Sales Director (US West)

Securityscorecard • Los Angeles, CA

6d • $400,000 - $450,000 • Remote

About The Position

SecurityScorecard is seeking a high-impact Sales Director to lead a team of Enterprise Account Executives across the Western U.S. (Pacific Time Zone). This role is designed for a hands-on deal leader and coach who actively participates in closing complex Enterprise deals by removing obstacles, shaping deal strategy, and coaching sellers in real time—while building a high-performing team and driving consistent execution against ambitious enterprise revenue targets.
This role does not require personal quota ownership. Instead, the Sales Director is accountable for the team number, forecasting accuracy, and ensuring deals progress efficiently through active leadership engagement where leverage is highest.
The Sales Director will lead, develop, and hold accountable a team of ~8 Enterprise sellers, while maintaining direct involvement in key strategic opportunities. This role reports into senior sales leadership and plays a critical role in driving new logo acquisition, enterprise expansion, and adoption of SecurityScorecard's market-leading cybersecurity ratings and risk management platform.

Requirements

• 10+ years of progressive sales experience, with direct, hands-on experience selling cybersecurity solutions into Enterprise customers.
• Proven experience leading Enterprise Account Executives in a cybersecurity environment as a hands-on deal leader and coach.
• Demonstrated success managing Enterprise sales teams with $5M-$10M+ aggregate quotas, across long, complex sales cycles.
• Strong understanding of cybersecurity risk, third-party risk management, attack surface management, or related security domains, and the ability to translate technical risk into business impact.
• Track record of coaching sellers live in deals, improving deal quality, and increasing win rates in competitive security sales environments.
• Experience selling to C-level and senior executive stakeholders (CISO, CIO, CRO, Risk, Compliance, or equivalent).
• Demonstrated ability to build, scale, and upgrade sales teams, including hiring, performance management, and development of underperforming and high-potential reps.
• Comfortable operating in high-accountability, metrics-driven environments with aggressive targets and clear performance expectations.
• Strong forecasting discipline, pipeline inspection skills, and experience running structured deal reviews.
• Based on the U.S. West Coast to maintain close proximity to Enterprise sellers and customers.

Nice To Haves

• A strong desire to be in the field with reps and customers, not managing from behind a desk.
• A coaching mindset with the ability to upgrade talent and elevate performance.
• Comfort with accountability, transparency, and performance-driven environments.
• Passion for cybersecurity and helping enterprises understand and manage cyber risk.
• The ability to thrive in a fast-paced, high-growth, execution-focused culture.

Responsibilities

• Lead, coach, and develop a high-performing team of Enterprise Account Executives operating in the Western U.S.
• Act as a hands-on deal leader, joining customer meetings, removing blockers in complex deal cycles, and providing real-time coaching in active opportunities.
• Drive a culture of competitiveness, accountability, and execution excellence across the team.
• Set clear performance expectations and hold reps accountable to quota attainment, deal quality, and execution rigor.
• Own performance against a multi-million-dollar Enterprise team quota, leading a team of ~8 Account Executives with ~$1.75M individual quotas.
• Focus on Enterprise customers defined as 5,000+ employees or $750M+ in annual revenue.
• Balance new logo acquisition with expansion and upsell opportunities within existing Enterprise accounts.
• Ensure consistent pipeline generation, coverage, and conversion across the team.
• Partner with reps on territory planning, account prioritization, and whitespace analysis.
• Inspect deals regularly to identify risk, remove blockers, and improve close rates.
• Coach sellers on structuring, positioning, and advancing complex, multi-stakeholder Enterprise deals.
• Drive disciplined execution across long sales cycles and high-value opportunities.
• Regularly engage with CISOs, CIOs, CROs, Risk Leaders, and other executive stakeholders.
• Help position SecurityScorecard as a strategic risk management partner, not just a point solution.
• Coach reps on messaging tied to third-party risk, cyber exposure, and business outcomes.
• Work closely with Sales Engineers, Channel Managers, Marketing, Customer Success, and MAX teams to drive deal success.
• Leverage channel and alliance partners where appropriate to extend reach and accelerate enterprise opportunities.
• Ensure tight alignment across functions throughout the full sales cycle.
• Own accurate team-level forecasting through disciplined pipeline inspection and deal review.
• Monitor pipeline health, leading indicators, and rep-level performance metrics.
• Partner with Sales Operations to maintain CRM accuracy, pipeline hygiene, and process consistency.

Benefits

• Specific to each country, we offer a competitive salary, stock options, Health benefits, and unlimited PTO, parental leave, tuition reimbursements, and much more!

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed
• Number of Employees: 501-1,000 employees