VP, Global Sales, Entitle (Cloud Identity Security)

BeyondTrust is a place where you can bring your purpose to life through the work that you do, creating a safer world through our cybersecurity SaaS portfolio.

Our culture of flexibility, trust, and continual learning means you will be recognized for your growth and for the impact you make on our success. You will be surrounded by people who challenge, support, and inspire you to be the best version of yourself.

As the Global Sales VP for Entitle, you will lead the global go-to-market (GTM) strategy, initially focusing on the AMER and EUR markets. You will build and manage a high-performing sales team dedicated to driving new business growth and expanding our presence specifically for the Entitle product.

By championing Entitle, you will help customers address the critical challenge of privileged access management in the cloud, enabling organizations to securely automate, control, and audit access to sensitive resources. Your leadership will ensure that customers benefit from streamlined entitlement processes, reduced risk of unauthorized access, and improved compliance, while also protecting our existing customer base and identifying new opportunities to deliver Entitle’s unique value proposition across key accounts.

This role reports directly to the CRO and will oversee 9 sellers (6 in the US, 3 in Europe). You will collaborate across teams to ensure effective sales execution, team development, and customer success.

Essential Duties and Responsibilities:

• Identify, develop, and retain talent, including hiring and building a best-in-class team.
• Motivate and empower your team to drive revenue growth and profitability in alignment with company-wide objectives.
• Develop and ensure execution of a global GTM plan for the Entitle product that aligns back to corporate goals and strategies.  This strategy is to include both direct and indirect activity.  Working directly with marketing, channel and xDR team. 
• Accurate quarterly sales forecasting and planning.
• Manage and motivate direct team by correlating performance expectations to business goals – including guiding account planning, proposal development, consistent performance feedback, etc.
• Create a culture of continuous improvement through ongoing performance analysis.
• Collaborate and work cross-functionally to provide insight to internal stakeholders across Product, Marketing, Analytics and Customer Success supporting product roadmap development.
• Develop and implement strategic sales plans. Take accountability for revenue growth and profit margins consistent with corporate objectives.
• Maintain up-to-date understanding of competitors' activities and competitive offerings.
• Provide negotiation assistance, training, and counseling to your team, in addition to assigning accounts, territories and sales quotas based on individual goals, capabilities, and pipeline activity.
• Identify and recommend business process improvements

Requirements:

• Eastern Standard Timezone (EST) US based.
• 5+ years’ hands-on sales leadership experience within the cloud identity sector.
• Experience growing teams and revenue at a high growth company globally
• Proven experience leading and developing software sales teams.
• Strong established relationships among key influencers within the Cybersecurity Industry.
• Experience of analyzing performance to identify areas of improvement / sales optimization.
• Entrepreneurial mindset with a true sales hunter approach
• Sound business judgment, intellectual discipline, self-confidence and a commitment to continual improvement.
• Excellent knowledge of Salesforce
• Tech-savvy, with a passion for new technologies and up to date awareness of cyber security trends.
• Exceptional communication and negotiation skills.
• Highly organized and able to prioritize shifting responsibilities effectively
• At ease working in a fast-paced environment to deliver results

Desirable Skills but not Required:

• An advanced degree in a business or technology-related field is preferred. 
• Experience with Force Management or Command the Message

Performance Standards:

• Sales attainment against quota 
• Pipeline activity 
• Forecasting within +/- 10%
• Accuracy of information in Salesforce 
• Sales employee attrition 

Better Together

Diversity. Inclusion. They’re more than just words for us. They are the guiding values of how we build our teams, cultivate leaders, and create a culture where people feel connected.

We take care of our employees so they can take care of our customers. Customers who come from all walks of life just like us. We hire incredible people from diverse backgrounds because when we are different together, we are stronger together.

About Us

BeyondTrust is the global identity security leader protecting Paths to Privilege™. Our identity-centric approach goes beyond securing privileges and access, empowering organizations with the most effective solution to manage the entire identity attack surface and neutralize threats, whether from external attacks or insiders.

BeyondTrust is leading the charge in transforming identity security to prevent breaches and limit the blast radius of attacks, while creating a superior customer experience and operational efficiencies. We are trusted by 20,000 customers, including 75 of the Fortune 100, and our global ecosystem of partners.

Learn more at www.beyondtrust.com.