Sales Director, Mid-Market
About the role
Accountabilities:
Drive revenue growth and consistently achieve or exceed quarterly targets across the mid-market segment.
Prioritize new-logo acquisition while pursuing expansion opportunities where there is a clear customer need and strong product fit.
Own the complete sales cycle, including outbound prospecting, discovery, demonstrations, technical alignment, negotiation, and closing.
Manage complex, consultative sales processes involving multiple technical and business stakeholders.
Build and maintain a healthy sales pipeline through outbound activity, partner collaboration, and inbound opportunities.
Develop strategic account plans aligned with customers’ cybersecurity priorities, business objectives, and desired outcomes.
Establish trusted relationships with security, IT, and business leaders and effectively navigate multi-stakeholder buying groups.
Guide prospects through technical, security, procurement, and commercial evaluations.
Negotiate mid-market and upper-mid-market agreements, including multi-year contracts when appropriate.
Partner with Solutions Architecture, Customer Success, Marketing, and leadership teams to advance opportunities and remove obstacles throughout the sales process.
Maintain accurate pipeline data, forecasting, activity records, and deal documentation in HubSpot.
Represent the organization in customer meetings and selected industry events or forums as appropriate.
3+ years of experience in B2B technology sales, with recent experience in an expansion-stage or high-growth SaaS environment.
Demonstrated ability to operate effectively in fast-paced, evolving environments where processes may still be developing.
Strong understanding of the cybersecurity industry, including buyer personas, decision-making processes, market trends, and competitive dynamics.
Proven ability to build relationships and communicate effectively with stakeholders at multiple levels, including security, IT, and business leaders.
Established sales experience and professional network within relevant Northern California, Seattle, or Pacific Northwest markets, as specified for the role.
Experience executing go-to-market strategies and managing full-cycle sales across multiple channels using a solution-selling approach.
Strong prospecting, discovery, presentation, verbal communication, written communication, negotiation, and closing skills.
Solid understanding of SaaS business models and the ability to translate technical capabilities into clear business value and outcomes.
Proactive, results-oriented, and self-directed approach, with a demonstrated ability to build pipeline, acquire new customers, and work toward ambitious targets.
Strong organizational skills and the ability to manage multiple opportunities, stakeholders, and priorities throughout complex sales cycles.
Ability to collaborate effectively with technical, customer-facing, marketing, and leadership teams.
Candidates should be prepared to meet the role’s applicable location and work-authorization requirements.
Remote working environment with an emphasis on flexibility and trust.
Supportive culture designed to empower employees to perform at their best.
Opportunities to work in a rapidly growing cybersecurity organization with an international customer base.
Collaborative environment with exposure to sales, cybersecurity, SaaS, technical, marketing, and customer success teams.
Compensation package informed by responsibilities, education, location, experience, knowledge, skills, abilities, internal equity, market data, and applicable requirements.
Access to a broad range of benefits for eligible team members.
Professional and personal development opportunities within a high-growth environment.
Culture that values respect, determination, integrity, collaboration, and individual contribution.
Flexible approach to work designed to support strong performance and sustainable professional growth.
Requirements:
Benefits: