriented including being good at managing time, calendars, email and Slack

At PolySwarm, we are committed to fostering a diverse and inclusive environment. We believe that our strength lies in our differences, not just our similarities. We welcome applications from individuals of all backgrounds, experiences, and perspectives, striving to create an inclusive workplace where everyone feels valued, respected, and equipped to contribute to the company's success.