Vice President of Sales - North America

Job Overview

We seek a Vice President of Sales to lead our enterprise sales teams across the Americas. In this role, you will drive revenue growth, execute comprehensive sales strategies, and build high-performing teams. You will work closely with cross-functional leaders in marketing, product, and customer success to ensure our sales efforts align with our broader business objectives.

Secure Code Warrior

We are making the world more secure by changing how developers write code.  We are a Developer Risk Management Platform that transforms how software is created.  We enable enterprises to implement new standards for secure code throughout the software development lifecycle, allowing cybersecurity teams and CISOs to measure, manage, and mitigate secure risks.

We make increasing a developer's secure coding skills a positive and engaging experience. That makes us the developer-chosen solution. We are successful because we take that human-led approach with our Learning Platform, providing positive skills-based pathways for developers in the language framework of their choice.

Through inspiring a global community of security-conscious developers to embrace this preventative secure coding approach, our mission is to pioneer a human-led, people-first solution to security upskilling, stamping out poor coding patterns and common vulnerabilities for good.

The VP of Sales in North America is integral to mobilizing the Sales team and ensuring that strategies, goals, and strategic initiatives are executed flawlessly.

• Partner in strategic planning and lead implementation of new revenue opportunities.
• Monitor and manage team goals and performance and ensure the team understands how their work aligns and relates to broader business goals and strategies.
• Manage individual sales pipelines by managing clear OKRs and KPIs set to measure activity, wins, and revenue targets—present sales metrics when required to varying audiences.
• Develop and manage key sales infrastructure, including implementing efficient processes, sales forecasting, and staff training to drive pipeline to build, close rate, and support revenue growth.
• Demonstrate creative leadership in the sales effort to expand the customer base, including existing account expansion.
• Work with Marketing and Channel, and to maximize campaign success 
• Work with Professional Services, Renewals, Customer Succes,s and Product to ensure customer onboarding, retention,n and account management
• Work with the Product to inform the product roadmap
• Define and implement repeatable sales strategies, processes, and tactics that support achieving team and company goals.
• Develop relationships with industry associations/organizations.

• Attainment and/or over-achievement of the team’s quarterly New ARR targets: we are looking for consistent quarter-over-quarter attainment
• Forecast accuracy 1 to 2 quarters out
• Enterprise customer retention in your region 
• Forecast accuracy 1 to 2 quarters out
• Driving a high level of efficient and effective field activity & productivity
• Hiring, development, and retention of the sales team

• Mastering solution and value selling 
• Strategic thinker with strong analytical skills and a data-driven approach to decision-making
• Proficient in CRM systems and sales performance tools  (Salesforce, Clari, and Tableau).
• Exceptional leadership and team-building capabilities.
• Excellent communication, negotiation, and interpersonal skills.
• Ability to manage complex sales cycles and large-scale accounts.
• Collaborative attitude.  Encourages and facilitates cross-functional collaboration with the extended team
• Ability to work with our corporate tech stack (Google Sheets, Docs, Slides and Chromebook, slack, etc)

• 10+ years leading sales teams, developing growth strategies, and implementing them accordingly
• Understanding of selling Cyber Security solutions to the CISO and their team 
• Solid understanding of Enterprise SaaS business model (ARR, GRR, Net ARR, Renewal Rates)
• Curiosity about customers and what they're trying to achieve 
• Passion for building relationships and understanding others' points of view
• Systems thinking-  thinking in terms of patterns and systems. It's not enough to solve the problem once — you want to solve it forever