Requirements
- Proven success managing both quota-carrying Account Executives and Sales Development Representatives (BDRs or SDRs) in a SaaS or software environment, with demonstrated team attainment outcomes
- A strong coaching methodology, including the ability to run structured 1:1s, perform call reviews, conduct pipeline inspection, and develop individualized improvement plans
- Fluency with modern sales technology, specifically Salesforce, Outreach or Salesloft, Clari, and LinkedIn Sales Navigator, as well as comfort driving adoption of these tools across the team
- Strong forecasting skills and the ability to roll up an accurate team number, identify risk early, and communicate pipeline health clearly to senior leadership
- Experience hiring and onboarding sales talent across multiple experience levels, with a structured approach to ramp and a track record of retaining top performers
- The ability to partner effectively with Marketing, Revenue Operations, and Sales Enablement to translate company strategy into day-to-day team execution
- A data-driven management style, including comfort pulling and interpreting reports, identifying performance trends, and translating insights into concrete coaching actions
- A customer-centric mindset and the ability to guide AEs through consultative, value-based selling in a competitive cybersecurity and identity management market
Nice to Have
- Experience in cybersecurity, identity and access management, or an adjacent SaaS vertical
- Familiarity with MEDDPICC or a comparable enterprise sales qualification framework, and the ability to coach team members in applying it
- Experience scaling a sales team during a period of significant company growth or transformation
- Comfort using AI-powered tools to accelerate team productivity, surface coaching insights, or improve forecasting accuracy
Team
Structure: North America-based team of Small Business Account Executives and Business Development Representatives
