About Gruve
Gruve is an innovative software services startup dedicated to transforming enterprises to AI powerhouses. We specialize in cybersecurity, customer experience, cloud infrastructure, and advanced technologies such as Large Language Models (LLMs). Our mission is to assist our customers in their business strategies utilizing their data to make more intelligent decisions. As a well-funded early-stage startup, Gruve offers a dynamic environment with strong customer and partner networks.
About the Role
Gruve is seeking a high-performing Business Development Manager to lead new logo acquisition for our Cybersecurity practice across the ASEAN region, based in Singapore. This is a hunter role built around Gruve's 8 Pillar cybersecurity portfolio — Risk and Exposure, Detection and Response, Identity and Access, Cloud and Application, Data Security, Governance Risk and Compliance, Network Security, and AI Security — delivered through three engines: Managed Cyber Services, Cyber Professional Services, and Cyber Assessment, Advisory and Risk.
This is a pure services-led role. The candidate will run the full sales cycle from cold outreach through executive-level negotiation and close, operating inside Gruve's Deal Studio process for qualification, scoping, pricing, and SOW.
Market entry pillars for ASEAN: this BDM will lead with Detection and Response (SOC, MDR), Governance Risk and Compliance, and Identity and Access, where Gruve holds strong delivery capability, cross-selling Risk and Exposure and the remaining pillars as the account matures.
Key Responsibilities
- New Logo Acquisition: identify and close new enterprise logos across ASEAN by positioning Gruve's 8 pillar security portfolio, leading with Detection and Response, Governance Risk and Compliance, and Identity and Access.
- Direct Enterprise Sales: own the full deal cycle from prospecting to executive negotiation and close, following Gruve's Deal Studio route — Qualify, Scope, Price, SOW, Handover.
- SOC and Managed Services Solutioning: consult with clients to structure dedicated and shared SOC models, including Build-Operate-Transfer and Managed Security Service Provider frameworks, in coordination with the MCS engine lead.
- Identity and Governance Solutioning: position Gruve's Identity and Access and Governance Risk and Compliance capabilities as core differentiators, particularly for MAS-regulated and multinational accounts in Singapore.
- Portfolio Cross-Sell: expand won accounts into adjacent pillars, principally Risk and Exposure, over the account lifecycle.
- Pipeline and Forecast Discipline: maintain an accurate, staged pipeline across all three lead pillars, reported on Gruve's standard sales cadence.
Reporting Line, Quota Structure, and Territory
- Reporting line: reports directly to the VP of Sales.
- Territory: ASEAN region, based in Singapore.
- Quota: an annual services revenue quota is set for this role, aligned to ASEAN territory coverage. The specific figure is communicated during the offer and interview process and is not published in this job description.
- Compensation plan: confirmed structure is base plus variable (commission). Specific base/variable split, accelerators, and any BOT/MSSP deal-specific commission treatment to be finalized by HR and Finance before posting.
- Ramp period: 60 days to full productivity. Given this is a new-territory hire without an established ASEAN pipeline and a three-pillar hunter mandate, this ramp is aggressive against typical enterprise cyber sales cycles; recommend the interim manager track early-stage pipeline build weekly through month one to catch slippage early.
Basic Qualifications
- 8 to 10+ years of enterprise cybersecurity sales experience, with demonstrated ability to sell services-led engagements across multiple pillars.
- Proven hunter track record: demonstrated new logo acquisition through direct engagement. Candidates with only channel-led or renewal-only experience will not be prioritized.
- Direct sales expertise in complex, long-cycle enterprise deals, including multi-stakeholder CISO and CIO engagement.
- Working knowledge of SOC operations and at least two of: Detection and Response, Identity and Access, Governance Risk and Compliance, Risk and Exposure, Cloud and Application, Data Security, Network Security, or AI Security.
- Bachelor's degree in Business, Technology, or a related field.
Preferred Qualifications
- Experience selling Cybersecurity services to multinational accounts.
- ASEAN market experience, including multi-country customer environments and cross-border deal structuring.
- History of consistently meeting or exceeding services-weighted annual quotas of comparable scale.
- Master's degree or MBA in a related field.
Why Gruve
At Gruve, we foster a culture of innovation, collaboration, and continuous learning. We are committed to building a diverse and inclusive workplace where everyone can thrive and contribute their best work. If you’re passionate about technology and eager to make an impact, we’d love to hear from you.
Gruve is an equal opportunity employer. We welcome applicants from all backgrounds and thank all who apply; however, only those selected for an interview will be contacted.
