Vice President, Cybersecurity Sales
The Vice President, Cybersecurity Sales is responsible for leading and accelerating the company's cybersecurity revenue strategy and sales organization. This executive will develop and execute a high-growth sales strategy focused on acquiring new customers, expanding existing relationships, developing strategic partnerships, and increasing market share across the cybersecurity landscape.
The VP will serve as a senior commercial leader with deep knowledge of cybersecurity solutions, enterprise technology buying cycles, and channel ecosystems. This individual will work closely with Executive Leadership, Marketing, Customer Success, Product, and Professional Services to build a scalable, predictable, and customer-centric revenue engine.
The ideal candidate is a strategic sales leader who can operate at the executive level while remaining highly engaged in major opportunities and customer relationships.
Key Responsibilities:
Sales Strategy & Revenue Growth:
- Develop and execute the company's cybersecurity sales strategy aligned with overall corporate objectives.
- Own revenue growth, bookings, pipeline, and sales performance for the cybersecurity portfolio.
- Identify new markets, industries, customer segments, and revenue opportunities.
- Establish annual sales targets, forecasts, territories, quotas, and go-to-market plans.
- Develop strategies to increase market penetration and share within target accounts.
- Drive a disciplined, data-driven sales methodology and forecasting process.
- Develop strategies for new logo acquisition, account expansion, cross-selling, and upselling.
Sales Leadership:
- Lead, coach, and develop a high-performing cybersecurity sales organization.
- Establish clear performance expectations, goals, KPIs, and accountability.
- Build organizational structure and talent plans to support future growth.
- Recruit, retain, and develop top cybersecurity sales talent.
- Establish a culture of accountability, collaboration, customer focus, and continuous improvement.
- Develop sales leadership capabilities and succession plans within the organization.
Enterprise & Strategic Sales:
- Personally engage in major enterprise opportunities and strategic accounts.
- Build relationships with C-level executives, including CIOs, CISOs, CTOs, and other technology leaders.
- Lead complex, multi-stakeholder sales cycles involving security, IT, procurement, legal, and executive leadership.
- Develop account strategies for high-value customers and prospects.
- Negotiate major contracts and strategic commercial agreements.
- Serve as an executive sponsor for key customer relationships.
Cybersecurity Market Leadership:
- Maintain a strong understanding of the evolving cybersecurity marketplace.
- Monitor industry trends, emerging threats, competitive offerings, and customer priorities.
- Translate cybersecurity trends into compelling business and sales strategies.
- Partner with Product and Marketing to position the company's solutions effectively.
- Provide market intelligence and customer feedback to influence product strategy and roadmap decisions.
- Maintain awareness of areas including cybersecurity services, managed security, cloud security, endpoint security, identity, network security, vulnerability management, compliance, and security operations.
Channel & Strategic Partnerships:
- Develop and expand relationships with strategic technology partners, resellers, distributors, MSSPs, VARs, and other channel organizations.
- Establish channel strategies that increase market reach and accelerate revenue growth.
- Develop joint go-to-market initiatives with strategic partners.
- Build partner enablement programs and establish measurable partner performance objectives.
- Identify opportunities for strategic alliances and ecosystem development.
Pipeline & Forecast Management:
- Establish rigorous pipeline management and forecasting disciplines.
- Maintain accurate visibility into pipeline coverage, deal progression, win rates, sales cycles, and revenue projections.
- Establish appropriate pipeline coverage targets.
- Conduct regular deal reviews and forecast reviews.
- Identify risks and opportunities early and develop corrective strategies.
- Use CRM and sales analytics to improve predictability and sales productivity.
Cross-Functional Leadership:
- Partner with Marketing to develop demand-generation, account-based marketing, events, and lead-generation strategies.
- Work closely with Customer Success to drive retention, expansion, and customer advocacy.
- Partner with Product and Engineering to communicate market requirements and customer needs.
- Collaborate with Finance on forecasting, pricing, margins, and sales compensation.
- Partner with HR on organizational design, talent acquisition, leadership development, and succession planning.
- Collaborate with Professional Services and Operations to ensure successful customer implementation and delivery.
Key Performance Indicators:
Success in this role will be measured through:
- Cybersecurity revenue growth
- New customer acquisition
- Annual recurring revenue (ARR), where applicable
- Bookings and sales attainment
- Pipeline growth and coverage
- Forecast accuracy
- Win rate
- Average deal size
- Sales cycle duration
- Customer expansion and cross-sell revenue
- Gross margin
- Channel/partner revenue
- Customer retention
- Sales productivity
- Employee engagement and retention within the sales organization
Required Qualifications:
- Bachelor's degree in Business, Technology, Cybersecurity, or related field; MBA preferred.
- 10+ years of progressive sales leadership experience, preferably within cybersecurity, information technology, SaaS, managed services, or related technology markets.
- 5+ years leading enterprise or cybersecurity sales teams.
- Demonstrated success building and executing revenue-growth strategies.
- Proven experience selling complex technology solutions to enterprise customers.
- Demonstrated success exceeding revenue and sales targets.
- Strong understanding of cybersecurity technologies, services, and market dynamics.
- Experience selling to C-suite technology and security executives.
- Demonstrated experience developing channel and strategic partner relationships.
- Strong forecasting, pipeline management, negotiation, and commercial skills.
- Experience recruiting, developing, and leading high-performing sales organizations.
- Excellent executive presence, communication, presentation, and relationship-building skills.
Preferred Qualifications:
- Experience in a high-growth or private-equity-backed technology company.
- Experience scaling a cybersecurity sales organization.
- Experience selling managed security services, cybersecurity solutions, SaaS, or technology services.
- Existing relationships with enterprise CIO/CISO organizations.
- Experience with channel-led and hybrid direct/channel sales models.
- Experience developing international or global sales organizations.
- Familiarity with major cybersecurity frameworks and industry standards.
- Experience with CRM and sales analytics platforms.
Equal Opportunity Employer
This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights (https://www.eeoc.gov/poster) notice from the Department of Labor.
