Sales Director (US West)

About SecurityScorecard:

SecurityScorecard is the global leader in cybersecurity ratings, with over 12 million companies continuously rated, operating in 64 countries. Founded in 2013 by security and risk experts Dr. Alex Yampolskiy and Sam Kassoumeh and funded by world-class investors, SecurityScorecard’s patented rating technology is used by over 25,000 organizations for self-monitoring, third-party risk management, board reporting, and cyber insurance underwriting; making all organizations more resilient by allowing them to easily find and fix cybersecurity risks across their digital footprint.

Headquartered in New York City, our culture has been recognized by Inc Magazine as a "Best Workplace,” by Crain’s NY as a "Best Places to Work in NYC," and as one of the 10 hottest SaaS startups in New York for two years in a row. Most recently, SecurityScorecard was named to Fast Company’s annual list of theWorld’s Most Innovative Companies for 2023 and to the Achievers 50 Most Engaged Workplaces in 2023 award recognizing “forward-thinking employers for their unwavering commitment to employee engagement.” SecurityScorecard is proud to be funded by world-class investors including Silver Lake Waterman, Moody’s, Sequoia Capital, GV and Riverwood Capital.

About the Role:

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.

Key Responsibilities:

Sales Leadership & Execution

• 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.

Enterprise Revenue Ownership

• 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.

Territory & Deal Strategy

• 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.

Customer & Executive Engagement

• 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.

Cross-Functional & Channel Collaboration

• 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.

Forecasting & Operational Rigor

• 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.

Required Qualifications:

• 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.

What You'll Bring:

• 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.

Benefits:

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

The estimated total compensation range for this position is $400,000 - $450,000 (base plus bonus). Actual compensation for the position is based on a variety of factors, including, but not limited to affordability, skills, qualifications and experience, and may vary from the range. In addition to base salary, employees may also be eligible for annual performance-based incentive compensation awards and equity, among other company benefits.

SecurityScorecard is committed to Equal Employment Opportunity and embraces diversity. We believe that our team is strengthened through hiring and retaining employees with diverse backgrounds, skill sets, ideas, and perspectives. We make hiring decisions based on merit and do not discriminate based on race, color, religion, national origin, sex or gender (including pregnancy) gender identity or expression (including transgender status), sexual orientation, age, marital, veteran, disability status or any other protected category in accordance with applicable law.

We also consider qualified applicants regardless of criminal histories, in accordance with applicable law. We are committed to providing reasonable accommodations for qualified individuals with disabilities in our job application procedures. If you need assistance or accommodation due to a disability, please contact [email protected].

Any information you submit to SecurityScorecard as part of your application will be processed in accordance with the Company’s privacy policy and applicable law.

SecurityScorecard does not accept unsolicited resumes from employment agencies. Please note that we do not provide immigration sponsorship for this position. #LI-DNI