What You'll Do
Take full ownership of the enterprise sales lifecycle, from initial outreach to contract close, within organizations exceeding $1B in revenue. You’ll engage directly with CISOs, CFOs, and other top-level executives to understand their strategic priorities and position cybersecurity as a business enabler, not just a technical requirement.
Lead complex, multi-threaded sales processes lasting 6–12 months, working closely with Solutions Architects, Services, and OEM partners to build consensus across technical and business stakeholders. Your focus will be on advancing platform adoption—helping clients move beyond fragmented tools to unified, integrated security architectures that deliver measurable outcomes.
Apply structured selling frameworks such as MEDDPICC and Challenger to shape conversations, differentiate Defy’s value proposition, and influence executive decision-making. You’ll represent the company in high-stakes settings, including board-level presentations and executive briefings, consistently driving toward aggressive quarterly and annual targets for bookings, revenue, and margin.
Requirements
You bring 8–12 years of proven success in quota-carrying roles selling cybersecurity, SaaS, or complex technology solutions to large enterprises. Exceptional candidates with 6+ years and a strong track record will also be considered. You’ve consistently exceeded quota and closed six- and seven-figure deals with Global 2000 or Fortune 500 organizations.
Your approach is rooted in consultative selling—framing security investments in terms of ROI, total cost of ownership, compliance, and risk reduction. You’re skilled at building relationships across multiple levels, from technical teams to C-suite leaders, and thrive in fast-moving, entrepreneurial environments where initiative and teamwork drive results.
Prior experience co-selling with channel partners, VARs, or OEMs is essential, as is the ability to navigate complex stakeholder landscapes.
Preferred Qualifications
Familiarity with the full spectrum of cybersecurity solutions—including network security, identity and access management, cloud security, endpoint protection, and threat prevention—will help you speak confidently with technical and business audiences. Experience leading vendor consolidation or platform rationalization efforts is a strong plus. The ability to interpret financial statements and align with corporate priorities, such as those outlined in 10-K filings or board agendas, enhances your strategic credibility.
Benefits
- Competitive base salary with uncapped commission potential
- Comprehensive medical, dental, and vision coverage
- 401(k) with company match and tuition assistance
- Unlimited paid time off
- Remote work flexibility with autonomy to manage your territory
- A culture built on inclusion, innovation, collaboration, and measurable results
