Major Account Director, DACH

About SecurityScorecard

SecurityScorecard is the global leader in cybersecurity ratings, with over 12 million companies continuously rated, operating in 64 countries. Founded in 2013 by security and risk experts Dr. Alex Yampolskiy and Sam Kassoumeh and funded by world-class investors, SecurityScorecard’s patented rating technology is used by over 25,000 organizations for self-monitoring, third-party risk management, board reporting, and cyber insurance underwriting; making all organizations more resilient by allowing them to easily find and fix cybersecurity risks across their digital footprint. 

Headquartered in New York City, our culture has been recognized by Inc Magazine as a "Best Workplace,” by Crain’s NY as a "Best Places to Work in NYC," and as one of the 10 hottest SaaS startups in New York for two years in a row. Most recently, SecurityScorecard was named to Fast Company’s annual list of the World’s Most Innovative Companies for 2023 and to the Achievers 50 Most Engaged Workplaces in 2023 award recognizing “forward-thinking employers for their unwavering commitment to employee engagement.”  SecurityScorecard is proud to be funded by world-class investors including Silver Lake Waterman, Moody’s, Sequoia Capital, GV and Riverwood Capital.

About the Team:

You'll be a part of a top performing sales team that thrives under pressure. Although each person on the team is an individual contributor with an individual goal, everyone shares best practice and looks to help one another. Everyone also has a shared company goal in mind. The team thrives on being independent, but is extremely coachable and open to feedback on how to improve. The team has a mixture of sales veterans and rising enterprise sales stars. The team enjoys being around one another and works well together. The team will fully embrace and support you to help with your success at the company.

About the Role:

We are hiring a seasoned sales leader to grow business in DACH territory. In this role, you will prospect and engage with senior decision makers in Information Security & Risk teams within large enterprise organizations. As a Field Sales Director you will call on accounts at senior levels, have excellent personal relationships in Security & Risk functions, and engage collaboratively with our prospects and customers to present the value of the SecurityScorecard solution. You will report to our EMEA Director, Will Gray.

The position involves both phone/web and frequent face to face value selling however you will be required to reside in territory. The role will involve approximately 30-40% travel within the region.

This position is an opportunity for you to join a high performing, growing team and help expand our business and customer footprint. You will be joining at an exciting time in our journey, as we refocus our go to market as a supply chain detection and response company, combining solutions and services  to increase the value we provide to our customers. 

Attributes

• Sales Execution: Drive revenue growth through a consultative sales approach, working with multiple personas in your target accounts , identifying client needs, presenting. SecurityScorecard solutions, and closing 6 figure, multi year contracts.
• Proactive: Are they on top of it? Organisation and an ability to lean-in can be hard to find. These traits indicate a sales person who can rectify a deal when it goes south and work independently. They show evidence of prior research (reviewing a website, try to understand the product, read a Financial Statement), they follow up an interview and a sales call. They preempt issues. This is great relationship management that builds trust.
• Pipeline Management: Track and manage sales pipelines using Salesforce.com and Clari, ensuring timely follow-up, accurate forecasting, and goal attainment.
• Cross-Functional Collaboration: Work closely with internal teams such as Customer Success, Solutions Architects, and Engineering to ensure a seamless client experience and ongoing support. Connecting SecurityScorecard and Customer Executives .
• Hard Worker: “A” players continue to cold call and prospect, a BDR just scales them. They are still working on the last day of the quarter, still contacting customers and setting meetings even though they hit their number, this ensures the next quarter is just as good as the last
• Authentic: Does the right thing and does not oversell themselves or the customer, uses a consultative selling approach that promotes honesty and puts the customer first and solves their needs not his/her own.
• Active Listener: Are completely present and engaged when they talk to prospects creating deeper and more meaningful conversations that build strong relationships and unlock more information.

Traits and Skills

• Effective verbal and written communication
• Enthusiastic and energetic in nature, can lead a room
• Empathetic, can read a room
• Can detail fundamental sales concepts of account planning
• Understands and use channel effectively
• Has adopted a sales process and qualification methodology
• Metric driven, can understand pipeline, deal sizing, targets and know them
• Ethical: Act in the best interest of the company with transparency

Required Qualifications:

• 6+ years of experience in enterprise software sales with a focus on hunter roles and new customer acquisition & pipeline growth
• Outstanding track record of success managing enterprise accounts and opportunities to closure, consistent over-attainment of quotas of $1M annual recurring revenue
• Strong network of established relationships with key industry contacts in the assigned territory
• Previous cybersecurity experience
• Understands record keeping, sales process, sales methodologies (MEDDIC, etc)

Benefits:

Specific to each country, we offer a competitive salary, stock options, Health benefits, and unlimited PTO, parental leave, tuition reimbursements, and much more!

The estimated total compensation range for this position is $160,000 - $200,000 (base plus bonus). Actual compensation for the position is based on a variety of factors, including, but not limited to affordability, skills, qualifications and experience, and may vary from the range. In addition to base salary, employees may also be eligible for annual performance-based incentive compensation awards and equity, among other company benefits.