Senior Sales Executive

Job Description – Senior Sales Executive

Location: USA (remote)

About NetFoundry:

NetFoundry is transforming how the world securely connects applications, services, and devices in an era where workloads live everywhere — across multi-cloud, edge, data centers, IoT, third-party and customer environments. Our secure workload connectivity platform replaces legacy networking and VPN complexity with software-defined, zero trust connectivity that is faster to deploy, easier to operate, and fundamentally more secure. This isn’t incremental change — it’s the redefinition of how connectivity works in an era driven by highly distributed workloads accessed by humans, applications, and AI agents.

Founded by the inventors and maintainers of the world’s most-used open source zero trust software, OpenZiti, NetFoundry’s Identity-First Connectivity™ enables zero trust connectivity with no VPNs, no open inbound ports, and no firewall changes.

Software and IoT solution providers use it for secure communications with workloads at their customers’ sites.

Enterprises secure access to their APIs and agentic AI services in order to avoid any opening that can be leveraged by an attacker. They also use NetFoundry to simplify the operation of hybrid IT/OT segmentation and enable identity-based microsegmentation.

For sales and marketing professionals, NetFoundry represents a rare opportunity to help lead a fast-emerging category at the intersection of cybersecurity, networking, and cloud. You’ll help educate markets, shape industry conversations, and bring breakthrough technology to organizations that are actively searching for a better way to securely connect their most critical workloads.

We are headquartered in Charlotte, North Carolina, and operate globally and are Series A  funded by top Cybersecurity venture capitalist SYN Ventures and Cisco Investments.

About the Role:

We are currently seeking a dynamic, energized Sales Executive with a proven hunter-mentality to drive secure connected workload sales opportunities in the ISV space, working with the world’s largest B2B product organizations.   

As Senior Sales Executive, you will be responsible for driving the growth and success of NetFoundry with US based organizations focused on replacing legacy VPNs and other high-risk, costly, unmanageable network connections with our innovative identity-first, zero trust security based offers. You will build new pipeline and drive ARR growth with major ISV companies leveraging highly researched and focused target accounts across 2 - 3 verticals. The successful candidate will have a proven track record of hunting, defining, managing, and closing deals with medium to large organizations and then growing these via both deployment expansion of initial use cases and upsells of newer products applied to additional use cases.

This highly strategic revenue-generation role collaborates closely with our go-to-market and technology teams to win strategic design-in business through direct sales efforts, partnerships, and digital channels.

Key Responsibilities:

• Cultivate and maintain strong client relationships to build pipeline, referrals, and exponential revenue growth.
• Outbound campaigns and event attendance to build pipeline by focusing on getting first meeting discovery calls to uncover core use cases and pain.
• Drive assigned leads provided through the NetFoundry’s lead generation efforts to find and manage identified deals through the sales process until winning the opportunity 
• Attend strategic industry conferences and events to build new leads.
• Design, implement, and manage strategic account plans both land and expand new logo wins and longer-term growth.
• Propose and quarterback POCs and solution pilots that move sales cycles toward final contracts.
• Generate, manage and forecast a measurable pipeline of multi-million dollar sales opportunities.
• Lead the sales process from discovery to closure on complex solution sales’ leveraging key resources at strategic points in the process.
• Up to 50% travel is expected.

About You:

• Proven track record of named account pipeline development and forecasting accuracy to exceed sales quotas consistently.
• Successful experience working at a tech startup(s) as a hunter-first sales exec with a strong desire to deliver on ambitious goals and achieve notable rewards for significant outcomes.
• Extensive network of key industry contacts you can leverage to help build strategy, partnerships, leads, referrals, and forecastable pipeline.
• Exceptional ability to leverage core resources to find, develop, and close deals, navigating all levels of organizations from developers (bottom-up) to C-suite executives (top-down).  
• Strong relationship skills and proven ability to become a trusted advisor across large organizations and business units.
• Excellent written and verbal communication skills, with the ability to articulate complex technical concepts and value propositions.
• Intellectually curious, with a hunger for continuous learning and the ability to influence and shape perspectives.
• Technical background (preferably secure networking related) and a clear understanding of IT/ OT environments with a strong business acumen are essential.

Minimum Qualifications:

• Proficient comprehension of the entire sales journey, from generating leads to successfully finalizing deals (MEDDPICC or similar sales process experience).
• 10+ years of experience selling complex software solutions, especially requiring secure connectivity and manageability across multiple disconnected networks
• 5+ years of Sales experience driving complex solutions to B2B product organizations. Solutions sales experience specifically for Cyber Security, Connectivity or Networking is a big plus.
• Proven track record of closing significant deals at or above $500k annual recurring revenue (ARR) and annual quota achievement of $1.2M+ year over year.
• Bachelor's degree in engineering, computer science, or a related field is a plus.

Environment and Location:

We are remote and always have been! You will work in a fast-paced, high-performance startup environment as part of a globally distributed team. 

What We Offer:

We have a range of excellent benefits and perks, including:

• Competitive Base, Sales Incentives and Equity compensation package 
• Remote with flexible working hours
• Comprehensive health benefits (Medical, Dental, and Vision) with expanded well-being benefits
• Employer-paid Life, AD&D, Short-Term & Long-Term Disability
• 401K with company match
• Learning and Development Budget
• Paid Holidays
• Unlimited PTO
• Technology Stipend
• Internet Stipend
• SWAG Stipend