General Manager of North America

SANS Institute

1d • Remote

About The Position

We are seeking a General Manager of North America to join our North America team. This role plays a key part in
leading and managing the full P&L for the North American region. Additionally, this role is responsible for driving both topline revenue growth and bottom-line profitability by localizing and executing global revenue strategies and developing regional initiatives that optimize sales and backend consumption. The General Manager of North America will lead cross-functional collaboration with global teams, ensuring that North American goals align with global objectives while adapting to regional market dynamics.

This position reports directly to the COO and partners closely with the CRO (dotted-line) to align North America execution with global revenue and go-to-market strategy. The role leads the North America business unit team and regional operations, working through direct and matrixed leadership across sales and operations functions.

Requirements

• Bachelor’s degree in business, marketing, finance, or a related field; MBA or equivalent advanced degree preferred.
• 10–15+ years of demonstrated general manager / business unit leadership experience with clear accountability for revenue and full P&L results.
• Proven success leading cross-functional and matrixed organizations, driving revenue and profitability targets across sales, marketing, and operations.
• Experience operating within a global revenue organization, partnering with a Chief Revenue Officer (or equivalent) to align regional execution with global strategy.
• Demonstrated ability to scale businesses and adapt strategies across a region, including working effectively with global teams and navigating cross-cultural dynamics.
• Strong strategic and financial acumen, including budgeting, forecasting, and executive-level P&L management, with a track record of effective resource allocation.
• Demonstrated ability to lead organizational change and large-scale transformations while fostering innovation and thoughtful, calculated risk-taking.
• Strong decision-making skills, with experience setting priorities and driving execution in a complex, fast-paced environment.
• Experience in the cybersecurity, technology, or professional services industries (or related knowledge-services markets) strongly preferred.
• Passion for mission-driven work and advancing global cybersecurity capabilities.
• Ability to travel up to 50% of the time.
• Unrestricted authorization to work in the USA; visa sponsorship is not available.

Nice To Haves

• MBA or equivalent advanced degree preferred.
• Experience in the cybersecurity, technology, or professional services industries (or related knowledge-services markets) strongly preferred.

Responsibilities

• Own the North America P&L, including the annual operating plan, budget, forecasting, expense management, and profitability levers.
• Deliver North America revenue targets and pipeline health through disciplined forecasting, operating cadence, and performance management.
• Partner closely with the CRO and global revenue leadership to translate global go-to-market strategy (segments, offers, pricing/discount guardrails, territories, and compensation levers) into North America execution and provide regional insights that inform global decisions.
• Lead regional execution across sales, customer success/account management, marketing activation, and operations to improve acquisition, renewals, and customer “consumption” of SANS training and certifications.
• Build and lead the North America leadership team; set clear goals, accountability, and performance standards; coach and develop talent.
• Develop and maintain executive relationships with key accounts and partners; engage directly in strategic deals, renewals, and escalations.
• Monitor market and competitive trends; identify regional growth opportunities and recommend investment shifts to maximize impact.
• Ensure a consistent customer experience and strong brand presence in North America, aligned with the SANS Promise.
• Drive cross-functional alignment with matrixed global teams (Global Marketing, GIAC, Digital, Product, Curriculum, Finance, HR, and others) to execute regional priorities and remove blockers.
• Perform other related duties as assigned.

Benefits

• Competitive base salary, bonus opportunities, and a 401(k) plan with company match.
• Robust medical, dental, and vision plans; company-provided short term disability; optional long-term disability, supplemental life and AD&D insurance for employees and dependents; voluntary benefits including accident insurance and identity theft protection; fitness and wellness programs; and a company paid employee assistance program (EAP).
• Generous paid time off, including volunteer time.
• Access to professional development and SANS training opportunities.

What This Job Offers

• Job Type: Full-time
• Career Level: Executive
• Number of Employees: 501-1,000 employees