Manager, XDR Sales

About the role

Barracuda Networks is seeking a highly driven and strategic Manager, XDR Sales to lead one of our fastest-growing businesses. This role is ideal for a proven sales leader who combines strong operational discipline, cybersecurity expertise, channel experience, and a passion for building high-performing teams.

Responsibilities

• Own the Americas XDR business, including bookings, ARR growth, pipeline generation, forecast accuracy, and overall business performance.
• Lead, coach, and develop a team of XDR Specialists across North America and LATAM, driving accountability, collaboration, and sales excellence.
• Develop and execute strategic growth plans focused on expanding Barracuda Managed XDR adoption through both sell-through and MSP channels.
• Partner with Regional Sales Directors, Channel Business Managers, Account Executives, and Renewals teams to drive cross-sell, upsell, and competitive displacement opportunities.
• Build and strengthen executive-level relationships with strategic partners, distributors, MSPs, and customers to accelerate XDR market penetration.
• Collaborate with Marketing on demand generation campaigns, events, webinars, sales plays, and partner-facing initiatives that generate pipeline and increase brand awareness.
• Establish consistent operating rhythms including forecast reviews, pipeline inspections, business reviews, territory planning, and performance management.
• Maintain a deep understanding of market trends, competitive activity, customer requirements, and emerging threats to ensure Barracuda remains well-positioned in the Managed XDR marketplace.
• Identify innovative approaches to improve specialist productivity, partner engagement, customer acquisition, and business scalability.
• Foster a high-performance culture focused on customer success, continuous improvement, accountability, and teamwork.
• Serve as the executive leader for the Americas XDR business, providing strategic recommendations and performance updates to senior leadership.

Requirements

• BA / BS required.
• 5+ years of cybersecurity, SaaS, managed services, cloud, or security technology sales experience.
• 3+ years of sales leadership experience managing high-performing regional, specialist, overlay, or channel-focused sales teams.
• Proven track record of consistently exceeding revenue, pipeline, and business growth objectives.
• Strong understanding of channel-driven sales models including VARs, MSPs, MSSPs, distributors, and strategic alliances.
• Experience building and scaling cybersecurity businesses, preferably within Managed Detection & Response (MDR), XDR, SIEM, SOC, Vulnerability Management, Email Security, Endpoint Security, or related markets.
• Excellent business acumen, forecasting, operational leadership, and executive communication skills.
• Demonstrated ability to influence cross-functional teams and execute in a highly matrixed organization.
• Strong analytical skills with the ability to leverage data to make strategic business decisions.
• Exceptional leadership, coaching, hiring, and talent development experience.
• Proven ability to operate effectively in a fast-paced, high-growth environment while managing multiple priorities.

Preferred Qualifications

• Experience leading specialist or overlay sales organizations within a cybersecurity company.
• Deep understanding of managed security services and security operations center (SOC) offerings.
• Experience driving MSP-focused go-to-market strategies.
• Strong knowledge of the cybersecurity competitive landscape and evolving threat environment.
• MBA or advanced business degree preferred.

Benefits

The anticipated on target earning (OTE) range for this role is $180,000.00 to $230,000.00. Actual compensation offered will be dependent upon the individual's skills, experience, and qualifications as they directly relate to the requirements of the position, the budget for the position, and applicable employment laws. At Barracuda, we believe in fair and equitable compensation practices that reflect both market realities and the unique circumstances of each geographical location. We recognize that cost-of-living disparities, market conditions, and other factors can significantly impact compensation expectations in different regions. The compensation range provided in this job description is for illustrative purposes only and may not reflect the actual compensation offers for the position in your location. Final compensation will be determined based on a variety of factors including the candidates’ qualifications and experience.