Director, Strategic Sales

Accountabilities

• Drive territory and market development:Develop and execute a strategic territory plan covering assigned industry verticals and the broader South Central U.S. market, prioritizing target accounts, identifying growth opportunities, and expanding partner coverage.

• Build and manage a strong sales pipeline:Generate qualified opportunities through direct prospecting, partner collaboration, industry events, and professional networks while maintaining sufficient pipeline coverage to achieve quarterly and annual revenue targets.

• Lead end-to-end enterprise sales:Manage complex sales cycles for new business and account expansion, from initial discovery and solution positioning to executive presentations, negotiations, and contract closure, with a focus on six- and seven-figure deals.

• Engage executive stakeholders:Establish trusted relationships with CISOs, CIOs, identity leaders, security executives, and procurement teams, translating technical challenges into measurable business value, including reduced fraud losses, lower support costs, and improved security.

• Position identity security solutions:Communicate the value of identity verification and passwordless authentication, aligning solutions with industry-specific requirements, regulatory obligations, fraud prevention, and operational efficiency.

• Manage strategic accounts and partnerships:Coordinate with resellers, value-added resellers, global systems integrators, and technology partners to develop joint opportunities and accelerate enterprise adoption.

• Coordinate technical validation and customer success:Partner with Solutions Engineering to design and execute proofs of concept, ensuring technical requirements are met, and collaborate with Customer Success to support onboarding and future expansion.

• Strengthen cross-functional execution:Work with Sales leadership, Marketing, Product, and Partnerships teams to refine account strategies, develop industry-specific campaigns and sales materials, share competitive intelligence, and identify product or integration opportunities.

• Maintain accurate reporting and forecasts:Keep CRM records up to date, monitor pipeline health, win rates, contract values, and sales-cycle duration, and communicate progress, risks, and competitive developments to sales leadership.

• Deliver measurable commercial results:Consistently secure new enterprise customers, establish a strong presence in target industries, and build lasting relationships with strategic decision-makers across the territory.

Requirements:

• Enterprise sales experience:At least 10 years of enterprise software sales experience, with a proven track record of closing high-value SaaS or software contracts in the six- and seven-figure range.

• Territory management expertise:Demonstrated ability to manage a combination of assigned industry verticals and a broader geographic territory, prioritizing opportunities and allocating resources effectively.

• Complex deal management:Experience navigating enterprise purchasing processes and sales cycles typically lasting 6–18 months, including security assessments, legal reviews, procurement negotiations, and compliance requirements.

• Industry knowledge:Previous experience selling into one or more of the following sectors is strongly preferred: manufacturing, financial services, retail, business process outsourcing (BPO), distribution and supply chain, or travel and entertainment.

• Executive communication skills:Excellent presentation, negotiation, and relationship-building abilities, with the confidence and credibility to engage C-suite executives and senior technology and security stakeholders.

• Commercial and strategic mindset:Strong prospecting, pipeline development, account planning, forecasting, and competitive positioning skills, combined with a results-oriented approach and the ability to work independently.

• Adaptability in a high-growth environment:Comfortable taking ownership, working with evolving processes, and collaborating across teams in a fast-paced, entrepreneurial organization.

• Geographic availability:Based in the United States and able to travel regularly throughout the South Central region to support customer meetings, partner engagements, and industry events.

• Preferred technical and domain expertise:Experience in identity verification, identity and access management (IAM), digital identity, cybersecurity, or passwordless authentication is an advantage.

• Preferred competitive and partner experience:Familiarity with platforms and vendors such as Okta, Ping Identity, Microsoft, SailPoint, Saviynt, or CyberArk, as well as experience in channel sales, reseller relationships, or systems integrator partnerships, is desirable.

• Established industry relationships:Existing connections with CISOs, CIOs, identity leaders, and other enterprise decision-makers within the target industries are a plus.

Benefits:

• Competitive salary and equity package.

• Health, dental, and vision insurance.

• Unlimited paid time off (PTO).

• Fully remote work within the United States.

• Opportunity to make a meaningful impact in a high-growth technology company at the Series B stage.

• A collaborative, fast-paced working environment that encourages ownership, innovation, and professional growth.

• The opportunity to help shape enterprise identity security and passwordless authentication strategies across major industries.