Improve on the sales motion. Define and implement qualification frameworks, pipeline stages, forecasting cadence, and deal inspection rhythms. Refine (or create where missing) the playbooks and operating discipline the team needs to execute consistently.
Pipeline Ownership. You will own the pipeline numbers relevant to your team, and work closely with Marketing on ICP definition, segmentation, and channel strategy across inbound, outbound, and partner channels.
Coach and develop sellers. Run weekly pipeline reviews. Coach reps through complex, multi-stakeholder enterprise deals — helping them navigate executive alignment, internal politics, and financial justification within customer organizations. Set clear performance standards and hold people to them.
Carry strategic deals. This is a player-coach role. You'll personally lead engagement on the most important opportunities, particularly those involving C-suite relationships, complex commercial structures, or new market segments.
Own the forecast. Deliver reliable pipeline visibility and revenue forecasts to the founders and executive team. Reduce late-stage slippage. Make the number predictable.
Partner cross-functionally. Work closely with Product, Engineering, Security, Marketing, Sales Engineering, and Customer Success to align technical architecture with business value during sales cycles, and to feed market intelligence back into the product roadmap.
Hire and scale. As the motion matures, build out the team. Recruit, onboard, and develop sellers who can operate in a complex, technical, ecosystem-driven sale.

Requirements

7+ years in B2B technology sales with 3+ years leading a team, and a track record of building and scaling, not just inheriting.
Experience in complex enterprise sales involving multiple stakeholders, technical buyers, and long or non-linear decision cycles.
Deep familiarity with digital infrastructure, cybersecurity, adtech, or similarly complex ecosystem-driven markets. Direct adtech or ad security experience is a major plus, but pattern recognition in complex enterprise sales and technical credibility matter more than exact category match.
Comfortable presenting to a Board and closing a deal in the same week.
Strong analytical instincts: you build forecasts, read pipeline data, and use numbers to drive decisions, not narratives.
Experience standing up sales process in a startup or early-stage environment where playbooks didn't exist yet or had gaps.
A network in digital media or the cybersecurity space (publishers, platforms, agencies, enterprise tech companies) is a meaningful advantage.
Proven experience coaching and developing sales talent.

Benefits

Fully Remote
Unlimited Paid Time Off
Sabbatical
Stock Option Plan
Exceptional Health Care Plans (Medical, Dental & Vision)
FSA & Commuter Benefits
Employee Sponsored Disability & Life Insurance
401(k) Plan with Automatic Employer Contribution
Enhanced and Extended Family Leave
Learning & Development Budget
Yearly Office Supply Stipend
Free Global Co-Working Membership

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

B2B technology salespipeline managementforecastingsales process developmentdata analysiscomplex enterprise salescoaching sales talentexecutive alignmentfinancial justificationsales playbooks

Soft Skills

leadershipanalytical thinkingcommunicationcoachingstrategic thinkingcross-functional collaborationperformance managementrelationship buildingproblem solvingpresentation skills