SANS Institute

Events

• Plan, order, and manage courseware logistics to ensure all training materials and resources arrive on time.
• Monitor class capacities to ensure correct classroom allocation.
• Mark classes as sold out when appropriate.
• Work with Customer Service to manage waitlists effectively.
• Monitor marketing activity to ensure execution aligns with the approved event plan.
• Liaise with SANS training instructors to confirm travel, hotel arrangements, and other requirements.
• Coordinate final event arrangements with contracted venues.
• Work with SANS technical operations staff to ensure adequate internet and network coverage.
• Organise and facilitate instructor dinners and delegate drinks receptions.
• Manage the event on-site with responsibility for overall quality and success.
• Supervise hotel staff and SANS course facilitators.
• Administer daily delegate evaluation sheets.
• Liaise and follow up with delegates and instructors to maintain SANS course quality standards.
• Ensure accurate and timely deposit payments and final invoicing.
• Maintain financial integrity of event costs and payments.
• Contribute to continuous improvement of business processes.
• Collaborate across Operations, Sales, Marketing, Customer Service, and Finance to enhance efficiency.
• Assist with preparation and execution of Live Online-only events according to global procedures.

Event Manager – Fixed Term

Business Development Rep

• Generate and qualify enterprise leads through inbound follow-up and outbound prospecting efforts.
• Build and maintain relationships with prospects by nurturing warm leads and identifying new sales opportunities.
• Manage and maintain a pipeline of qualified prospects, engaging Enterprise Sales Executives for next steps.
• Follow up on inbound marketing leads and assess qualification, delivering appropriate information at each stage of the buyer journey.
• Educate and develop prospects through a consultative approach, leading to effective handoff to Enterprise and Regional Sales teams.
• Participate in customer discovery and consultative sales calls to identify business needs and recommend relevant SANS courses and certifications.
• Profile and research enterprise accounts in collaboration with Senior Sales teams to identify key stakeholders and business requirements.
• Set appointments for Regional Sales teams once leads reach qualified status.
• Drive attendance for webinars, live seminars, and trade events, and schedule meetings associated with these activities.
• Collaborate closely with Sales and Marketing teams on campaign execution and strategic sales initiatives.
• Maintain accurate and up-to-date activity, lead, pipeline, and opportunity data within Salesforce CRM.
• Conduct post-training customer outreach to identify new opportunities and support upsell efforts in partnership with Sales teams.
• Utilize sales intelligence and prospecting tools to identify and refine target accounts.
• Provide weekly reporting to management on lead activity and pipeline status.
• Perform other related duties as assigned.

Business Development Executive

Full-stack Engineer

• Lead the design and development of new e-learning platforms, applications, and tools that deliver world-class cybersecurity training experiences.
• Architect scalable, maintainable, and secure systems that support thousands of concurrent learners and complex content delivery pipelines.
• Collaborate cross-functionally with product managers, user experience designers, engineers, and cybersecurity experts to define and implement platform features.
• Integrate APIs and tools that support SCORM, xAPI, LTI, and other interoperability standards for learning management systems (LMS).
• Enhance user engagement through interactive course features, virtual labs, and real-time feedback mechanisms.
• Implement robust data and security practices, including encryption, authentication, and compliance with privacy standards.
• Mentor developers, provide technical guidance, conduct code reviews, and promote engineering best practices across the team.
• Drive innovation by evaluating emerging technologies in both e-learning and cybersecurity fields, recommending adoption where appropriate.
• Support DevOps practices through CI/CD automation, testing, and deployment in cloud environments.
• Collaborate on analytics initiatives to measure learner progress, engagement, and platform performance.
• Perform other related duties as assigned.

Lead Software Developer

Product Marketing

• Design and maintain data flows between our sales and marketing platforms
• Create processes for organizing, enhancing, and tracking customer and prospect information
• Build connections that enable smooth data transfer between different tools
• Partner with Engineering to define and prioritize technical projects
• Transform business goals into repeatable, scalable processes
• Find opportunities where automation eliminates manual tasks
• Create and document automated workflows that reduce repetitive work
• Test new approaches, measure their impact, and standardize successful methods
• Serve as translator between Sales teams and Engineering/IT departments
• Convert sales team needs into clear technical requirements and project plans
• Explain technical limitations and opportunities to non-technical colleagues
• Build business cases that link technology investments to revenue outcomes
• Perform other related duties as assigned.

Go to Market Engineer – Internal Only

• Own a personal book of target accounts and generate qualified pipeline for assigned Account Executives
• Execute outbound prospecting through calls, email sequences, and social engagement
• Qualify and follow up on inbound leads from marketing campaigns and web inquiries
• Schedule qualified meetings for Account Executives from both inbound leads and outbound prospecting
• Run discovery calls and qualify opportunities against SANS' ideal customer profile
• Successfully engage CISOs, security directors, learning and development leaders, and other senior decision-makers
• Design and iterate on outbound playbooks, inbound response workflows, and repeatable Go-To-Market sales plays
• Ensure the team records all customer communication, pipeline, tasks, leads, and opportunities in Salesforce CRM
• Participate in prospecting calls to support team development and reinforce best practices
• Collaborate with marketing on campaign execution, lead routing, and messaging alignment
• Share wins, losses, and learnings across the sales organization to accelerate collective growth
• Develop strong cross-functional relationships to maximize the impact and effectiveness of the BD team
• Travel to conferences, sales meetings, and team events as needed.

Team Lead, Business Development

Project Manager

• Oversee a new digital learning project portfolio, prioritizing initiatives, managing dependencies, and balancing resources to maximize program impact.
• Establish and manage the overall program framework for digital learning initiatives, aligning goals, resources, and timelines with business objectives.
• Manage a portfolio of new digital first course development and update projects, establishing clear scopes, schedules, milestones, and delivery plans.
• Lead end-to-end execution of course projects from initiation through launch, ensuring timelines, quality standards, and stakeholder expectations are met.
• Design, implement, and continuously refine standardized workflows for course development, review, and deployment across multiple teams and platforms.
• Develop and monitor key metrics for project performance, learner engagement, and process efficiency; report progress to leadership and recommend improvements.

Course Portfolio and Project Manager

Account Executive

• Partner with Core Account Executives to identify and close Security Awareness and Workforce Training opportunities within aligned accounts.
• Prospect and develop greenfield/net new opportunities.
• Create detailed territory account plans outlining go-to-market strategy.
• Accurately forecast revenue attainment.
• Achieve individual revenue quota.
• Proactively qualify business solutions required to address customer requirements, assess customers met and unmet needs, and recommend solutions that optimize value for both the customer and the firm.
• Articulate the value proposition of SANS Security Awareness and Workforce Training products and help customers understand how these solutions improve their organization's security posture and reduce human risk.
• Coordinate closely with internal sales support, product management, product marketing, and service resources to align solution design with customers' business requirements.
• Secure commitments from business stakeholders needed to ensure deal closure.
• Opportunistically pursue additional business development opportunities within customer accounts.
• Maintain accurate and thorough records for customer calls, emails, notes, tasks, demos, and other relevant information in Salesforce.
• Perform other related duties as assigned.

Account Executive, Workforce

Human Resources

• Act as a trusted advisor to business leaders in Mainland Europe, providing expert HR guidance and support.
• Work with the EMEA HR Director, EMEA Senior Leadership Team and the wider HR Team to support and implement HR initiatives across the region.
• Ensure the successful delivery of assigned HR projects and change management efforts to support the business’ growth and ambitions.
• Act as a point of contact for any HR related queries for Mainland European employees.
• Stay up-to-date with HR trends and legislation within the Mainland Europe region to ensure compliance and best practices.
• Provide coaching and support to managers on HR-related matters.
• Drive continuous improvement in HR processes and practices.
• Produce timely HR Reports.
• Carry out ad-hoc project based work for the EMEA region.
• Navigate and manage HR processes across different regions, understanding local labour markets, cultural nuances, and legal requirements.
• Manage and challenge local third-party payroll providers and legal advisors to ensure they meet the Company's standards.
• Assist in building and solidifying the legal entities' operations and payroll within the region.
• Challenge business assumptions and contribute to strategic discussions with leadership.
• Manage the end to end recruitment process by defining and sharpening job requirements, ensuring alignment with business needs.
• Source and challenge the right recruitment agencies across different regions to find top talent.
• Build and maintain a strong employer brand, ensuring a positive candidate experience throughout the recruitment process and onboarding.
• Manage recruitment and retention across Mainland Europe, working closely with line managers and hiring managers.
• Draft job adverts, job descriptions, and person specifications; source candidates using appropriate channels.
• Assist line managers to understand and implement the SANS Recruitment & Selection Policy.
• Work closely with third party pay rollers to produce offer letters, contracts, and new starter forms.
• Maintain candidate details in line with GDPR.
• Handle all employee relations matters in the region, including grievance, disciplinary and performance management.
• Liaise with third party payroll companies across the region to ensure employees are properly engaged and remunerated in a timely manner.
• Lead probation review meetings when required and support managers with performance issues during the probation period.
• Conduct exit interviews and regularly review leaver data to identify areas of improvement.
• Manage attendance in the region, conducting return to work interviews when necessary and liaising with local occupational health advisors when required.
• Ensure all HR systems, trackers, and spreadsheets are maintained and optimised to support strategic decision-making and operational efficiency.
• Oversee the management of equipment orders and recovery for starters and leavers, ensuring the process is seamless and supports a positive employee experience.
• Streamline the collation and communication of monthly payroll data, working closely with third-party payroll providers and Senior HR Manager to ensure accuracy and timeliness.
• Continuously evaluate and enhance administrative processes to improve HR service delivery and support the overall business strategy.