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SecurityScorecard · 1 week ago

Sales Director (US West)

Greater Sacramento

Full-time

Onsite

Director/Executive

$400K/yr - $450K/yr

10+ years exp

SecurityScorecard is the global leader in cybersecurity ratings, and they are seeking a high-impact Sales Director to lead a team of Enterprise Account Executives across the Western U.S. This player-coach role involves driving enterprise revenue, developing the sales team, and engaging with executive stakeholders to position SecurityScorecard as a strategic partner in risk management.

Cyber SecurityRisk ManagementSecuritySoftware

No H1B

Responsibilities

Lead, coach, and develop a high-performing team of Enterprise Account Executives operating in the Western U.S

Act as a player–coach, joining customer meetings, supporting complex deal cycles, and providing real-time coaching in active opportunities

Drive a culture of competitiveness, accountability, and execution excellence across the team

Set clear performance expectations and hold reps accountable to quota, activity standards, and deal quality

Own team performance against a multi-million-dollar Enterprise quota, leading a team of ~8 Account Executives with $1.75M individual quotas

Focus on Enterprise customers defined as 5,000+ employees or $750M+ in annual revenue

Balance new logo acquisition with expansion and upsell opportunities within existing Enterprise accounts

Ensure consistent pipeline generation, coverage, and conversion across the team

Partner with reps on territory planning, account prioritization, and whitespace analysis

Inspect deals regularly to identify risk, remove blockers, and improve close rates

Coach sellers on structuring, positioning, and advancing complex, multi-stakeholder Enterprise deals

Drive disciplined execution across long sales cycles and high-value opportunities

Regularly engage with CISOs, CIOs, CROs, Risk Leaders, and other executive stakeholders

Help position SecurityScorecard as a strategic risk management partner, not just a point solution

Coach reps on messaging tied to third-party risk, cyber exposure, and business outcomes

Work closely with Sales Engineers, Channel Managers, Marketing, Customer Success, and MAX teams to drive deal success

Leverage channel and alliance partners where appropriate to extend reach and accelerate enterprise opportunities

Ensure tight alignment across functions throughout the full sales cycle

Own accurate team-level forecasting through disciplined pipeline inspection and deal review

Monitor pipeline health, leading indicators, and rep-level performance metrics

Partner with Sales Operations to maintain CRM accuracy, pipeline hygiene, and process consistency

Qualification

Cybersecurity solutions salesEnterprise sales leadershipCoaching sales teamsC-level engagementPipeline managementForecasting disciplinePerformance managementTeam developmentAccountabilityCommunication skills

Required

10+ years of progressive sales experience, with direct, hands-on experience selling cybersecurity solutions into Enterprise customers

Proven experience leading Enterprise Account Executives in a cybersecurity environment, ideally in a player–coach Sales Manager or Director role

Demonstrated success managing Enterprise sales teams with $5M–$10M+ aggregate quotas, across long, complex sales cycles

Strong understanding of cybersecurity risk, third-party risk management, attack surface management, or related security domains, and the ability to translate technical risk into business impact

Track record of coaching sellers live in deals, improving deal quality, and increasing win rates in competitive security sales environments

Experience selling to C-level and senior executive stakeholders (CISO, CIO, CRO, Risk, Compliance, or equivalent)

Demonstrated ability to build, scale, and upgrade sales teams, including hiring, performance management, and development of underperforming and high-potential reps

Comfortable operating in high-accountability, metrics-driven environments with aggressive targets and clear performance expectations

Strong forecasting discipline, pipeline inspection skills, and experience running structured deal reviews

Based on the U.S. West Coast to maintain close proximity to Enterprise sellers and customers, with a strong preference for California, Oregon, Washington, or Nevada