DescriptionAVP of Enterprise Sales - East USAccelerate Your Career in CybersecurityJoin Pentera and take your career to the next level in cybersecurity. As a leader in Automated Security Validation, we help businesses around the world safely emulate real-world attacks to uncover their vulnerabilities-just like the world's best red teams. At Pentera, you'll be at the forefront of cybersecurity innovation, working on advanced tools that challenge organizations' defenses and push the limits of security testing.With over 350 team members and 1,000+ customers in more than 50 countries, Pentera is a growing company supported by top investors like Insight Partners, K1, and The Blackstone Group.If you're looking to grow your skills, make a difference, and be part of an innovative team, Pentera is the place for you.About the role:Location: East US The Area Vice President, Enterprise position is a senior level sales position, responsible for driving revenue through developing the sales execution plan, managing the Enterprise sales team, and achieving Company growth goals. Candidates should also have executive level contacts and be flexible and adaptable to rapidly changing situations. You must be results-driven, customer-focused, technologically savvy, and innovative at building internal relationships and external partnerships to attack the market with passion!Roles and Responsibilities:
- Execute the Enterprise (3,000+ employees) sales strategy within the East US region, drive revenue growth by penetrating the current customer base, and develop a net new customer base
- Continually monitor the sales activity of the team and track the results; report on sales activity and forecast to the Americas Sales lead
- Provide market feedback to the leadership team influencing product strategy and positioning
- Perform regular individual meetings with the sales team, as well as supporting client visits with sales reps where necessary
- Hire, train and develop team members to align with company values, growth, and business objectives
- Provide ongoing training and development of the sales team
- Define new business campaigns into horizontals and verticals to generate new opportunities with a demonstrable Return on Investment
- Support, manage, and motivate the local team of Account Executives by participating in New Business and Existing customer meetings and helping the team reach the Company goals
- Build upsell/cross-sell strategies and reference program to develop and grow relationships with our current customer base
- Identify the customer approvers, decision makers, and influencers, and develop strategies for each to mitigate risk and increase deal confidence
- Communicate the differentiated value of Pentera to the customer at both the technical and business levels and ensure your team is audible, ready and adept in all selling situations.
Requirements- 5+ years of successful track record of managing a team of 5 or more individual contributors in SaaS, enterprise software company, or a security vendor
- Growth & Scale beyond $5M ARR across the region
- Strong experience in building and managing strong channel partner relationships across East US region
- Experience in attracting and retaining talent
- Consistent record of exceeding annual team quotas and performance targets
- Experience scaling and managing enterprise and strategic sales teams within a region
- Prior experience in developing a high-performance culture
- Demonstrated ability to manage complex sales cycles, including the ability to provide coordination and direction to your extended team
- Evidence of contributing to the development of growth strategies and lead generation programs as an executive leader
- Outstanding communication and interpersonal skills
- Ability to solve complex problems and articulate ideas and strategies effectively
- A naturally curious, problem-solving self-starter with low ego and high self-awareness
- Culturally sensitive and a creative, versatile, and strategic thinker
- High energy and attention to detail
- Expert negotiation skills
- Self-Awareness and a desire to learn from all those; above you, equal to you and below in role
- First class organization skills to maintain a current and accurate pipeline
- Ability to travel at least 50% of the time
We are an equal opportunity employer and we are committed to building a diverse and talented workforce. We do not discriminate based on race, sex, religion, color, national origin, gender, gender identity, sexual orientation, age, marital status, veteran status, medical condition, disability, or any other class or characteristic protected by applicable law. We welcome candidates from all backgrounds to join us!