Sales Manager/Director

Job description

Who you are: The Sales manager/Director will manage all U.S. revenue-generating activities and be responsible for driving new business growth and customer expansion. In this role, you will help build and manage a high-performing sales organization while partnering closely with marketing, delivery and executive leadership to accelerate revenue growth and expand IOActive’s market presence. The ideal candidate brings a proven track record of offensive cybersecurity sales management, experience managing geographically distributed teams, a deep understanding of the professional services model and a strong network within enterprise security organizations and executive buyer communities. What you'll do: Revenue Management Own U.S. bookings, pipeline, and revenue targets. Manage pipeline hygiene across the US sales team. Drive predictable pipeline generation and forecasting accuracy. In partnership with senior leadership, manage territory, account, and vertical strategies focused on high-growth opportunities. Team Leadership Support onboarding, training and coaching new hires. Foster a culture of accountability, collaboration, and continuous improvement. Conduct regular pipeline reviews, deal inspections, and performance coaching. Strategic Account Growth Personally engage with strategic enterprise opportunities and executive-level relationships. Conduct regular account-based marketing reviews with the team. Develop expansion strategies within existing clients. Support complex negotiations and large consulting engagements. Build executive relationships with CISOs, CIOs, CTOs, CROs, and Board-level stakeholders. Market Development Identify emerging cybersecurity trends and new market opportunities. Collaborate with Marketing on campaigns, events, and demand-generation programs. Represent IOActive at industry conferences, customer events, and executive briefings. Forecasting & Operations Maintain accurate Salesforce hygiene and forecasting discipline. Provide weekly, monthly, and quarterly business reviews. In partnership with senior leadership, develop and manage KPI frameworks focused on activity, pipeline creation, win rates, and revenue attainment. Partner closely with Finance and Services on planning and resource allocation. What you bring: 10+ years of enterprise cybersecurity sales experience. 5+ years leading sales teams in cybersecurity professional services, offensive security consulting, etc. Demonstrated success managing teams responsible for $20M+ annual revenue. Experience selling: Penetration Testing Red Team Services Product Security AI Security Assessments Cloud Security OT/ICS Security Security Consulting Strong executive presence with the ability to engage C-level stakeholders. Proven experience building repeatable sales processes and scaling teams. What We Offer 🎯 A chance to work with an industry leader in cyber security 💡 Access to world-class technical teams and research 🏆 A high-energy, collaborative team that values innovation 💻 Flexibility—work remotely or from the office as needed ✈️ Opportunities for travel 💰 Competitive compensation and performance-based incentives: Base Compensation $150k-$200k (based on experience, background and location) plus sales commission plan. If this sounds like your kind of challenge, we’d love to hear from you. Let’s talk! Why I O Active: We have over 25 years of experience that’s established and stable; yet high-growth with the energy, passion and dynamic work environment of a startup. We are renowned for our innovation and thought leadership within our high-profile, cutting edge space. We're one of “the good guys” doing crazy cool stuff to thwart bad guys in a critically important business, social and political arena. Our work is great fun with great importance. Above all else, we value our people and our customers. Relationships matter. IOActive is an equal opportunity employer that is committed to diversity and inclusion in the workplace. We prohibit discrimination and harassment of any kind based on race, color, sex, religion, sexual orientation, national origin, disability, genetic information, pregnancy, or any other protected characteristic as outlined by federal, state, or local laws. This policy applies to all employment practices within our organization, including hiring, recruiting, promotion, termination, layoff, recall, leave of absence, compensation, benefits, training, and apprenticeship. IOActive makes hiring decisions based solely on qualifications, merit, and business needs at the time. OUR MISSION UNITES US "Making the world a safer and more secure place. " It’s our mission, plain and simple. It drives everything we do – from research to client work to community involvement. And it unifies our global team into an elite force with integrity, fierce passion, and relentless creativity that doesn’t just “push the envelope” or “think outside the box.” We shred the envelope, crush the box, and we have fun doing it. We are always looking for people who share our mission to join us. About IOActive: IOActive, a trusted partner for Global 1000 enterprises, provides research-fueled security services across all industries. Our cutting-edge cybersecurity teams provide highly specialized technical and programmatic services including full-stack penetration testing, program efficacy assessments, and hardware hacking. IOActive brings a unique attacker’s perspective to every engagement to maximize cybersecurity investments and improve the security posture and operational resiliency of our clients. Founded in 1998, IOActive is headquartered in Seattle with global operations, including state of the art hardware hacking labs in Seattle, WA, Madrid, Spain and Cheltenham, UK.