Sales Director

• Manage and develop the net new sales team, setting clear goals, providing feedback, and fostering a collaborative environment.
• Collaborate with the CCO to implement and execute a comprehensive sales strategy to meet and exceed sales targets, including targeting key verticals and leveraging market insights.
• Forecast business within +/- 10% providing predictable revenue to the business.
• Conduct regular deal strategy sessions with AEs.
• Mentor and coach AEs to mastery of value-based selling, deal management, negotiations, and deal closing.
• Build and maintain relationships with key clients, ensuring high customer satisfaction and fostering long-term partnerships.
• Embrace and leverage a team selling model to its fullest.
• Identify and develop new business opportunities through prospecting, networking, and strategic partnerships.
• Generate leads and qualify opportunities to ensure alignment with the company’s strategic objectives.
• Provide feedback and influence sales processes with data-based decision making. Finding and repeating what works to drive consistency while removing roadblocks along the way.
• Personify a mindset of curiosity – actively listening and learning, internally and externally, to constantly improve your team and your skills.
• Drive a high-quality team pipeline where deals are qualified early, and focus is given to high probability deals. This is not a transactional, high-volume sales environment.
• Participate as a leader within DefenseStorm, reporting to the CCO and fostering a culture of trust across all DefenseStorm departments. This leader will be expected to build effective and trusting relationships across the executive team and across multiple levels of each DefenseStorm department and work group.

• A strong desire to mentor and coach your team: they win, so you win!
• Eagerness to learn, adapt, and perfect your work; you love to collaborate and innovate.
• Proven track record of successful B2B Cyber security sales.
• Familiarity with the B2B security software market with the ability to understand and articulate technical concepts to a non-technical audience.
• 2+ years of building and inspiring high-performing teams.
• Experience managing a team of sellers in a SaaS direct sales model.
• Player coach mentality where you actively assist with closing key deals until AEs have fully ramped and consistently hit targets.
• Proven track record of being able to adapt and iterate sales processes as market dynamics change.
• Excellent written and verbal communications skills, in group and 1-1 settings.
• Experience as a people manager operating in fast-paced, high growth environments where decisions are made quickly, and impacts are expected. This includes the ability to drive change and alignment across functions, occasionally exercising influence without authority.
• Comfortable in start-up and small company environments where you may have to go outside of your job description to get things done.

• Sales enablement and playbook design experience is a plus.
• Banking, risk management, or fraud prevention expertise strongly desired.

DefenseStorm provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.