Accountabilities

Territory and market development

Own a combination territory comprising one or two assigned industry verticals and the broader Western United States.

Build and execute territory plans covering account prioritization, whitespace opportunities, and partner engagement.

Generate qualified pipeline through direct outreach, partner co-selling, industry events, and referral networks.

Develop relationships with CISO, CIO, VP of Identity, and IT leadership audiences.

Identify opportunities across identity verification, onboarding, account recovery, step-up authentication, and enterprise passwordless solutions.

Sales execution and deal management

Manage the full sales cycle for new business and expansion opportunities, from discovery to contract signature.

Lead executive-level discussions and communicate the business value of identity security solutions.

Navigate complex enterprise purchasing processes, including security reviews, legal, procurement, and compliance approvals.

Coordinate partner-assisted and partner-sourced opportunities with resellers, value-added resellers, and global systems integrators.

Maintain a qualified pipeline capable of supporting quarterly and annual revenue objectives.

Customer and stakeholder engagement

Serve as the primary executive relationship owner for strategic accounts throughout the sales process.

Connect identity security requirements to measurable business outcomes, such as reduced fraud losses, lower help desk volumes, and decreased credential-related risk.

Partner with Solutions Engineering to design and deliver proofs of concept aligned with customer needs.

Coordinate with Customer Success to support onboarding and identify expansion opportunities.

Cross-functional collaboration and reporting

Work with sales leadership on territory planning, account strategy, and forecast accuracy.

Collaborate with Marketing on industry campaigns, events, case studies, and competitive positioning.

Share customer and market feedback with Product to inform integrations, industry requirements, and solution development.

Work with Partnerships to activate systems integrators and technology alliances.

Maintain accurate CRM records and report on pipeline coverage, win rates, contract values, sales cycle duration, risks, and competitive developments.

Requirements

10+ years of enterprise software sales experience, with a proven record of closing six- and seven-figure SaaS or software deals.

Experience managing a combination territory that includes named industry verticals and a broader geographic market.

Strong understanding of enterprise buying processes and experience engaging CISO, CIO, procurement, legal, and other senior stakeholders.

Familiarity with complex enterprise sales cycles, typically lasting 6–18 months.

Previous experience selling into one or more of the following sectors is strongly preferred:

Manufacturing

Financial Services

Retail

Business Process Outsourcing (BPO)

Distribution and Supply Chain

Travel and Entertainment

Ability to operate effectively in a high-growth environment with evolving processes and significant individual ownership.

Excellent communication, negotiation, and presentation skills, with the executive presence to build credibility at C-suite level.

Based in or able to travel regularly across the assigned U.S. territory.

Nice to have:

Experience selling identity, access management, digital identity, or cybersecurity platforms.

Sales experience involving solutions from vendors such as Okta, Ping Identity, Microsoft, SailPoint, Saviynt, or CyberArk.

Established relationships with CISO, CIO, or VP of Identity leaders in relevant industries.

Experience with channel sales, resellers, systems integrators, or global systems integrators.

Benefits

Competitive compensation package with an on-target earnings range of $325,000–$350,000, including base salary and commission.

Equity package.

Health, dental, and vision insurance.

Unlimited paid time off policy.

Remote work arrangement anywhere in the United States, with regular travel within the assigned territory.

How Jobgether works

We use an AI-powered matching process to ensure your application is reviewed quickly, objectively, and fairly against the role's core requirements. Our system identifies the top-fitting candidates, and this shortlist is then shared directly with the hiring company. The final decision and next steps (interviews, assessments) are managed by their internal team.

We appreciate your interest and wish you the best!

Why Apply Through Jobgether?

Data Privacy Notice: By submitting your application, you acknowledge that Jobgether will process your personal data to evaluate your candidacy and share relevant information with the hiring employer. This processing is based on legitimate interest and pre-contractual measures under applicable data protection laws (including GDPR). You may exercise your rights (access, rectification, erasure, objection) at any time.

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