Director of ISS Sales

The GLI Group•Fairfax, VA

13d•$120,000 - $135,000

About The Position

GLI is seeking an experienced and driven Director of ISS Sales to accelerate our North American sales for our Cybersecurity/Information Security Services (ISS) division. This role is pivotal in shaping the future of the Company by driving revenue and leading our expansion into industries beyond gambling. Who We Are… Gaming Laboratories International (GLI) has been the global leader in the testing and certification of gambling devices and systems since 1989. We ensure compliance wherever legalized gambling exists. Now, we are leveraging that expertise to deliver world-class cybersecurity solutions. Our ISS division, GLI Secure, helps organizations protect their data, ensure compliance, and build resilience against evolving threats. This includes a portfolio of cybersecurity solutions, including penetration testing, security audits, and risk assessments. Why You Should Work Here… Our employees are our greatest asset. We offer competitive compensation and benefits, and a company culture focused on employee development and collaboration. You’ll have the opportunity to work in a global organization and lead diversification efforts that will redefine our business within the ISS team. What You Will Accomplish Here… As a Director, ISS Sales, you’ll be a strategic partner to executive leadership by leading our efforts in diversifying beyond our core gambling markets. Key responsibilities include: Market Diversification: Conduct market research to identify high-potential sectors and develop strategics on how to tailor offerings to new verticals. Build New Business: Build a strong pipeline of prospects in non-gaming markets through targeted outreach and partnerships. Strategic Leadership: Collaborate closely with marketing, sales, and delivery teams to adapt solutions to meet corporate growth objectives. Strategic Business Partnering: Collaborate with various departments to understand business drivers, align sales growth strategies with company goals, and provide insights to adapt solutions to meet client needs in new sectors Team Enablement: Equip the sales team with the tools and insights for success in unfamiliar markets. Other duties as assigned. How You Will Be Successful… You will be ambitious, proactive, and comfortable working independently. You will be a strategic thinker who turns technical data into compelling business insights. You will be adaptable and ready to pivot strategies in dynamic markets. You will thrive on breaking barriers and building new markets. Required Education, Experience and Skills: 5 + years of progressive experience in market diversification and new business development is required. 5 + years of ISS Sales or cybersecurity services experience. Proven success selling cybersecurity solutions or services, including penetration testing and security audits. Must have a strong understanding of cyber risk, security testing methodologies, and regulatory compliance frameworks. Must have a track record of winning business in competitive, unfamiliar markets. Proficiency in Microsoft Office (Word, Excel, PowerPoint) is required. Must have excellent communication and presentation skills. Must have demonstrated professionalism, including while working under pressure. Must have the ability to handle multiple projects under tight deadlines, while maintaining a realistic balance among priorities. Must demonstrate a high degree of attention to quality, details, and correctness. Must have the ability to read, write, speak, understand, and communicate in English sufficiently to perform the duties of this position. Must live within a reasonable commutable distance to a major airport. Preferred or a Plus: Prior technical experience as a cybersecurity auditor or similar role. Demonstrated ability to lead geographically distributed teams. Bachelor’s degree in Business, Cybersecurity or a related field. Location: Fairfax, VA Schedule: Normal hours are Monday through Friday, 40 hours or more per week. Salary: $120,000 - $135,000 + uncapped commission (1.5% of New Business; OTE $50,000 - $90,000) Travel: Up to 50% travel is required. Benefits: For US based candidates, we offer a competitive total compensation packet, including: Comprehensive Health, Dental, and Vision Insurance 100% Employer Paid Options Currently Available Optional Health and Flexible Savings Accounts 100% Employer Paid Life and Disability Insurances 30 Days Paid Time Off (Per Year) 401K Savings Plan with 100% match up to 3% of your gross annual salary Annual Discretionary Bonus Anniversary Reward Bonus Educational Assistance Program (after 12 months of employment) Mental Health Benefits through our Employee Assistance Program Voluntary Pet Insurance Gaming Laboratories International (GLI) is a gaming services company. Any of our employees may be required to obtain a gaming license within one or all of the gaming jurisdictions. If you are requested by GLI to obtain a gaming license, your continued employment may be contingent on your ability to obtain that gaming license. This job description should not be interpreted as all-inclusive; it is intended to identify the major responsibilities and requirements of the job. The incumbent may be requested to perform other job-related tasks and responsibilities than those stated above. GLI is an Equal Opportunity Employer

Requirements

5 + years of progressive experience in market diversification and new business development is required.
5 + years of ISS Sales or cybersecurity services experience.
Proven success selling cybersecurity solutions or services, including penetration testing and security audits.
Must have a strong understanding of cyber risk, security testing methodologies, and regulatory compliance frameworks.
Must have a track record of winning business in competitive, unfamiliar markets.
Proficiency in Microsoft Office (Word, Excel, PowerPoint) is required.
Must have excellent communication and presentation skills.
Must have demonstrated professionalism, including while working under pressure.
Must have the ability to handle multiple projects under tight deadlines, while maintaining a realistic balance among priorities.
Must demonstrate a high degree of attention to quality, details, and correctness.
Must have the ability to read, write, speak, understand, and communicate in English sufficiently to perform the duties of this position.
Must live within a reasonable commutable distance to a major airport.

Nice To Haves

Prior technical experience as a cybersecurity auditor or similar role.
Demonstrated ability to lead geographically distributed teams.
Bachelor’s degree in Business, Cybersecurity or a related field.

Responsibilities

Market Diversification: Conduct market research to identify high-potential sectors and develop strategics on how to tailor offerings to new verticals.
Build New Business: Build a strong pipeline of prospects in non-gaming markets through targeted outreach and partnerships.
Strategic Leadership: Collaborate closely with marketing, sales, and delivery teams to adapt solutions to meet corporate growth objectives.
Strategic Business Partnering: Collaborate with various departments to understand business drivers, align sales growth strategies with company goals, and provide insights to adapt solutions to meet client needs in new sectors
Team Enablement: Equip the sales team with the tools and insights for success in unfamiliar markets.
Other duties as assigned.