Vice President of Sales - REMOTE

The Vice President of Sales will be responsible for developing the sales and growth strategy that allows for North American expansion into new routes to market, existing vertical industries as well as new geographies. The VP Sales is responsible for accelerating new logo revenues of Binary Defense’s suite of solutions across both direct and indirect sales, with a focus on expanding into new geographies and larger mid-market and enterprise accounts. The leader will be accountable for leading all related functions, including sales (new client account development and account-based enterprise sales), market development, and industry domain leads. The VP Sales needs to be an experienced transformational B2B enterprise solutions seller and hands-on leader in a growth-oriented environment skilled at developing and managing a highly effective sales organization. 

RESPONSIBILITIES

· Provide strategic and tactical thinking, as well as broad business insight, partnering with the CEO and executive management team to accelerate the company’s transformational growth and success.

· Lead the development of the Company’s go-to-market strategy to support the growth of the business, while continuing to grow revenues, bookings, and additional KPIs.

· Develop and lead the direct sales, channel sales, sales engineering, sales operations, and proposal ops teams. 

· Develop sales strategies to expand in new routes to market, emerging vertical industries and geographies.

· Align the revenue organization to best attack the market as defined in the strategic process.

· Establish and implement a structured and scalable system for sales and business development teams, processes, and tools leveraging industry best practices.

· Develop and implement a go-to-market strategy and tactics to expand Binary Defense’s market presence, and market share. This includes:

o Defining the fastest early routes to new revenue growth both through winning new customers and expanding revenues with existing customers.

o Developing a demand generation strategy, plan, and playbooks to establish awareness and generate a robust demand generation pipeline of qualified leads.

o Managing sales forecasting, planning, implementation, and performance analysis.

o Establishing short and long-term sales goals and forecasts; monitoring achievement, taking necessary action as needed to ensure sales targets, objectives, and key results (OKRs) are achieved.

o Working alongside the executive management team to assess and determine how the product, customer success, sales, and marketing organizations function to deliver revenues through every level and department in the organization.

o Identifying the organizational model, team member profiles and strategies to establish productivity and scale operations for the entire organization to deliver revenue growth.

o Establishing and leading a dynamic and creative sales operation and infrastructure that fits the needs of the business ensuring that systems and processes are in place company-wide, as needed, to support growth objectives.

o Developing and mentoring sales and industry domain staff, direct reports, and other employees to achieve success and meet the overall goals of the company.

o Building a sustainable sales model capable of aggressive year-over-year growth. 

Developing annual and quarterly sales revenue plans and forecasts while further developing CRM and BI capabilities.

o Evaluating and revising sales compensation plans to align future growth and incentives with the new growth strategy and plans.

o Evangelizing and embedding a rigorous sales qualification and pipeline management process. Implementing repeatable processes, systems and best practices that are required to ensure improved operations and increased customer acquisition.

o Consistently delivering quarterly goals and exceeding annual revenue targets.

o Collaborating with key stakeholders across the organization including marketing, engineering, customer support and delivery to develop compelling products, services, and pricing to promote a positive customer experience.

o Leading recruitment, development, retention, and organization of sales team.

o Developing and managing detailed budgets, forecasts, and sales team performance matrices using internal tools and applications.

o Fostering teamwork and creating a positive work environment.

o Adopting and implementing a selling methodology to promote a consultative sales approach to prospective customers.

· Bachelor’s degree or an equivalent is required. Master of Business Administration is preferred.

· Experience in a Sales Leadership role with a proven track record of driving strong sales results against target plans. 

· Deep understanding of the cybersecurity market and competitive landscape. Preference for experience across both high growth cybersecurity software and software-related services businesses.

· Proven experience in team-selling, as this role will require the candidate to spend time selling with their team and coaching them to develop, manage and close sales deals.

· Proven experience in opening new accounts, which includes cold-calling and lead prospecting and development.

· Experience managing teams of quota bearing high-volume sales reps. 

· High energy, confident, strategic minded, technical, creative, and balanced with an ability to successfully drive projects to completion utilizing a strong financial acumen. 

· Hyper-focused on the customer experience, excited about driving growth results, and must possess fortitude and a “win as a team” mentality.

· A collaborative mindset and track record of managing cross-functional teams to drive strong execution. 

· Ability to work in a highly ambiguous environment.

· Strong time management and organizational skills.

About Binary Defense

Binary Defense is a trusted leader in security operations, supporting companies of all sizes to proactively monitor, detect and respond to cyberattacks. The company offers a personalized Open XDR approach to Managed Detection and Response, advanced Threat Hunting, Digital Risk Protection, Phishing Response, and Incident Response services, helping customers mature their security program efficiently and effectively based on their unique risks and business needs.

With a world-class 24/7 SOC, deep domain expertise in cyber, and sophisticated technology, hundreds of companies across every industry have entrusted Binary Defense to protect their business. Binary Defense gives companies actionable insights within minutes not hours, the confidence in their program to be resilient to ever-changing threats, and the time back that matters most to their business.

Binary Defense is also the Trusted Cybersecurity Partner of the Cleveland Browns and partners with PGA TOUR players. For more information, visit our website, check out our blog, or follow us on LinkedIn.

Binary Defense offers competitive medical, dental and vision coverage for employees and dependents, a 401k match which vests every payroll, a flexible and remote friendly work environment, as well as training opportunities to expand your skill set (to name a few!). If you’re interested in joining a growing team with great perks, we encourage you to apply!