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Risk Ledger · 6 hours ago

Sales Director, US

DC-Baltimore Area

Full-time

Hybrid

Director/Executive

$180K/yr - $200K/yr

Risk Ledger is a company focused on enhancing cybersecurity in the supply chain. They are seeking a Sales Director to lead their revenue growth in the US, responsible for building pipeline, winning new customers, and establishing a go-to-market strategy.

Cyber SecurityNetwork SecurityProcurementRisk ManagementSupply Chain Management

Responsibilities

Deliver US revenue growth

Own and achieve the ARR target for 2026 - you’ll have a lot of autonomy in how you approach this

Consistently exceed quota by running high-quality sales cycles and building trusted relationships with potential buyers

Run the end-to-end sales process

Source and develop new opportunities through a combination of outbound activity, partner introductions, events, and marketing campaigns with support of UK HQ

Lead complex sales cycles, navigating multiple stakeholders including CISOs, procurement, and risk/security teams

Build compelling business cases and proposals that align with customer pain points and Risk Ledger’s differentiated value

Contribute to the outbound and pipeline generation strategy

Work with the Business Development Lead to design and execute a scalable outbound model, balancing in-house prospecting with SDR agency support

Identify target verticals, refine messaging, and test campaigns to maximise conversion rates

Contribute to ABM programs and co-market with partners where relevant

Be the face of Risk Ledger in the US

Travel to meet customers and prospects regularly, building trusted executive-level relationships

Represent Risk Ledger at leading industry conferences and events, positioning yourself as a thought leader in supply chain security and third-party risk

Deliver talks, panels, and roundtables to raise brand visibility and credibility in the market

Sales forecasting and reporting

Own weekly, monthly, and quarterly forecasting, providing accurate, data-driven visibility into pipeline and performance

Track activity metrics and deal progression to ensure consistent execution and predictability

Shape the US GTM strategy alongside Sales Leadership

Contribute to the development of our US go-to-market strategy alongside leadership, feeding insights from the field into sales process, positioning, and playbooks

Partner with Marketing to localise campaigns and collateral to resonate with US buyers

Provide structured product feedback to help prioritise features critical to US adoption

Leverage and expand partnerships

Build on local channel and partner relationships established from the UK to contribute to pipeline growth

Identify opportunities for new strategic partnerships in the US that can accelerate market penetration

Hiring & managing a US sales team

Hire, onboard, and ramp Account Executives as we scale demand

Mentor & support the Sales/Business Development team, providing deal support, pipeline reviews, and skill development

Refining playbooks & processes

Collaborate with UK HQ to design scalable processes and refine sales methodology

Iterate on the sales playbook based on US-specific buyer behaviour and feedback

Scaling cross-functional GTM collaboration

Partner more deeply with US-based Customer Success, Marketing, and Partnerships functions as they establish boots on the ground

Ensure seamless collaboration across the GTM org to drive customer success and long-term growth

Qualification

Revenue growthFull-cycle enterprise salesExperience in SaaSGTM strategySales forecastingBuilding relationshipsEntrepreneurial mindsetCoachableCreativeCuriousResilientMentoring sales teamsAdaptable

Required

Entrepreneurial mindset; self-starter who thrives in ambiguity, motivated by mission and business impact rather than just commission

Coachability, creativity, and curiosity - able to take feedback, think beyond cold calling, and deeply engage with client problems

Strategic in shaping and testing approaches, adaptable to a fast-changing startup environment, and resilient in handling the inevitable challenges of early-stage sales

Proven track record of building and scaling revenue in an early-stage SaaS company (Seed → Series A, $1–5m ARR journey)

Experience scaling a US vendor from scratch or ideally, taking a UK vendor into the US market and successfully scaling it in close alignment and integration

Full-cycle enterprise sales expertise: outbound prospecting, opportunity qualification, stakeholder management, negotiation, and closing

Strong experience selling into CISOs and senior security leaders within large enterprises