Director, Strategic Sales

United StatesRemoteFull-timeexecutive

SalesAccount Executive

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Quick Summary

Overview

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Director, Strategic Sales – West based in the United States.

Technical Tools

SalesAccount Executive

The Director, Strategic Sales – West will drive enterprise revenue growth across a portfolio of strategic industry verticals and the Western U.S. market. This senior individual contributor role offers the opportunity to shape territory strategy, develop new markets, and lead complex six- and seven-figure software sales. You will engage directly with C-suite executives and senior security, IT, identity, and procurement leaders to address critical challenges in identity verification and passwordless authentication. Working across direct sales and partner channels, you will build a strong pipeline and manage opportunities from initial discovery through contract execution. You will collaborate closely with Solutions Engineering, Marketing, Partnerships, Product, and Customer Success to deliver customer-focused solutions and support long-term growth. This is an opportunity to make a visible commercial impact in a fast-paced, high-growth technology environment.

Territory and market development
- Own a combination territory comprising one or two assigned industry verticals and the broader Western United States.
- Build and execute territory plans covering account prioritization, whitespace opportunities, and partner engagement.
- Generate qualified pipeline through direct outreach, partner co-selling, industry events, and referral networks.
- Develop relationships with CISO, CIO, VP of Identity, and IT leadership audiences.
- Identify opportunities across identity verification, onboarding, account recovery, step-up authentication, and enterprise passwordless solutions.
- Sales execution and deal management
  - Manage the full sales cycle for new business and expansion opportunities, from discovery to contract signature.
  - Lead executive-level discussions and communicate the business value of identity security solutions.
  - Navigate complex enterprise purchasing processes, including security reviews, legal, procurement, and compliance approvals.
  - Coordinate partner-assisted and partner-sourced opportunities with resellers, value-added resellers, and global systems integrators.
  - Maintain a qualified pipeline capable of supporting quarterly and annual revenue objectives.
  - Customer and stakeholder engagement
    - Serve as the primary executive relationship owner for strategic accounts throughout the sales process.
    - Connect identity security requirements to measurable business outcomes, such as reduced fraud losses, lower help desk volumes, and decreased credential-related risk.
    - Partner with Solutions Engineering to design and deliver proofs of concept aligned with customer needs.
    - Coordinate with Customer Success to support onboarding and identify expansion opportunities.
    - Cross-functional collaboration and reporting
      - Work with sales leadership on territory planning, account strategy, and forecast accuracy.
      - Collaborate with Marketing on industry campaigns, events, case studies, and competitive positioning.
      - Share customer and market feedback with Product to inform integrations, industry requirements, and solution development.
      - Work with Partnerships to activate systems integrators and technology alliances.
      - Maintain accurate CRM records and report on pipeline coverage, win rates, contract values, sales cycle duration, risks, and competitive developments.

Requirements

~1 min read

10+ years of enterprise software sales experience, with a proven record of closing six- and seven-figure SaaS or software deals.
Experience managing a combination territory that includes named industry verticals and a broader geographic market.
Strong understanding of enterprise buying processes and experience engaging CISO, CIO, procurement, legal, and other senior stakeholders.
Familiarity with complex enterprise sales cycles, typically lasting 6–18 months.
Previous experience selling into one or more of the following sectors is strongly preferred:
- Manufacturing
- Financial Services
- Retail
- Business Process Outsourcing (BPO)
- Distribution and Supply Chain
- Travel and Entertainment
- Ability to operate effectively in a high-growth environment with evolving processes and significant individual ownership.
- Excellent communication, negotiation, and presentation skills, with the executive presence to build credibility at C-suite level.
- Based in or able to travel regularly across the assigned U.S. territory.
- Nice to have:
  - Experience selling identity, access management, digital identity, or cybersecurity platforms.
  - Sales experience involving solutions from vendors such as Okta, Ping Identity, Microsoft, SailPoint, Saviynt, or CyberArk.
  - Established relationships with CISO, CIO, or VP of Identity leaders in relevant industries.
  - Experience with channel sales, resellers, systems integrators, or global systems integrators.

What We Offer

~1 min read

✓Competitive compensation package with an on-target earnings range of $325,000–$350,000, including base salary and commission.

✓Equity package.

✓Health, dental, and vision insurance.

✓Unlimited paid time off policy.

✓Remote work arrangement anywhere in the United States, with regular travel within the assigned territory.

✓Opportunity to contribute to a critical commercial function within a high-growth Series B technology company.

✓Collaborative, fast-paced working environment with visible individual impact.

Location & Eligibility

Where is the job

United States

Remote within one country

Who can apply

About this job

Pay per year: $325,000–$350,000 a year; 275% above the $90,000 median for Account Executive jobs on Jobera (7,878 salaries).
Who can apply: United States
Posted: Today
Employer: has 6,125 open jobs on Jobera in 42 countries.