Director, Strategic Sales

This position is listed on behalf of a partner company, which manages all applications and next steps. Our partner is looking for a Director, Strategic Sales based in the United States. As Director, Strategic Sales, you will drive enterprise revenue growth by developing strategic accounts and expanding market presence across key industries and the South Central United States. You will own complex, high-value sales cycles from prospecting and discovery through negotiation and contract execution. Working closely with C-suite executives, technology leaders, and channel partners, you will position innovative identity verification and passwordless authentication solutions against critical cybersecurity and fraud challenges. This role combines strategic territory planning, hands-on business development, and executive relationship management. You will collaborate with cross-functional teams to strengthen market positioning, accelerate pipeline growth, and deliver measurable business outcomes. Join a fast-growing, innovation-driven environment where your commercial expertise and market impact can help shape the future of digital identity security. \n Accountabilities

Drive territory and market development:

Develop and execute a strategic territory plan covering assigned industry verticals and the broader South Central U.S. market, prioritizing target accounts, identifying growth opportunities, and expanding partner coverage.

Build and manage a strong sales pipeline:

Generate qualified opportunities through direct prospecting, partner collaboration, industry events, and professional networks while maintaining sufficient pipeline coverage to achieve quarterly and annual revenue targets.

Lead end-to-end enterprise sales:

Manage complex sales cycles for new business and account expansion, from initial discovery and solution positioning to executive presentations, negotiations, and contract closure, with a focus on six- and seven-figure deals.

Engage executive stakeholders:

Establish trusted relationships with CISOs, CIOs, identity leaders, security executives, and procurement teams, translating technical challenges into measurable business value, including reduced fraud losses, lower support costs, and improved security.

Position identity security solutions:

Communicate the value of identity verification and passwordless authentication, aligning solutions with industry-specific requirements, regulatory obligations, fraud prevention, and operational efficiency.

Manage strategic accounts and partnerships:

Coordinate with resellers, value-added resellers, global systems integrators, and technology partners to develop joint opportunities and accelerate enterprise adoption.

Coordinate technical validation and customer success:

Partner with Solutions Engineering to design and execute proofs of concept, ensuring technical requirements are met, and collaborate with Customer Success to support onboarding and future expansion.

Strengthen cross-functional execution:

Work with Sales leadership, Marketing, Product, and Partnerships teams to refine account strategies, develop industry-specific campaigns and sales materials, share competitive intelligence, and identify product or integration opportunities.

Maintain accurate reporting and forecasts:

Keep CRM records up to date, monitor pipeline health, win rates, contract values, and sales-cycle duration, and communicate progress, risks, and competitive developments to sales leadership.

Deliver measurable commercial results:

Consistently secure new enterprise customers, establish a strong presence in target industries, and build lasting relationships with strategic decision-makers across the territory.

Requirements:

Enterprise sales experience:

At least 10 years of enterprise software sales experience, with a proven track record of closing high-value SaaS or software contracts in the six- and seven-figure range.

Territory management expertise:

Demonstrated ability to manage a combination of assigned industry verticals and a broader geographic territory, prioritizing opportunities and allocating resources effectively.

Complex deal management:

Experience navigating enterprise purchasing processes and sales cycles typically lasting 6–18 months, including security assessments, legal reviews, procurement negotiations, and compliance requirements.

Industry knowledge:

Previous experience selling into one or more of the following sectors is strongly preferred: manufacturing, financial services, retail, business process outsourcing (BPO), distribution and supply chain, or travel and entertainment.

Executive communication skills:

Excellent presentation, negotiation, and relationship-building abilities, with the confidence and credibility to engage C-suite executives and senior technology and security stakeholders.

Commercial and strategic mindset:

Strong prospecting, pipeline development, account planning, forecasting, and competitive positioning skills, combined with a results-oriented approach and the ability to work independently.

Adaptability in a high-growth environment:

Comfortable taking ownership, working with evolving processes, and collaborating across teams in a fast-paced, entrepreneurial organization.

Geographic availability:

Based in the United States and able to travel regularly throughout the South Central region to support customer meetings, partner engagements, and industry events.

Preferred technical and domain expertise:

Experience in identity verification, identity and access management (IAM), digital identity, cybersecurity, or passwordless authentication is an advantage.

Preferred competitive and partner experience:

Familiarity with platforms and vendors such as Okta, Ping Identity, Microsoft, SailPoint, Saviynt, or CyberArk, as well as experience in channel sales, reseller relationships, or systems integrator partnerships, is desirable.

Established industry relationships:

Existing connections with CISOs, CIOs, identity leaders, and other enterprise decision-makers within the target industries are a plus.

Benefits:

Competitive salary and equity package.

Health, dental, and vision insurance.

Unlimited paid time off (PTO).

Fully remote work within the United States.

Opportunity to make a meaningful impact in a high-growth technology company at the Series B stage.

A collaborative, fast-paced working environment that encourages ownership, innovation, and professional growth.

The opportunity to help shape enterprise identity security and passwordless authentication strategies across major industries.

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