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SecurityScorecard // security grading service for orgs
 
Sales, Full Time    Remote (New York)    Posted: Friday, September 17, 2021
 
   
 
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JOB DETAILS
 

About SecurityScorecard

Funded by world-class investors including Silver Lake Waterman, Moodys, Sequoia Capital, GV, Riverwood Capital, & others with over $290 million in funding, SecurityScorecard is the global leader in cybersecurity ratings & the only service with over 2M+ companies continuously rated. Founded in 2013 by security & risk experts Dr. Aleksandr Yampolskiy & Sam Kassoumeh, SecurityScorecards patented rating technology is used by over 16,000 organizations for enterprise risk management, third-party risk management, board reporting, due diligence, & cyber insurance underwriting. This is done by measuring your & your vendors' cyber-health by assigning a security rating of "A" through "F" based on outside-in, non-intrusive data. SecurityScorecard continues to make the world a safer place by transforming the way companies understand, improve & communicate cybersecurity risk to their boards, employees, & vendors. 

SecurityScorecard is headquartered in NYC with over 260+ employees globally. Our culture has helped us be recognized by Inc Magazine as a "Best Workplace," "Best Places to Work in NYC" by Crain's NY, & one of the 10 hottest SaaS startups in NY for two years in a row. 

About the Role

We are hiring an experienced sales leader to grow the Americas Commercial business.  Today, Commercial is defined as companies with < $500m in annual revenue (over 65,000 targeted accounts in SFDC).  Our business is growing 50%+ year over year & seeing widespread adoption across many vertical industries. 

In this role, you will help build strategy & go to market growth plans, coach & inspect on deal progress & development, develop & mentor your sales team, build a strong partnership with our channel community, execute strong upsell & cross-sell initiatives, build programmatic campaign initiatives with marketing, establish the metrics of success across the team & deliver on monthly/quarterly sales goals & objectives.

The leadership role, although remote, will involve some travel (partners, employees, HQs NYC, events/trade shows).  The team is a remote (except for several NYC reps).  Spending time getting to know strengths & weaknesses of reps by joining customer calls is paramount.  Today, 99% of these calls are via Zoom.

Key to our success is the integration of the channel into our go to market.  The Commercial Leader will be the gateway to our channel community helping build install base initiatives & opening new doors/pipeline thru targeted collaboration with the channel partner.

If you have sold enterprise security or risk software, we'd find your experience valuable. Previous SaaS experience is also a plus. This position is an opportunity for you to join a growing team & help expand our business & customer footprint.

Key Responsibilities

  • Manage sales strategy & territory plan for penetrating & closing net new opportunities in Commercial accounts
  • Develop, initiate, & execute sales plan for top Commercial target accounts
  • Leverage MEDDIC methodology to ensure we improve odds of winning on all deals
  • Provide weekly opportunity status updates & accurate forecast to management
  • Consistently exceed quarterly revenue targets
  • Partner closely with Channel partners & Channel Account Managers to drive net pipeline growth & accelerate deal velocity
  • Join sales calls & provide coaching & feedback 

Basic Qualifications

  • 10+ years of experience in enterprise software sales with a focus on hunter roles & new customer acquisition & pipeline growth
  • 5+ years of experience working in the cyber security sales space
  • Outstanding track record of success managing Commercial accounts & opportunities to closure, consistent over-attainment of quotas
  • Previous success leading a Commercial sales team selling SaaS and/or Cyber Security.

Additional Qualifications

  • Strong network of established relationships across the channel community
  • Extremely organized, effective oral & written communicator
  • Self-Starter, able to work effectively with a distributed team
  • SaaS experience preferred
  • Demonstrated technical aptitude in cybersecurity
  • Previous success in early-stage company growing a territory & exceeding sales goals

Benefits

We offer a competitive salary, stock options, a comprehensive benefits package, including health & dental insurance, unlimited PTO, parental leave, tuition reimbursements, & much more!

SecurityScorecard embraces diversity. We believe that our team is strengthened through hiring & retaining employees with diverse backgrounds, skillsets, ideas, & perspectives. We make hiring decisions based upon merit & do not discriminate based on race, religion, national origin, gender identity or expression, sexual orientation, age, or marital, veteran, or disability status.

 
 
 
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