Vice President of Sales

Defendify•Portland, ME

9d•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 building and executing the complete new business sales strategy, focusing on two distinct customer paths: organizations that manage IT internally and channel partners (MSPs, MSSPs, VARs, resellers, distributors, technology providers, and strategic alliances). This is a critical revenue leadership role with direct accountability for total new recurring revenue. The VP of Sales will define market segmentation, sales resource deployment, partner support strategies, and a coordinated go-to-market model. Collaboration with the CEO and leaders across marketing, product, customer success, and cybersecurity operations will be essential. The role involves assessing current operations, determining future needs, and assembling the necessary team, structure, and processes for scaling. Defendify, an Inc. 5000 honoree for three consecutive years, offers a proven All-In-One Cybersecurity® platform that addresses the market's need for integrated security solutions, contrasting with fragmented point products. The opportunity lies in a proven platform, a clear customer problem, a large addressable market, distinct market paths, and the chance to build a robust revenue organization.

Requirements

Deep sales leadership experience in cybersecurity, managed security, IT infrastructure, or IT management technology.
Understanding of the buyers, partners, products, and competitive dynamics of the cybersecurity market and segment.
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.
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.