Sales Director; US West

Sales Director (US West) –
Security Scorecard

Join to apply for the Sales Director (US West) role at Security Scorecard. This role offers an attractive total compensation package with a base salary ranging from $ to $ per year, plus stock options and other benefits.

$/yr – $/yr

Stock options

Security Scorecard is the global leader in cybersecurity ratings, with over 12 million companies continuously rated and operating in 64 countries. Founded in 2013 by security and risk experts Dr. Alex Yampolskiy and Sam Kassoumeh, the company is backed by world‑class investors. Its patented rating technology provides self‑monitoring, third‑party risk management, board reporting and cyber insurance underwriting for more than 25,000 organizations, helping enterprises protect their digital footprints.

Headquartered in New York City, Security Scorecard is recognized by Inc Magazine as a “Best Workplace,” by Crain’s NY as a “Best Places to Work in NYC,” and as one of the 10 hottest SaaS startups in New York for two years straight. The company was named to Fast Company’s World’s Most Innovative Companies list for 2023 and to the Achievers 50 Most Engaged Workplaces in 2023.

Funding comes from Silver Lake Waterman, Moody’s, Sequoia Capital, GV and Riverwood Capital.

The Sales Director (US West) will lead a team of approximately eight Enterprise Account Executives across the Western United States. This hands‑on deal leader will coach sellers in real time, remove obstacles in complex enterprise deals, and drive consistent execution against ambitious revenue targets while ensuring forecasts are accurate and pipelines progress efficiently.

• Lead, coach, and develop a high‑performing team of Enterprise Account Executives.
• Act as a hands‑on deal leader, joining customer meetings and removing blockers in complex deal cycles.
• Drive a culture of competitiveness, accountability, and execution excellence.
• Set clear performance expectations and hold reps accountable to quota attainment, deal quality, and execution rigor.
• Own performance against a multi‑million‑dollar Enterprise team quota with ~8 Account Executives and ~$1.75M individual quotas.
• Focus on Enterprise customers with 5,000+ employees or $750M+ annual revenue.
• Balance new logo acquisition with expansion and upsell opportunities within existing accounts.
• Ensure consistent pipeline generation, coverage, and conversion across the team.

• Partner with reps on territory planning, account prioritization, and whitespace analysis.
• Inspect deals regularly to identify risk and improve close rates.
• Coach sellers on structuring, positioning, and advancing complex, multi‑stakeholder Enterprise deals.
• Drive disciplined execution across long sales cycles and high‑value opportunities.
• Engage regularly with CISOs, CIOs, CROs, Risk Leaders, and other executive stakeholders.
• Help position Security Scorecard as a strategic risk management partner, not just a point solution.
• Coach on messaging tied to third‑party risk, cyber exposure, and business outcomes.

• Work closely with Sales Engineers, Channel Managers, Marketing, Customer Success, and MAX teams.
• Leverage channel and alliance partners to extend reach and accelerate enterprise opportunities.
• Ensure tight alignment across functions throughout the full sales cycle.

• Own accurate team‑level forecasting through disciplined pipeline inspection and deal review.
• Monitor pipeline health, leading indicators, and rep‑level performance metrics.
• Partner with Sales Operations to maintain CRM accuracy, pipeline hygiene, and process consistency.

• 10+ years of progressive sales experience, including direct, hands‑on selling of cybersecurity solutions to Enterprise customers.
• Proven experience leading Enterprise Account Executives in a cybersecurity environment as a hands‑on deal leader and coach.
• Track record of managing Enterprise sales teams with $5M–$10M+ aggregate quotas across long, complex sales cycles.
• Strong understanding of cybersecurity risk,…