Enterprise Sales Director-Microsoft

Enterprise Sales Director, Microsoft Security

The company.ai [link for members] | Remote (United States)

Company Overview

The company.ai [link for members] is an AI-native Managed Detection and Response (MDR) company. We combine AI-driven detection engineering with elite analyst expertise to defend security-conscious organizations against the most sophisticated threats. As a strategic Microsoft partner, we are building a differentiated MDR offering on top of the Microsoft Security stack — Sentinel, Defender XDR, Defender for Cloud, Entra, and Purview — so customers can get more value, faster, from the Microsoft investment they already own.

We’re a fast growing startup backed by industry experts and top tier investors led by Crosspoint Capital Partners and also backed by Shield Capital, DTCP (formerly Deutsche Telekom Capital Partners), Deepwork Capital, and the Florida Opportunity Fund. Seed round led by Andreessen Horowitz (a16z). As an early employee, you’ll play a meaningful role in defining and building our culture. Get in on the ground floor. We’re a small but well-funded team that just raised a substantial round – joining now comes with limited risk and unlimited upside

The Role

We are hiring an Enterprise Sales Director, Microsoft Security to lead complex, multi-stakeholder sales cycles in mid-market and enterprise accounts where Microsoft is the dominant security platform. You will partner deeply with Microsoft’s field organization — AEs, CSAs, GBBs, and Partner teams — to develop and close joint pipeline that aligns the company MDR to customer security roadmaps and Microsoft’s strategic priorities.

This is a senior, quota-carrying role for a seller who knows how to navigate Microsoft commercial constructs (E3/E5/E7, MACC/EA/MCA, Azure consumption, Marketplace private offers), build durable Microsoft alliance relationships, and execute disciplined, multi-quarter enterprise security sales motions.

What You’ll Do

• Own and exceed a multi-million-dollar ARR quota across a defined territory or vertical patch.

• Build and execute a Microsoft co-sell strategy — develop relationships across AEs, CSAs/CSAMs, GBBs, STUs, and Partner Development Managers; drive joint account planning and shared pipeline.

• Position the company MDR alongside customers’ existing Microsoft Security investments, leveraging Sentinel, Defender XDR, Defender for Cloud, Entra, and Purview deployments to land and expand.

• Transact through the optimal commercial path for each customer: direct, Microsoft Marketplace, private offer, or Partner Center co-sell.

• Run rigorous discovery, MEDDPICC/MEDDIC qualification, and executive value selling — articulate ROI to CISOs, CIOs, and security leadership.

• Partner with Sales Engineering, Detection Engineering, and Customer Success to scope, validate, and operationalize MDR engagements.

• Maintain accurate forecasting, pipeline hygiene, and account intelligence in CRM.

• Represent the company at Microsoft field events, MISA gatherings, and industry conferences.

Required Experience

• 5+ years of enterprise security sales experience with demonstrated success selling Microsoft Security solutions across Azure (Sentinel, Defender for Cloud) and M365 (Defender XDR, Entra, Purview) into mid-market and enterprise accounts.

• Working knowledge of Microsoft commercial constructs — including E3/E5/E7 and security add-on SKUs, MACC/EA/MCA agreements, Azure consumption motions, and Microsoft Marketplace / private offer transaction paths — with the ability to position the company MDR alongside the customer’s existing Microsoft investment.

• Proven track record co-selling with Microsoft field sellers (AE, CSA, GBB, Partner teams), navigating Partner Center and co-sell motions, and building joint pipeline that aligns to Microsoft’s security priorities and customer roadmaps.

• Consistent attainment of $2M+ annual quota selling cybersecurity or adjacent enterprise software.

• Strong executive presence with the ability to lead CISO- and CIO-level conversations.

• Experience navigating complex, multi-threaded sales cycles across security, IT, and procurement stakeholders.

• Bachelor’s degree or equivalent professional experience.

Nice to Have

• Microsoft Certified: AZ-900 (Azure Fundamentals) or SC-900 (Security, Compliance, and Identity Fundamentals).

• Existing relationships within Microsoft’s security field organization or the MISA partner community.

• Prior experience at a Microsoft-aligned security ISV, MSSP, or MDR provider.

• Familiarity with MEDDPICC, Command of the Message, or similar enterprise sales methodologies.

• Experience selling MDR, MSSP, or SOC-as-a-Service offerings.

Why the company.ai [link for members]

• Help build the category-defining MDR offering on the Microsoft Security stack.

• Strategic Microsoft partnership with active co-sell motion and Marketplace transactability.

• Work alongside elite detection engineers and analysts solving the hardest defender problems.

• Remote-first culture with a senior, high-trust team.

• Competitive compensation, meaningful equity, and comprehensive benefits.

Equal Opportunity

The company.ai [link for members] is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.