Chief Revenue Officer (CRO)

Chief Revenue Officer (CRO)

Location: East Coast (remote)

Deepwatch is seeking an innovative and experienced Head of Sales who is passionate about creating sales strategies and advancing Deepwatch's growth to guide us through our next exciting growth phase. The ideal candidate will bring a proven track record of driving revenue growth, developing strategic partnerships, and leading high-performing sales and marketing teams.

As a key member of our executive team, will be responsible for crafting and executing a comprehensive revenue strategy that aligns with our mission and technological capabilities in addition to building and managing our national sales organization.  You will help drive and foster our high-performance culture and exceed quarterly and annual objectives for new sales bookings, renewals, and top-of-pipeline objectives for high-quality leads.  You will lead the sales organization in continuously refining and adjusting go-to-market (GTM) strategies as needed and in analyzing key performance metrics. You will work closely with the Field Sales, Channel Team, GTM Partners and Resellers, Technology Partners, Product Team, and Marketing to evangelize the value of Deepwatch to prospective customers and partners.

The ideal candidate will thrive in a fast-paced, highly technical, entrepreneurial environment.

In this role, you’ll get to:

• Manage and lead a team of field Sales Directors and drive sales teams in achieving and exceeding new sales booking targets, building pipeline, and landing new customer logos 
• Ensure the sales team has comprehensive account plans to optimize sales success in each geographic region
• Work closely with the Channel Sales leaders to gain visibility into GTM Partner productivity and pipelines while leading business development for new channel partners
• Provide detailed and accurate forecasting to the leadership team for Finance and Board of Director updates on a weekly basis
• Develop and execute a comprehensive revenue generation strategy that aligns with Deepwatch’s goals and objectives
• Lead and manage the sales, technical sales, customer experience, and channel sales teams to achieve revenue targets and growth objectives
• Identify and pursue new market opportunities, partnerships, and channels to drive business expansion
• Analyze market trends, customer needs, and competitive landscape to inform strategic decision-making
• Collaborate with product development and operations teams to ensure alignment with market demands and customer expectations
• Work closely with Sales Directors, Channel Team, GTM Partners and Resellers, Technology Partners, Product Team, and Marketing to effectively position and sell Deepwatch services
• Monitor and report on key performance indicators (KPIs) related to revenue, sales, and marketing activities
• Build and maintain accountability across the sales team by developing and applying key sales performance and pipeline development metrics
• Monitor the sales pipeline and top-of-funnel leads, and coordinate with sales and marketing to adjust as necessary to support strong Q/Q sequential growth
• Successfully manage and deliver short-term results and long-term strategy, including new bookings, upsells and renewals
• Assist in building teams by attracting and retaining sales talent and maintaining a talent bench for timely onboarding
• Partner with the CMO to develop and implement robust sales management and operations processes including pipeline, account planning, proposals, marketing campaigns, and customer nurture programs
• Leverage customer research (quantity and quality) to provide strategic leadership for brand architecture and positioning
• Create standardized outreach for new potential customers and lead the implementation of this across Business Development, Sales, Channel Management, and Marketing
• Develop growth strategies with the Executive and Senior Leadership Team
• Serve as a role model of Deepwatch’s Core Values, and coach and encourages others to model these values
• Embody the Deepwatch Leadership Attributes of ownership, delivering results, hiring & developing the best talent in the industry, having backbone and ability to disagree and then commit, and earning trust
• Provide leadership, mentorship, and professional development opportunities to team members
• Drive a culture of innovation, accountability, and excellence within the revenue organization

To be successful in this role, you’ll need:

• Bachelor’s degree or equivalent experience; an MBA is preferred
• 10+ years of sales experience in information security software or services
• Knowledge and experience in EMEA, APAC, North America
• Knowledge and experience working with a range of GTM reseller partners by region with a proven track record identifying, building and managing reseller partnerships that have delivered strong revenue growth
• A  successful track record managing a team of channel sales professionals
• An understanding of the Managed Security Services business model, value proposition, and competitive landscape 
• To sell value versus price with proven experience in selling complex solutions and large deals to senior executives
• Stay motivated and be adept at exceeding sales bookings targets versus plan and changing behavior as required
• Excellent communication skills and ability to interact with partners, executives, and customers daily
• Proactive, analytical, and results-oriented
• Knowledge and working experience with Splunk, EDR, VM, and other security technologies  
• Channel and/or direct sales experience with a focus on consultative, services-led sales and/or customer outcome-driven approach

ITAR Compliance

This position will have access to customer data and as such is subject to International Traffic in Arms Regulations (ITAR). Upon application, candidates will be asked to confirm that they are a U.S. Person as defined by the following:

• A citizen of the U.S.;
• A lawful permanent resident of the United States; 
• A person admitted to the United States as a refugee; or
• A person that has been granted asylum by the United States government

The anticipated salary range for this role is $450,000 to $500,000 OTE + stock options + benefits. Actual compensation may vary from posted hiring range based upon geographic location, work experience, education, and/or skill level.