Vice President of Sales

Job description

Build the team. Expand our reach. Drive growth. Own Defendify’s sales growth. Drive sales with organizations that manage IT internally and rapidly expand our network of channel partners and strategic alliances. Defendify is looking for an experienced Vice President of Sales with deep experience in cybersecurity, managed security, IT infrastructure, or IT management technology to build and lead the next stage of our growth. This executive will own the company's complete new business sales strategy across two distinct customer paths: organizations that manage IT internally and channel partners that deliver technology and cybersecurity services to their customers. Our channel partner ecosystem includes Managed Service Providers (MSPs), Managed Security Service Providers (MSSPs), VARs, resellers, distributors, technology providers, and strategic alliances. This is an executive revenue leadership role with clear accountability for total new recurring revenue. You will determine how Defendify should segment the market, deploy its sales resources, support its partners, and build a coordinated go-to-market model that gives each customer path room to grow. You will work closely with Defendify's CEO and leaders across marketing, product, customer success, and cybersecurity operations. You will have the opportunity to assess what is working today, determine what the next stage requires, and assemble the team, structure, and processes needed to scale. Defendify has been named to the Inc. 5000 list of America's fastest-growing private companies three years in a row and serves thousands of organizations worldwide. Our All-In-One Cybersecurity® platform offers a differentiated alternative to a market crowded with disconnected point products, separate vendors, multiple contracts, and tools that were never designed to work together. For the right sales leader, that creates a significant opportunity: a proven platform, a clear customer problem, a large addressable market, distinct paths to market, and considerable room to build the revenue organization that drives Defendify's next stage. The Growth Opportunity Defendify is purpose-built for organizations that need stronger cybersecurity but cannot continuously evaluate, purchase, operate, and coordinate a growing collection of security products and providers. Many of our customers have lean internal IT teams managing infrastructure, users, applications, support, and security simultaneously. They have limited cybersecurity resources and no internal security operations center. They need practical cybersecurity capabilities, experienced guidance, and continuous protection without having to build a large internal security organization. Our partners include MSPs, MSSPs, resellers, distributors, technology providers, and strategic organizations that want to deliver more complete cybersecurity outcomes to the customers and communities they serve. As the leader of the sales organization, you will create clear market coverage, partner engagement, and operating rules that keep partner relationships trusted and productive while giving each customer path room to grow. Defendify brings together 13 cybersecurity modules across three essential layers of protection, all within one platform. Detection & Response helps customers prepare for and respond to cyber threats through 24/7 U.S.-based Managed Detection and Response, incident response planning, and cybersecurity threat alerts. Policies & Training strengthens the human layer through phishing simulations, security awareness training, and acceptable-use policies that promote secure behaviors and reduce human risk. Assessments & Testing helps organizations identify vulnerabilities and prioritize improvements through cybersecurity assessments, penetration testing, vulnerability scanning, compromised-password scanning, and website scanning. All customers can begin with the capabilities that address immediate priorities and expand over time. Instead of managing or reselling another isolated security product, they can deliver multiple layers of cybersecurity through one scalable platform backed by real cybersecurity experts. What You'll Own Develop and execute an integrated sales strategy serving organizations with lean internal IT teams and an ecosystem of channel partners and strategic alliances Build, lead, and develop the sales organization required to achieve Defendify's growth objectives, including determining the right team structure, roles, coverage, and performance standards Create a repeatable sales model and consistently convert qualified market demand into new recurring revenue Recruit, activate, enable, and grow productive channel partners while identifying opportunities for resale, referral, distribution, integration, embedded, and strategic relationships Establish clear market segmentation, account coverage, partner engagement, commercial models, and rules of engagement that protect partner trust and maintain clear market coverage Own total new business pipeline, forecasting, sales productivity, conversion rates, deal quality, sales cycles, performance measurement, and revenue targets Work with marketing to create predictable demand, remain involved in strategic customer and partner opportunities, and bring direct market feedback into company planning What Success Looks Like A focused, accountable sales organization is in place, with the right talent, structure, coverage, processes, and performance standards to deliver Defendify's growth objectives Pipeline creation, forecasting, conversion, and new recurring revenue are predictable, measurable, and consistently delivered against plan Defendify is expanding relationships with organizations that manage IT internally while building a productive ecosystem of channel partners and strategic alliances Clear market coverage and rules of engagement protect partner trust and give each customer path room to grow Sales productivity, deal quality, win rates, and customer acquisition improve, while customer and partner insight actively shapes company strategy A KPI-driven sales operating rhythm is established, with clear metrics, accountability, and performance management aligned with Defendify’s business goals. What We're Looking For Deep sales leadership experience in cybersecurity, managed security, IT infrastructure, or IT management technology is required. Candidates must already understand the buyers, partners, products, and competitive dynamics of this market and segment A demonstrated record of building and scaling successful sales teams and consistently delivering new recurring revenue growth within these markets Experience leading sales to organizations with internal IT teams and partner-driven growth, with a strong understanding of how to align both within one go-to-market strategy Experience selling to IT leaders, within small and midsized organizations Credibility within the MSP, MSSP, reseller, distributor, or technology partner ecosystem and a record of turning partnerships into measurable pipeline and revenue Experience creating scalable sales processes, partner programs, commercial models, pipeline discipline, forecasting accuracy, performance standards, and compensation structures The ability to operate strategically while remaining directly involved in important customer, partner, and revenue opportunities Strong leadership, communication, coaching, negotiation, and cross-functional collaboration skills Why Join Defendify A differentiated platform : Lead the sale of 13 cybersecurity modules across three essential security layers instead of another isolated point product A large, underserved market : Help bring comprehensive cybersecurity to a broad market of small and midsized organizations with lean IT teams and limited cybersecurity resources. Multiple paths to growth : Expand relationships with organizations that manage IT internally while growing an ecosystem of MSPs, MSSPs, resellers, distributors, technology providers, and strategic alliances A clear customer need : Help lean IT teams and the partners serving them strengthen cybersecurity without building an enterprise-sized security organization An opportunity to build : Design the team, structure, processes, partner ecosystem, and operating model required for the next stage of growth Executive influence : Work directly with Defendify's CEO and leadership team to shape company strategy A proven growth company : Join an Inc. 5000 honoree recognized for three consecutive years A meaningful mission : Help more organizations reduce risk and build stronger, more resilient cybersecurity programs Location We are especially interested in candidates who can spend meaningful time with us in Portland, Maine, though we are open to the right person regardless of location. Our headquarters are on the top floor of a building on Commercial Street in the heart of Portland's Old Port, overlooking Casco Bay. For someone who values in-person collaboration, it is an exceptional place to work, build, and win with the team. This is not a role for someone who wants to inherit a team and manage the existing motion. We are looking for a builder who can develop a unified strategy, assemble an exceptional team, create productive routes to market, own revenue goals, and establish a culture of accountability across the entire sales organization. You will not simply lead sales. You will build the revenue engine that drives Defendify's next stage of growth.