Enterprise Sales Director, DMV

• Build and manage a high-quality pipeline of enterprise opportunities across a defined territory

• Generate a meaningful share of pipeline through self-sourced prospecting, account planning, partner engagement, and executive outreach

• Own full sales cycles from initial outreach through discovery, technical alignment, business case development, commercial negotiation, and close

• Sell to senior stakeholders across security, infrastructure, identity, and IT leadership teams

• Navigate complex buying groups and multi-thread opportunities across technical and executive audiences

• Partner closely with sales engineering, marketing, customer success, channel, and leadership to move deals forward

• Develop territory and account strategies that prioritize net-new logo acquisition and expansion paths with strong strategic fit

• Maintain high standards around opportunity qualification, forecast accuracy, and deal progression

• Consistently communicate market feedback, competitive insights, and customer priorities back to the business

• Creates pipeline rather than waiting for it

• Consistently opens new accounts through outbound effort and thoughtful account strategy

• Demonstrates strong discovery skills and can tie technical pain to business impact

• Builds credibility quickly with security and infrastructure buyers

• Runs an organized sales process with urgency, follow-through, and strong internal coordination

• Brings competitive energy, resilience, and a high level of personal accountability

• Shows clear evidence of progression and increasing responsibility across prior sales roles

• Experience in cybersecurity, identity, infrastructure security, or an adjacent enterprise technology category

• Success in a net-new sales role with measurable pipeline generation and logo acquisition results

• Background selling into enterprise or upper mid-market accounts with multiple stakeholders involved in the buying process

• Ability to engage CISOs, CIOs, security leaders, infrastructure leaders, and technical evaluators with confidence

• Track record of prospecting, creating meetings, and advancing opportunities through self-generated effort

• Strong fit for a step-up opportunity into a bigger role with more responsibility and larger outcomes

• Hunger, coachability, technical curiosity, and clear proof of building pipeline and winning business through personal effort

• Ability to operate with urgency, accountability, and strong cross-functional collaboration

• Experience working with partners and using them to create leverage in territory development

• Experience selling identity, resilience, or operational risk solutions into complex enterprise environments

• Experience in a fast-growth or scale-up environment

• Familiarity with structured enterprise sales methodologies

#LI-MR1