Your Title: Director, Strategic Sales - West
Your Location: Remote - Anywhere within the USA with travel expectations in your designated geography
YouReport to: Senior Vice President, Sales
Your Compensation: Competitive Base + Commission + Equity $325K-$350K OTE
1Kosmos is seeking a Strategic Sales Director - West to lead and accelerate commercial growth across a defined set of target verticals and the broader Western United States. This is a senior individual contributor and market development role for someone who can carry a complex, six- and seven-figure enterprise sales cycle from first conversation to signed contract, and who can operate credibly with CISO, CIO, and procurement stakeholders across industries where identity fraud and credential-based breaches carry direct financial and operational risk.
What you will own: Territory and Market Development - Own a combination territory: 1-2 assigned target verticals (drawn from Manufacturing, Financial Services, Retail, BPO, Distribution & Supply Chain, and Travel & Entertainment) plus the Western United States geography for opportunities outside the company-wide target vertical set.
- Build and execute a territory plan that prioritizes account targeting, whitespace mapping, and partner coverage across the assigned verticals and geography.
- Generate pipeline through direct outreach, partner co-sell motions, industry events, and referral networks across CISO, CIO, VP of Identity, and IT leadership audiences.
- Develop and maintain a qualified pipeline sufficient to support consistent quarterly and annual revenue targets.
- Identify and pursue whitespace opportunities across the full 1Kosmos use case portfolio, including identity verification (onboarding, account recovery, step-up authentication) and passwordless authentication (enterprise and shared/frontline workstation).
Sales Execution and Deal Management - Own the full sales cycle from discovery through contract execution on net-new and expansion opportunities.
- Lead executive-level engagement with CISO, CIO, VP of Identity, Security, and Procurement stakeholders.
- Articulate 1Kosmos' differentiated value across identity verification and passwordless authentication, connecting both to the specific fraud, compliance, and operational risks relevant to each account's industry.
- Navigate complex, multi-stakeholder deal cycles including security reviews, legal, procurement, and compliance approvals common to enterprise purchasing environments.
- Work with channel partners including Optiv, VARs, and GSIs on partner-assisted and partner-sourced deals.
Customer and Stakeholder Engagement - Act as the primary executive sponsor and relationship owner for strategic accounts throughout the sales cycle.
- Translate identity security requirements into business outcomes, including reduced help desk volume, fraud loss prevention, and reduced risk of credential-based breaches.
- Partner with Solutions Engineering on proof-of-concept design and execution, ensuring technical validation aligns with customer requirements.
- Coordinate with Customer Success post-sale to support smooth onboarding and expansion planning.
Cross-Functional Collaboration - Work closely with the SVP of Americas Sales on territory planning, forecast accuracy, and executive account strategy.
- Partner with Marketing on vertical-specific campaigns, event strategy, and collateral including case studies, use case briefs, and competitive positioning.
- Provide structured feedback to Product on vertical-specific requirements, integration depth, and use case gaps.
- Collaborate with the Partnerships team to activate and co-sell with systems integrators and technology alliance partners active in the assigned verticals and territory.
Reporting and Forecast Management - Maintain accurate pipeline, opportunity, and forecast data in CRM.
- Provide regular updates to the SVP of Americas Sales on progress, risks, blockers, and competitive intelligence.
- Track and report on key performance metrics including pipeline coverage, win rates, average contract value, and time to close.
What you bring:- 10+ years of enterprise software sales experience, with a demonstrated track record of closing six- and seven-figure SaaS or software deals.
- Experience owning a combination territory (named verticals plus a broader geography) and prioritizing effectively across both.
- Deep familiarity with enterprise purchasing environments including CISO, CIO, Procurement, and Legal stakeholders, and typical 6- to 18-month enterprise deal cycles.
- Prior experience selling into one or more of the following verticals strongly preferred: Manufacturing, Financial Services, Retail, BPO, Distribution & Supply Chain, or Travel & Entertainment.
- Comfort operating in a high-growth, fast-moving environment with evolving processes and significant individual ownership.
- Excellent communication and executive presence; able to operate credibly at the C-suite level.
- Based in or able to travel regularly across the South Central United States.
Nice to Have:- Experience with identity, access management, digital identity, or cybersecurity platforms.
- Prior sales experience at or against vendors such as Okta, Ping Identity, Microsoft, SailPoint, Saviynt, or CyberArk.
- Existing relationships with CISO, CIO, or VP of Identity leaders within the assigned target verticals.
- Background in channel or partner-assisted selling through resellers, systems integrators, or GSIs.
What Success Looks Like: - A qualified pipeline of opportunities across the assigned target verticals and South Central U.S. territory is built and maintained with strong coverage ratios.
- Net-new enterprise logos are closed on a consistent quarterly cadence.
- 1Kosmos is recognized as a credible, differentiated vendor for identity verification and passwordless authentication within the assigned verticals.
- Relationships with key CISO, CIO, and VP of Identity stakeholders are established and active across the territory.
- Vertical-specific use case narratives, case studies, and reference customers are developed in partnership with Marketing.
What we offer- Opportunity to build and lead a critical function at a high-growth Series B startup
- Competitive salary and equity package
- Health, dental, and vision insurance
- Unlimited PTO Policy
- Collaborative, fast-paced culture where your impact is immediate and visible
