DescriptionAbout the Role & Hiring ManagerAs a leader, I value builders, people who embrace greenfield opportunity, take ownership of their territory, executing with creativity and discipline. I'm looking for someone who can navigate complex enterprise buying groups and drive cross-functional sales with confidence. You should be comfortable leveraging your network, creating momentum in new accounts, and taking initiative to open new doors.
This role plays a critical part in our next phase of growth. You'll own a Fortune 1000-focused territory, building strategic relationships with CISOs and senior security leaders, and leading complex enterprise sales cycles that shape how large organizations secure AI agents.
***This role will cover the SoCal region (Los Angeles, Orange County, and San Diego) and will be responsible for driving enterprise business across the territory.***What You'll Do- Own and develop a defined Fortune 1000-focused territory, building strategic account plans across a concentrated set of high-value enterprise accounts.
- Drive complex, multi-stakeholder sales cycles engaging CISOs, security leaders, cloud, AI, governance, and executive stakeholders.
- Generate and build your own pipeline while leveraging marketing and partner-sourced opportunities, operating with a true ownership mindset.
- Lead technical discovery and manage proof-of-concepts from kickoff through completion, partnering closely with engineering resources when needed.
- Navigate long procurement cycles and enterprise buying committees with discipline and executive presence.
- Orchestrate partner-influenced deals by collaborating with VARs, hyperscalers, and strategic alliances to strengthen and accelerate opportunities.
- Partner closely with the Partner Sales Manager (PSM) to ensure alignment, enablement, and execution within top accounts.
- Host and participate in field events, partner activations, and executive engagements to deepen territory presence and create pipeline.
- Operate with creativity and flexibility in a high-growth startup environment, identifying new angles, building executive access, and driving strategic engagement across your region.
- Travel within your territory as needed to build and maintain executive relationships.
Requirements- 5+ years of enterprise SaaS sales experience, with a track record of selling into large enterprise environments.
- Experience managing complex, multi-stakeholder sales cycles and engaging executive buyers, including security leadership.
- Strong preference for cybersecurity, application security, cloud security, or related domain experience.
- Experience navigating long procurement processes and running enterprise POCs from start to finish.
- Familiarity with partner-influenced sales motions, including collaboration with VARs or hyperscalers.
- Willingness to travel within territory as needed.
- Comfort operating in evolving, fast-moving environments
- Experience in high-growth or venture-backed environments
- Exposure to AI, security, or emerging technologies
Interview ProcessOur interview process is designed to be transparent, conversational, and focused on real-world experience.
- Recruiter Screen (45 min)- Role fit and culture conversation. Background, motivations, and alignment.
- Hiring Manager Interview (45 min) - Deep dive on domain expertise, particularly sales alignment, commercial acumen, and scope ownership.
- Peer Interview (30 min) - Focused on collaboration style and day-to-day partnership.
- Cross-Functional Interview (45 min) - Assessment of stakeholder management and cross-team execution.
- Department Head Interview - (45 min) Evaluation of strategic alignment and executive-level partnership.
Interview stages and format are proposed and may evolve as we refine the process.
CompensationThe expected OTE salary range for this role is $340,000-$350,000 depending on experience, skills, and location. In addition to the base compensation, this role may be eligible for commissions, equity and performance-based incentives.
