Mid-Market Sales Leader

The company is the trusted identity security leader for millions of users worldwide, empowering enterprises, developers, and individuals to securely manage and share sensitive information anywhere. The company makes it easy for all users to extend robust security across their devices with password management, secrets management, and passwordless and passkey innovations. The company is headquartered in Santa Barbara, California with team members located across the globe. Learn more at  the company.com .

The Role

This role leads the North America MidMarket team and is accountable for new logo acquisition and expansion revenue across the segment. The expectations are high: a team that generates its own pipeline, deals that are qualified with discipline, forecasts that hold, and Account Executives who improve every quarter.

This is not an oversight role. The leader in this seat works alongside their team, sets the standard for outbound execution, and uses data to drive performance. It is built for a first-line leader who has already delivered results and wants to operate at the pace and scale of a fast-growing company.

Responsibilities

Deal leadership

• Engage directly in the team's most important opportunities: discovery, executive alignment, mutual close plans, pricing and commercial structure, procurement, and security review.

• Set the standard for value-based selling: quantifying the customer's business pain, building the business case, and tying the company to measurable risk reduction and operational outcomes.

• Diagnose and unblock stalled deals, and use them to raise the skill level of the entire team.

Outbound pipeline generation

• Build and mature a repeatable cold outbound motion with AEs and partnered SDRs: territory and account prioritization, ICP and persona targeting, multi-threaded sequencing, and messaging that resonates with IT, security, and finance buyers.

• Set activity and pipeline-generation standards, inspect them weekly, and hold every AE accountable for self-sourced pipeline.

• Align with Marketing and Sales Development on programs that produce qualified pipeline at a predictable rate.

MEDDPICC and value-based execution

• Run MEDDPICC as the team's operating system across qualification, deal reviews, forecast calls, and win/loss analysis, with value-based selling defining how the team earns and proves each element.

• Inspect every material opportunity for quantified Metrics, a validated Economic Buyer, a tested Champion, clear Decision Criteria and Process, a mapped Paper Process, and an honest read on Competition.

• Deliver an accurate weekly forecast built on deal evidence and maintain CRM data the business can rely on.

Data-driven coaching

• Own the team's KPIs (pipeline generation, coverage, stage conversion, win rate, cycle length, average deal size, and activity-to-outcome ratios) and act on what they show.

• Identify where each AE is losing ground (pipeline creation, qualification, progression, or close) and build targeted coaching plans to close the gap.

• Run a disciplined operating cadence: weekly 1:1s, pipeline and deal reviews, forecast calls, and call reviews.

Team building

• Recruit, hire, onboard, and ramp high-caliber Account Executives, and develop them toward promotion.

• Build a culture of accountability, competitiveness, and continuous improvement.

• Work across Sales Operations, Solutions Engineering, Customer Success, Channel, and Marketing to deliver revenue as one team.

Requirements

• 3–5 years of first-line sales leadership, ideally leading AEs selling security SaaS (identity, access, credential, endpoint, or adjacent categories).

• A proven, documented track record of quota attainment as a leader, and as an individual contributor before that.

• Deep working fluency in MEDDPICC and value-based selling, applied together to qualify, inspect, forecast, and coach.

• A track record of building and maturing a cold outbound pipeline, with the ability to explain exactly how it was done and what it produced.

• Strong analytical skills, including fluency with Salesforce reporting, dashboards, and spreadsheets, and a record of using KPIs to direct coaching and improve AE performance.

• A hands-on approach to leadership, with direct, regular involvement in live deals.

• Strong intellect, a fast learning curve, and the drive to perform in a high-growth environment with demanding targets.

• Experience selling to IT, security, and executive buyers in organizations of roughly250–2,500 employees.

A FEW REASONS TO WORK WITH US

• Our user community loves us and we love them. Come to work each day with a sense of purpose as we bring a more secure internet experience to everyone––from our friends and family to the world’s largest organizations.

• Become an expert in a growing market. You’ll get immersed in the prominent technology markets of security and open source software.

• Learn and grow professionally. Embrace the opportunity to build up your demand generation and product-led growth expertise in a fast-growing startup.

• We are dedicated to building a diverse and talented team. Work remotely with motivated and supportive team members across the world.

In the United States, the starting base compensation range for this role is $145,000- $160,000, plus uncapped variable compensation. Actual compensation may vary based on level, relevant experience, and skill set as assessed in the interview process, as well as market data by location. See our careers page for a list of benefits. Please note that compensation outside the U.S. will differ based on the market.