Vice President, WW Sales-ObserveIT

It’s fun to work in a company where people truly BELIEVE in what they’re doing!

We’re committed to bringing passion and customer focus to the business.

BACKGROUND AND OPPORTUNITY

An inevitable fact of today’s hyper-connected, online world is that companies need to protect themselves against cyber threats. Insider threats via a company’s own employees (and contractors/vendors) is one of the largest unsolved issues in cybersecurity. It’s present in 50% of breaches. The most recent self-inflicted attacks come from Capital One and AT&T – major enterprises with tremendous ramifications. Identity-based attacks have become the new paradigm in security and existing solutions fail to solve the problem due to an inability to collect and analyze vast amounts of data, accurately predict and identify attacks, staffing shortages, and inconsistent responses. It’s clear that a smarter, more intuitive and enterprise-friendly solution is critically needed.

Enter ObserveIT:

ObserveIT is the world’s first people-focused cybersecurity company. Our insider threat management solution is easy to deploy and provides customers with the ability to quickly detect risky behavior, streamline the investigation process, and prevent data loss. Our metadata transcripting and contextual engines prove to be a tangible value to customers as we are the only pure solution for insider threats.

We call ourselves a startup with a head start. ObserveIT is already trusted by more than 2,000 customers in 87 countries and across a wide range of industries. These include large enterprises such as Starbucks, The Coca-Cola Company, Verizon, Cisco, JP Morgan Chase, Charles Schwab, Uber, Intel, AIG, Cigna, Microsoft, and IBM as well as a growing number of mid-market organizations. We received several notable industry awards including being recognized as a Security Solution Provider of the Year by the CyberSecurity Breakthrough Awards, and receiving two Cyber Defense Global Awards in the “Cutting Edge Insider Threat Detection” and “Best Product Insider Threat Prevention” categories. Recently, we were chosen as a Black Unicorn signifying cybersecurity companies with potential to reach a $1B market value. We’re also proud to be ranked #2 in best places to work in Boston by the Boston Business Journal (and have a 99% Approval Rating on Glassdoor).

ROLE AND RESPONSIBILITY

The mission of the Senior Vice President, Worldwide Sales is to…

… develop a world class sales team; drive growth at the strategic and tactical level; and meet revenue/profit targets on a quarterly and yearly basis.

We want an inspirational sales leader with intensity, discipline, maturity, drive, and strong business skills. One who can continue develop a group of current leaders as well as motivate a growing sales organization. The SVP of Sales will oversee the global sales, SDR and sales operations organizations.

The most critical deliverables include:

• The attainment of revenue and customer acquisition objectives.
• Hire great people, set clear expectations and create a culture of accountability.
• Must reflect company culture: low ego, detail focused, not afraid to get into the weeds.

Significant Responsibilities:

• Establish scalable sales infrastructure

• Lead the creation and implementation of sales strategies to penetrate the identified markets.
• Define process around enterprise sales approach, make it repeatable and consistent.
• Drive continued growth in MidMarket.
• Build sales training program that will be focused on value selling and ensure training and growth are cornerstones of the sales culture.
• Successfully roll out sales strategy for new products.

• Operational Leadership

• Refine the selling process, forecast methodologies, sales management systems, and compensation programs; develop and implement the right level of operational processes and discipline.
• Run forecast meetings and provide visibility to CEO
• Develop and communicate funnel metrics for sales and report out weekly.
• Clearly define sales territories, operational structure of the sales organization.

• Developmental Leadership

• Be the “cultural leader” in the selling organization. Be with the team frequently, support their needs. Participate in major deals.
• Provide the essential tools and training.
• Consistently drive a culture of feedback, coaching and development.
• Create and deliver on hiring plan to ensure revenue targets are met.
• Career pathing: create a plan for career growth for sales organization.
• Establish tangible goals and priorities; create the focal points for measuring performance.

• Contribute to company management:

• Work closely with other members of the senior executive staff on business planning, resource allocation, value differentiation, corporate strategy, and market segmentation to ensure growth and alignment across the business.
• Take responsibility for meeting/exceeding agreed upon sales targets.
• Continue to integrate the sales dimension into the fabric of the company; develop essential internal relationships between sales, marketing, customer success, and engineering.

The Senior Vice President of Sales will play a crucial role in continuing ObserveIT’s track record as one of the fastest growing security companies. A critical member of our executive team, this person will report directly to Mike McKee, CEO. ObserveIT is headquartered in Boston, MA.

PROFESSIONAL BACKGROUND AND EXPERIENCE

The goal at ObserveIT is to dominate the Insider Threat Security category. Great leadership, management, sales process and organizational skills are essential – along with personal commitment and passion for the role.

• Prior experience as a senior executive in a company that has scaled to substantial revenue ($100M+ is preferred) and ideally taken a company through a successful exit.
• Pedigree from quality companies known for sales excellence – ideally from enterprise cybersecurity or infrastructure software domain.
• Established contacts and relationships within ObserveIT’s target market.
• Prior experience in the design and development of strategic business plans that include a direct sales structure with 100% channel fulfillment; knows how to make channel relations turn into revenue drivers for the company.
• Clear track record of achieving operational excellence and a history of exceeding expectations to deliver standout performance.
• Knows how to build the infrastructure required to support and drive significant revenue growth – including structuring sales quota, revenue expectations, and forecasting.
• Proven success ramping a company with new technology/approach that required evangelism in a highly dynamic market.
• Proven ability to recruit, hire and retain top talent, then build cohesion and camaraderie with the team.
• International experience is ideal – EMEA and APAC.
• Bachelor degree required. MBA preferred.

PERSONAL ATTRIBUTES AND VALUES

• Passion around driving deep customer satisfaction and advocacy.
• An analytical mind, to drill through key metrics and performance drivers, and identify patterns, opportunities and risks.
• A great communicator. Self-aware, collaborative, and open to feedback.
• Strong team player; demonstrated ability to partner with marketing, engineering, and other cross functional departments.
• Straightforward, no-nonsense style. Calm, level-headed. A self-assured leader with his/her ego in check.
• Entrepreneurial background and ability to provide creative and innovative leadership.
• Transparent. Takes problems head-on.
• Unquestionable integrity.

#LI-KJ

If you like wild growth and working with happy, enthusiastic over-achievers, you’ll enjoy your career with us!