Director, Strategic Sales

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Director, Strategic Sales – West based in the United States.

The Director, Strategic Sales – West will drive enterprise revenue growth across a portfolio of strategic industry verticals and the Western U.S. market. This senior individual contributor role offers the opportunity to shape territory strategy, develop new markets, and lead complex six- and seven-figure software sales. You will engage directly with C-suite executives and senior security, IT, identity, and procurement leaders to address critical challenges in identity verification and passwordless authentication. Working across direct sales and partner channels, you will build a strong pipeline and manage opportunities from initial discovery through contract execution. You will collaborate closely with Solutions Engineering, Marketing, Partnerships, Product, and Customer Success to deliver customer-focused solutions and support long-term growth. This is an opportunity to make a visible commercial impact in a fast-paced, high-growth technology environment.

Accountabilities

• Territory and market development

  • Own a combination territory comprising one or two assigned industry verticals and the broader Western United States.

  • Build and execute territory plans covering account prioritization, whitespace opportunities, and partner engagement.

  • Generate qualified pipeline through direct outreach, partner co-selling, industry events, and referral networks.

  • Develop relationships with CISO, CIO, VP of Identity, and IT leadership audiences.

  • Identify opportunities across identity verification, onboarding, account recovery, step-up authentication, and enterprise passwordless solutions.

  • Sales execution and deal management

    • Manage the full sales cycle for new business and expansion opportunities, from discovery to contract signature.

    • Lead executive-level discussions and communicate the business value of identity security solutions.

    • Navigate complex enterprise purchasing processes, including security reviews, legal, procurement, and compliance approvals.

    • Coordinate partner-assisted and partner-sourced opportunities with resellers, value-added resellers, and global systems integrators.

    • Maintain a qualified pipeline capable of supporting quarterly and annual revenue objectives.

    • Customer and stakeholder engagement

      • Serve as the primary executive relationship owner for strategic accounts throughout the sales process.

      • Connect identity security requirements to measurable business outcomes, such as reduced fraud losses, lower help desk volumes, and decreased credential-related risk.

      • Partner with Solutions Engineering to design and deliver proofs of concept aligned with customer needs.

      • Coordinate with Customer Success to support onboarding and identify expansion opportunities.

      • Cross-functional collaboration and reporting

        • Work with sales leadership on territory planning, account strategy, and forecast accuracy.

        • Collaborate with Marketing on industry campaigns, events, case studies, and competitive positioning.

        • Share customer and market feedback with Product to inform integrations, industry requirements, and solution development.

        • Work with Partnerships to activate systems integrators and technology alliances.

        • Maintain accurate CRM records and report on pipeline coverage, win rates, contract values, sales cycle duration, risks, and competitive developments.

        Requirements:

        • 10+ years of enterprise software sales experience, with a proven record of closing six- and seven-figure SaaS or software deals.

        • Experience managing a combination territory that includes named industry verticals and a broader geographic market.

        • Strong understanding of enterprise buying processes and experience engaging CISO, CIO, procurement, legal, and other senior stakeholders.

        • Familiarity with complex enterprise sales cycles, typically lasting 6–18 months.

        • Previous experience selling into one or more of the following sectors is strongly preferred:

          • Manufacturing

          • Financial Services

          • Retail

          • Business Process Outsourcing (BPO)

          • Distribution and Supply Chain

          • Travel and Entertainment

          • Ability to operate effectively in a high-growth environment with evolving processes and significant individual ownership.

          • Excellent communication, negotiation, and presentation skills, with the executive presence to build credibility at C-suite level.

          • Based in or able to travel regularly across the assigned U.S. territory.

          • Nice to have:

            • Experience selling identity, access management, digital identity, or cybersecurity platforms.

            • Sales experience involving solutions from vendors such as Okta, Ping Identity, Microsoft, SailPoint, Saviynt, or CyberArk.

            • Established relationships with CISO, CIO, or VP of Identity leaders in relevant industries.

            • Experience with channel sales, resellers, systems integrators, or global systems integrators.

            Benefits:

            • Competitive compensation package with an on-target earnings range of $325,000–$350,000, including base salary and commission.

            • Equity package.

            • Health, dental, and vision insurance.

            • Unlimited paid time off policy.

            • Remote work arrangement anywhere in the United States, with regular travel within the assigned territory.

            • Opportunity to contribute to a critical commercial function within a high-growth Series B technology company.

            • Collaborative, fast-paced working environment with visible individual impact.