Director, Strategic Sales

Job Description:

• Lead and accelerate commercial growth across assigned target verticals and the broader South Central United States
• Own a combination territory covering 1–2 assigned target verticals and South Central U.S. geography
• Build and execute territory plans covering account targeting, whitespace mapping, and partner coverage
• Generate pipeline through direct outreach, partner co-selling, industry events, and referral networks
• Develop and maintain qualified pipeline to support quarterly and annual revenue targets
• Identify and pursue opportunities across identity verification and passwordless authentication use cases
• Own the full sales cycle from discovery through contract execution for net-new and expansion opportunities
• Lead executive engagement with CISO, CIO, VP of Identity, Security, and Procurement stakeholders
• Navigate security reviews, legal, procurement, and compliance approvals in enterprise deal cycles
• Work with channel partners including Optiv, VARs, and GSIs on partner-assisted and partner-sourced deals
• Act as primary executive sponsor and relationship owner for strategic accounts
• Translate identity security requirements into business outcomes
• Partner with Solutions Engineering on proof-of-concept design and execution
• Coordinate with Customer Success on onboarding and expansion planning
• Collaborate with Sales, Marketing, Product, and Partnerships teams on territory strategy, campaigns, product feedback, and co-selling
• Maintain accurate CRM pipeline, opportunity, and forecast data
• Report progress, risks, blockers, competitive intelligence, and performance metrics to sales leadership

Requirements:

• 10+ years of enterprise software sales experience
• Demonstrated track record of closing six- and seven-figure SaaS or software deals
• Experience owning a combination territory of named verticals plus a broader geography
• Deep familiarity with enterprise purchasing environments involving CISO, CIO, Procurement, and Legal stakeholders
• Experience with typical 6- to 18-month enterprise deal cycles
• Prior experience selling into one or more of Manufacturing, Financial Services, Retail, BPO, Distribution & Supply Chain, or Travel & Entertainment strongly preferred
• Excellent communication and executive presence; ability to operate credibly at the C-suite level
• Based in or able to travel regularly across the South Central United States
• Experience with identity, access management, digital identity, or cybersecurity platforms nice to have
• Prior sales experience at or against Okta, Ping Identity, Microsoft, SailPoint, Saviynt, or CyberArk nice to have
• Existing relationships with CISO, CIO, or VP of Identity leaders nice to have
• Background in channel or partner-assisted selling through resellers, systems integrators, or GSIs nice to have

Benefits:

• Competitive salary and equity package
• Health, dental, and vision insurance
• Unlimited PTO Policy
• Collaborative, fast-paced culture where your impact is immediate and visible