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Boston, Massachusetts, United States
Hybrid
About Delinea:
Delinea is a pioneer in securing human and machine identities through intelligent, centralized authorization, empowering organizations to seamlessly govern their interactions across the modern enterprise. Leveraging AI-powered intelligence, Delinea’s leading cloud-native Identity Security Platform applies context throughout the entire identity lifecycle – across cloud and traditional infrastructure, data, SaaS applications, and AI. It is the only platform that enables you to discover all identities – including workforce, IT administrator, developers, and machines – assign appropriate access levels, detect irregularities, and respond to threats in real-time. With deployment in weeks, not months, 90% fewer resources to manage than the nearest competitor, and a 99.995% uptime, Delinea delivers robust security and operational efficiency without compromise. Learn more about Delinea on Delinea.com, LinkedIn, X, and YouTube.
Join our passionate, global team at Delinea and help us make the world a safer and more secure place. Our success is driven by world-class product leadership, outstanding engineers, and strategic investment from TPG. We value diversity, innovation, and a culture of respect and fairness. If you're ready to push boundaries and challenge the status quo in security, we want to hear from you.
Apply today to help us achieve our mission.
Position Summary
Reporting to the President, the VP, Sales Development will own the strategy, structure, and performance of Delinea's Global Sales Development organization. As the executive leader of this function, this role is charged with setting the multi-year vision for outbound pipeline generation and top-of-funnel growth across our target markets, and building the team and systems needed to deliver on it. Given our growth targets, this role is absolutely vital to our long-term success, so the ideal candidate brings executive-level business and sales acumen, a strategic eye on pipeline quality and conversion, and a track record of building and scaling teams through managers and team leads. This position is a core member of the Delinea GTM Leadership Team, partnering directly with the President and cross-functional executive peers to shape company-wide pipeline generation strategy.
What You'll Do:
Own and evolve the multi-year global sales development strategy to build and protect a healthy pipeline, setting the vision that guides how qualified opportunities are sourced and handed to Sales across the organization
Build, scale, and lead a high-achieving global SDR organization — including managers and team leads — to successfully execute outbound and inbound qualification motions and deliver pipeline worldwide
Set the executive-level strategy for market segmentation and account targeting, identifying whitespace and expansion opportunity, partnering with Product and Marketing leadership on positioning and messaging
Own the pipeline generation forecast and its impact on bookings, implementing strategies for increasing conversion rates and outbound efficiency, and providing regular visibility to the CRO and executive team
Set annual quota and territory strategy in partnership with Sales leadership, and serve as the executive escalation point for pain points surfaced by the Sales, Marketing, and/or RevOps teams
Serve as the primary executive bridge between Sales, Marketing, and RevOps, aligning cross-functional roadmaps and priorities around pipeline generation
Build and govern the processes, systems, and reporting infrastructure needed to identify pipeline trends early, communicate them to executive stakeholders, and drive appropriate follow-up action — including partnering with Marketing leadership to translate market feedback into GTM strategy
What You'll Bring:
Demonstrable experience building and scaling a sales development or outbound function at the VP level, ideally within a subscription/SaaS business, including a track record of leading leaders — coaching and developing managers, not just individual contributors
Ability to design org structure, delegate through multiple layers of management, and prioritize effectively across a growing global team
Excellent executive leadership competency, strong work ethic, self-driven, and people-centric, with the ability to operate as a strategic partner to the President and executive staff
Exceptional strategic and analytical thinking and decision making skills, with experience presenting to senior leadership and/or the board, and a sustained focus on continuous improvement
Capable of managing fast-paced situations in a dynamic and highly responsive environment
Excellent executive communication, presentation (written and oral), and organization skills a must
Ability to influence cross-functionally at the executive level to positively motivate internal teams and drive pipeline growth
Winning, can-do attitude
Proficiency in Salesforce
Why work at Delinea?
We're passionate problem-solvers helping the world's largest organizations protect what matters most: their human and machine identities.
We invest in people who are smart, self-motivated, and collaborative.
What we offer in return is meaningful work, a culture of innovation and great career progression.
At Delinea, our core values are STRONG and guide our behaviors and success:
Spirited - We bring energy and passion to everything we do
Trust - We act with integrity and deliver on our commitments
Respect - We listen, value different perspectives, and work as one team
Ownership - We take initiative and follow through
Nimble - We adapt quickly in a fast-changing environment
Global - We embrace diverse people and ideas to drive better outcomes
We believe weaving these core values into our day-to-day actions, and our process for hiring, evaluating, and promoting employees, helps us cultivate a work environment that embraces collaboration and camaraderie.
We take care of our employees. We offer competitive salaries, a meaningful bonus program, and excellent benefits, including healthcare insurance, as well as pension/retirement matching, comprehensive life insurance, an employee assistance program, time off plans, and paid company holidays.
Delinea is an Equal Opportunity and Affirmative Action employer and prohibits discrimination and harassment of any type with regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
Upon conditional offer of employment, candidates are required to complete comprehensive criminal background check, verification of education, and verification of employment, per employment policy. In addition, all publicly posted social media sites may be reviewed.
