Vice President of Sales

Defendify • Portland, ME

4d • Hybrid

About The Position

Defendify is seeking an experienced Vice President of Sales with deep expertise in cybersecurity, managed security, IT infrastructure, or IT management technology to lead the company's next stage of growth. This executive will be responsible for the complete new business sales strategy, focusing on two customer paths: organizations with internal IT teams and channel partners (MSPs, MSSPs, VARs, resellers, distributors, technology providers, and strategic alliances). This is a key revenue leadership role with accountability for total new recurring revenue. The VP of Sales will define market segmentation, sales resource deployment, partner support, and a go-to-market model to foster growth. Collaboration with the CEO and leaders across marketing, product, customer success, and cybersecurity operations is essential. The role involves assessing current operations, determining future needs, and building the necessary team, structure, and processes for scaling.

Defendify offers an All-In-One Cybersecurity® platform designed for organizations needing robust security without the complexity of managing multiple point products. The platform integrates 13 cybersecurity modules across three layers of protection: Detection & Response, Policies & Training, and Assessments & Testing. This provides a comprehensive solution for organizations with lean IT teams and limited cybersecurity resources, as well as for partners looking to deliver enhanced cybersecurity outcomes to their clients.

Requirements

• Deep sales leadership experience in cybersecurity, managed security, IT infrastructure, or IT management technology is required.
• Candidates must already understand the buyers, partners, products, and competitive dynamics of this market and segment.
• A demonstrated record of building and scaling successful sales teams and consistently delivering new recurring revenue growth within these markets.
• Experience leading sales to organizations with internal IT teams and partner-driven growth, with a strong understanding of how to align both within one go-to-market strategy.
• Experience selling to IT leaders, within small and midsized organizations.
• Credibility within the MSP, MSSP, reseller, distributor, or technology partner ecosystem and a record of turning partnerships into measurable pipeline and revenue.
• Experience creating scalable sales processes, partner programs, commercial models, pipeline discipline, forecasting accuracy, performance standards, and compensation structures.
• The ability to operate strategically while remaining directly involved in important customer, partner, and revenue opportunities.
• Strong leadership, communication, coaching, negotiation, and cross-functional collaboration skills.

Nice To Haves

• This is not a role for someone who wants to inherit a team and manage the existing motion.
• We are looking for a builder who can develop a unified strategy, assemble an exceptional team, create productive routes to market, own revenue goals, and establish a culture of accountability across the entire sales organization.

Responsibilities

• Develop and execute an integrated sales strategy serving organizations with lean internal IT teams and an ecosystem of channel partners and strategic alliances
• Build, lead, and develop the sales organization required to achieve Defendify's growth objectives, including determining the right team structure, roles, coverage, and performance standards
• Create a repeatable sales model and consistently convert qualified market demand into new recurring revenue
• Recruit, activate, enable, and grow productive channel partners while identifying opportunities for resale, referral, distribution, integration, embedded, and strategic relationships
• Establish clear market segmentation, account coverage, partner engagement, commercial models, and rules of engagement that protect partner trust and maintain clear market coverage
• Own total new business pipeline, forecasting, sales productivity, conversion rates, deal quality, sales cycles, performance measurement, and revenue targets
• Work with marketing to create predictable demand, remain involved in strategic customer and partner opportunities, and bring direct market feedback into company planning

Benefits

• A differentiated platform: Lead the sale of 13 cybersecurity modules across three essential security layers instead of another isolated point product
• A large, underserved market: Help bring comprehensive cybersecurity to a broad market of small and midsized organizations with lean IT teams and limited cybersecurity resources.
• Multiple paths to growth: Expand relationships with organizations that manage IT internally while growing an ecosystem of MSPs, MSSPs, resellers, distributors, technology providers, and strategic alliances
• A clear customer need: Help lean IT teams and the partners serving them strengthen cybersecurity without building an enterprise-sized security organization
• An opportunity to build: Design the team, structure, processes, partner ecosystem, and operating model required for the next stage of growth
• Executive influence: Work directly with Defendify's CEO and leadership team to shape company strategy
• A proven growth company: Join an Inc. 5000 honoree recognized for three consecutive years
• A meaningful mission: Help more organizations reduce risk and build stronger, more resilient cybersecurity programs

What This Job Offers

• Job Type: Full-time
• Career Level: Executive
• Education Level: No Education Listed