Sales Manager/Director
Our mission unites us: “Making the world a safer and more secure place.” It drives everything we do—from research to client work to community involvement—and unifies our global team into an elite force with integrity, fierce passion, and relentless creativity.
About IOActive
IOActive, a trusted partner for Global 1000 enterprises, provides research-fueled security services across all industries. Our cutting-edge cybersecurity teams deliver 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 security posture and operational resiliency.
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.
Responsibilities
- 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.
Requirements
- 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.
Benefits
- A chance to work with an industry leader in cybersecurity.
- 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.
Pay
Base compensation: $150,000–$200,000 (based on experience, background, and location) plus a sales commission plan.
Why IOActive
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.