Ground Labs · 1 day ago
Head of Sales
United States
Full-time
Remote
Director/Executive
10+ years expGround Labs is seeking a hands-on, player-coach sales leader to build, lead, and scale a small but high-impact global sales organization. The role involves direct responsibility for revenue growth, leading a sales team, and executing a scalable global channel partner strategy while bringing a SaaS Data Security Posture Management platform to market.
Cloud SecurityComplianceContent DiscoveryData StorageEdiscoveryNetwork SecurityPrivacyRisk ManagementSaaSSoftware
Responsibilities
Own and deliver global revenue targets across enterprise and mid-market segments
Personally lead and close strategic, high-value opportunities, particularly for new DSPM platform adoption
Build trusted relationships with CISOs, CIOs, Security, Privacy, and Risk leaders
Drive new logo acquisition and expansion within existing customers
Lead executive-level negotiations through procurement, legal, and contracting phases
Build, lead, and mentor a small global sales team
Establish clear sales methodology, pipeline discipline, and forecasting rigor
Coach sellers on enterprise deal strategy, value-based selling, and complex negotiations
Recruit, onboard, and ramp sales talent as the organization scales
Design, build, and execute a scalable global channel partner strategy
Recruit, enable, and manage partners including resellers, system integrators, MSSPs, and strategic alliances
Drive partner-sourced and partner-influenced pipeline through joint go-to-market execution
Optimize deal registration, partner enablement, and performance metrics
Ensure strong alignment between direct and channel sales motions with an emphasize on moving to a partner first team
Lead the commercial launch and ongoing market positioning of the SaaS DSPM platform
Partner with Product and Engineering to translate technical capabilities into compelling customer value
Collaborate with Marketing on ICP definition, messaging, sales enablement, and demand generation
Provide ongoing structured field feedback to influence product roadmap, packaging, and pricing
Establish and maintain accurate forecasting, pipeline management, and KPI reporting
Drive disciplined use of CRM and sales tools to support predictable execution
Partner with Finance and Leadership on revenue planning and capacity modelling
Qualification
Required
10+ years of B2B enterprise sales experience, including 3–5+ years in a player-coach or sales leadership role
Proven experience building, developing, and managing channel partners in global markets
Demonstrated success selling enterprise software and SaaS solutions, including complex, multi-stakeholder deals
Clear and practical understanding of enterprise software contracts, procurement processes, and negotiation dynamics
Strong working knowledge of SaaS licensing models, including subscription, usage-based pricing, renewals, and expansions
Track record of personally closing high-value, complex deals
Experience selling into security, IT, risk, privacy, or compliance organizations
Preferred
Experience selling Sensitive Data Discover, DSPM, DLP, CASB or Cloud Security solutions
Prior experience launching or scaling a new SaaS platform or product line
Working knowledge of HubSpot CRM, including pipeline management, forecasting, reporting and dashboards
Experience leading globally distributed sales teams
Experience selling into security, IT, risk, privacy, or compliance organizations
Familiarity with modern sales methodologies (e.g MEDDICC, Challenger, Command of the Message)
Company
Ground Labs
Ground Labs is a global expert in sensitive data discovery.
51-200 employees
Funding
Current Stage
Growth StageLeadership Team
Stephen Cavey
Co-founder, CEO and Chief Evangelist at Ground Labs
Peter Duthie
Chief Architect and Co-Founder
Recent News
2025-02-11
2025-01-08
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