Head of Sales

Job description

### **About Scanner** Companies should be able to ask any question of any real-world data set, even massive ones, and get an answer effectively instantly. That's the future we're building. We're starting with security teams, who face this problem most acutely: searching massive log volumes to detect threats, investigate incidents, and hunt for compromised systems. We're expanding to infrastructure teams, DevOps, and SREs with similar challenges across observability data and system logs. Ultimately, any team dealing with large-scale data should have instant answers. Scanner is a Security Data Lake that lets teams search and detect across petabytes of data in seconds, retain everything forever, and maintain full custody of their data. Ramp, Notion, Confluent, and BeyondTrust use Scanner to analyze security logs faster, and on more data, than ever before. Our customers span fintech, healthtech, AI, and banking. At conferences like AWS re:Invent, we run 30+ demos over four days. The demand is real and scaling up. We're also the Security Data Lake built for AI. More than a third of our customers have built agents on Scanner since we launched MCP support weeks ago, for automated investigation, detection engineering, and alert triage. Traditional systems are too slow and expensive for AI to iterate on. Scanner isn't. We're 25 full-time, funded by Sequoia, CRV, SVCI, and Mantis VC, and growing fast. You'll join a high-trust team where your work shapes our story, pipeline, and revenue trajectory. ### **The Role** We're looking for a Head of Sales to build and lead the sales organization that takes Scanner through its next stage of growth. This is a player-coach role for someone who has scaled enterprise sales teams before and still wants to be directly involved in strategic deals, customers, and closing business. You'll build the sales organization from the ground up: hiring, sales strategy, forecasting, enablement, compensation, and the operating systems required to scale. You'll stay close to CISOs, security leaders, and technical buyers while working directly with the CEO and cross-functional leaders to shape Scanner's broader GTM strategy. ### ### **What you'll own** Build & Scale - Build Scanner's sales organization, operating model, and enterprise sales playbook from the ground up. - Recruit, onboard, coach, and develop a high-performing team of Enterprise and Corporate Account Executives. - Build scalable onboarding, enablement, methodology, and operating rhythms without unnecessary bureaucracy. Sell - Remain actively involved in strategic enterprise opportunities and executive customer relationships. - Help the team navigate technical evaluations, buying committees, procurement, security reviews, and negotiations. - Drive deal velocity and land-and-expand strategies across mid-market and enterprise accounts. Lead - Set a high bar for prospecting, discovery, technical credibility, deal strategy, negotiation, and execution. - Coach sellers through live deals and build a culture of accountability, urgency, and customer focus. - Develop future sales leaders as the organization grows. Operate - Own forecasting, pipeline management, territories, quotas, capacity planning, compensation, and CRM discipline. - Establish clear operating rhythms for pipeline inspection, deal reviews, forecasting, and performance. - Continuously identify what needs to change or be built as the company scales. Partner - Work closely with Marketing on ICP, account strategy, messaging, campaigns, and pipeline creation. - Partner with Sales Engineering on technical evaluations and POCs, and bring structured customer feedback to Product and Engineering. - Work directly with the founders on GTM strategy, pricing, positioning, organizational design, and growth planning. ### **Must have** - 8–10+ years of B2B enterprise sales experience, including meaningful leadership experience building and managing high-performing teams. - Deep cybersecurity sales experience, ideally across SIEM, security analytics, security data platforms, detection and response, observability, or adjacent infrastructure. - Proven success selling complex technical products into large enterprises and navigating multi-stakeholder buying processes. - Experience building a sales organization from scratch, not simply inheriting an established team and playbook. - Strong track record recruiting, developing, and ramping excellent sellers. - Strong command of forecasting, pipeline management, territories, quotas, compensation, capacity planning, and CRM discipline. - Player-coach mentality with the desire to remain personally involved in important customer conversations and deals. - Excellent executive presence, technical credibility with security practitioners, and the ability to add structure without slowing down a fast-moving startup. **Nice to have** - Experience scaling sales at an early-stage, venture-backed company through rapid growth. - Experience turning founder-led sales into a repeatable enterprise sales motion. - Deep network of cybersecurity sales talent and existing relationships with CISOs and security leaders. - Experience shaping pricing, packaging, segmentation, territories, or sales compensation. ### ### **Why you'll love working here** - **High-impact seat at the table.** Work directly with the founders to shape revenue, GTM strategy, and how we win the market. - **Builder role, not maintainer.** Architect the sales team, operating model, and playbook rather than inheriting a pre-packaged machine. - **Stay close to customers.** Continue working directly with sophisticated security teams and strategic enterprise customers. - **Product-market momentum.** Sell a differentiated Security Data Lake trusted by teams like Ramp, Notion, and BeyondTrust, alongside a tight, senior team that moves fast and cares deeply about product and growth. ### ### **Compensation & Benefits** Competitive salary, meaningful equity, and comprehensive benefits (Medical, Dental, Vision, 401k, commuter). Hybrid/remote-friendly with regular in-person collaboration in San Francisco, Mountain View, and Seattle.