Role Summary

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At Mimecast, we're redefining cybersecurity and leading the charge in human risk management. We protect businesses from evolving threats, and you'll be at the forefront. Every customer you bring on board builds something bigger - for them, for us, for our communities, and for your career. Simply put - when we grow, you grow.

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We set you up to win. Top-tier enablement, smart coaching, and real insights mean you'll smash quotas, not just hit them. You get the tools and knowledge to sell with confidence, turning complex sales cycles into closed deals.

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Your career path? It's yours to shape. Compelling commission, clear progression, and chances to lead, specialize, or pivot - you decide what's next. Here, success isn't just about the deals you close. It's about your progress, your influence, your impact.

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Ready to push boundaries and accelerate your career? Let's make it happen.

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Click here to listen to Program Lead and Senior Business Development Representative talk about our Program!

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Company Overview

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Join us in shaping the future of cybersecurity while advancing your career.

• Utilize advanced tools to prospect and generate high-quality leads.
• Partner with Sales Representatives to build and maintain a robust sales pipeline.
• Deepen your understanding of cybersecurity and effectively communicate our value proposition.
• Consistently achieve or exceed monthly meeting targets.

Required Qualifications:

• Strong coachability and a drive to succeed.
• Genuine interest in software sales and customer-facing roles.
• Excellent communication, problem-solving skills, and a passion for continuous learning.
• Ability to excel in a fast-paced, dynamic environment.
• Must be available to work a hybrid schedule in the Lexington office at least two days per week.

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Preferred Qualifications:

• NA

DEI Statement

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Cybersecurity is a community effort. That’s why we’re committed to building an inclusive, diverse community that celebrates and welcomes everyone – unless they’re a cybercriminal, of course.

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We’re proud to be an Equal Opportunity and Affirmative Action Employer, and we’d encourage you to join us whatever your background. We particularly welcome applicants from traditionally underrepresented groups.

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We consider everyone equally: your race, age, religion, sexual orientation, gender identity, ability, marital status, nationality, or any other protected characteristic won’t affect your application.

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If you require any adjustments or accommodations due to a disability, or any other reason that may help you in your interview process, please let us know by emailing careers@mimecast.com.

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Due to certain obligations to our customers, an offer of employment will be subject to your successful completion of applicable background checks, conducted in accordance with local law.

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#LI-ND1

Who We Are

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Having surpassed $250M ARR and continuing to grow, AuditBoard is the leading audit, risk, ESG, and InfoSec platform on the market. More than 50% of the Fortune 500, including 7 of the Fortune 10, leverage our award-winning technology to move their businesses forward with greater clarity and agility. And our customers love us: AuditBoard is top-rated on G2.com and Gartner Peer Insights.

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At AuditBoard we inspire each other to innovate and are proud of what we are producing. We spend each day thinking of new ways to help our customers and contribute to the greater good of our company and our surrounding communities. We are all about assisting each other and breaking through barriers to create the most loved audit, risk, ESG, and InfoSec platform by our customers. This is how we have become one of the 500 fastest-growing tech companies in North America for the sixth year in a row as ranked by Deloitte!

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Location: Northeast (NY, NJ, PA, CT)

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Why this role is exciting:

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As an Area Director, Strategic Sales in our dynamic and high-growth environment, you will play a critical and impactful role in driving your Enterprise sales team to successfully sell AuditBoard’s full suite of products to leaders in the GRC industry. The Area Director will lead, coach and develop a team of 5-6 Enterprise sales professionals to proactively generate and identify new opportunities into target accounts within their territory, close business to achieve quarterly and annual revenue goals and take AuditBoard’s sales organization to the next level. We’re looking for candidates who are passionate about what they do, driven to succeed and excited to join our team at this pivotal stage of growth.

• Drive portfolio business of new “lands,” as well as the expansion of strategic accounts
• Recruit top talent at scale who possess high intelligence, strong character and coach-ability.
• Lead AEs in achieving individual, team, and organizational quotas
• Drive strategic deals and accounts to six-figure and seven-figure deal victories
• Drive and monitor account planning and execution to deliver maximum revenue potential
• Provide strategic executive leadership for sales forecasting, territory assignments, sales mentorship, and commission planning
• Coach sales teams by helping structure sales opportunities and deals; further assist with selling activities as appropriate; Ensure the sales team is working cohesively with operations, sales engineering, and other internal/external teams
• Build out a predictable business focused on the end-to-end sales process.
• Lead pricing and contract negotiations.
• Listen and comprehend customer pain points and goals and objectives to tailor AuditBoard’s products and services.
• Present a compelling solution of the AuditBoard suite of products to clients using the information found in the discovery phase
• Engage with C-level prospects to position AuditBoard's strategic value proposition and drive the deal to closure
• Leverage a values-based sales process to work with multiple client personas to close new business
• Use a MEDDIC-based sales qualification methodology to manages sales resources and to report sales forecasts
• Stay ahead of industry trends, competitive activity, and client opportunities
• Attend trade shows, industry events, client meetings, and conferences – up to 30% travel
• Engage and build relationships with AuditBoard Partners and Alliances to help drive new pipeline growth and close new business
• Evangelize the organizational need for a strong audit, risk, and control environment to drive new pipeline and win new business.
• Willingness to embrace the core company values of Customer Obsession, Constant Innovation, Personal Improvement, Gritty Resilience and Win-Together

Attributes for a successful candidate

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• 10+ years of related experience including 3+ direct full sales cycle experience selling enterprise B2B software, preferably SaaS GRC, finance, ERP, CRM, procurement, or adjacent sectors with 5+ years of people management experience
• Proven line-of-business selling experience and able to engage at a C-Suite level within enterprise accounts
• Successful track record of selling multiple product contracts to organizations $15B+ in revenue
• Ability to build and lead a sales organization, including quota-carrying and forecasting experience
• Experience selling with and through alliances / partners.
• Excellent cross-organization partnership and interpersonal skills
• Experience devising sales strategy and contributing to enablement programs
• A clear understanding of value-based selling with multiple examples of success
• Strong EQ skills, able to build strong relationships internally and externally while inspiring and driving a team to deliver exceptional results.

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Preferred Qualifications

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• Experience leading sales in an early stage, high-growth enterprise B2B SaaS environment preferred

Our Company Values

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• Customer Obsession: Apply relentless focus on listening to and understanding customers as the core of everything we do
• Win, Together: Drive to be the best while supporting each other’s success
• Gritty Resilience: Thrive in a fast-paced and dynamic environment, balancing immediate priorities with big-picture strategic goals
• Personal Improvement: Stay eager to share insights, seek feedback, and continuously learn
• Constant Innovation: Challenge the status quo and drive improvements

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Perks*

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• Launch a career at one of the fastest-growing SaaS companies in North America!
• Live your best life (LYBL)! $200/mo for anything that enhances your life
• Remote and hybrid work options, plus lunch in the Cerritos office
• Comprehensive employee health coverage (all locations)
• 401K with match (US) or pension with match (UK)
• Competitive compensation & bonus program
• Flexible Vacation (US exempt & CA) or 25 days (UK)
• Time off for your birthday & volunteering
• Employee resource groups
• Opportunities for team and company-wide get-togethers!

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*perks may vary based on eligibility/location

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Please note that background checks are required. Qualified Applicants with arrest or conviction records will be considered for Employment in accordance with the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act. This role may have access to highly sensitive data, including employee data, customer data, company financials, and proprietary product information.

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#LI-Remote

Company Description:

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Anvilogic is a Palo Alto-based AI cybersecurity startup founded by security veterans and data scientists from Fortune 500 companies. In 2019, we started building an AI-based SOC platform to lower the barrier to entry for detection engineering and threat hunting skill sets desperately needed in cybersecurity.

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Our mission is to democratize threat detection and hunting for today’s SOC teams to easily be done across hybrid, multi-clouds and security data lakes without needing to centralize data or rip and replace tools. Further, with our investments in AI-powered automation of detection-as-code to create, test, tune and deploy detections, SOC users can implement high-efficacy detection and hunting techniques without writing a single line of code nor manually wrangling data.

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Anvilogic’s AI-powered Multi-Data Platform SIEM is used by many of the industry’s most advanced security teams.

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Anvilogic has just raised a $45M Series C financing led by Evolution Equity Partners.

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Company Overview:

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Founded in 2019, Anvilogic is a Series C, AI, cybersecurity cloud enterprise company. Anvilogic is the industry’s first AI-powered multi-data platform SIEM company that is shaking up the legacy hold of platforms like Splunk at F1000 companies and becoming the modern SIEM of choice at these companies. Our customer connection is strong, our platform is enterprise-grade, and we have a promising growth year ahead of us. Our team is a collection of industry veterans and domain experts, with experience in building companies. Our investors & Board members are tier 1. Revenue has doubled in 2023 and is expected to double in 2024. More about us and our customers: https://www.anvilogic.com/customers.

• Onboard, nurture, and broaden critical reseller relationships in the East, accelerating Anvilogic’s high-growth sales targets.
• Uncover Net New Opportunities through the Channel ecosystem – Work closely with partners to develop strategies that unlock new sales pipelines and increase deal velocity.
• Drive Partner Engagement – Build strong, high-performing relationships with partners, enabling them to position and sell our solutions effectively.
• Expand critical relationships by actively collaborating with the field to identify new opportunities.
• Cross-functional Collaboration - Work seamlessly across multiple teams, including marketing and operations to ensure a cohesive approach.
• Create joint go-to-market strategies with partners to maximize revenue potential.
• Manage partner forecasts, and execute against quota.
• High energy, reliability, self-motivation, a sense of urgency in their actions, and a consistently positive, can-do attitude.
• Ability to make an impact on our partnerships, and possess a strong potential for career growth and development.
• Regular travel is anticipated, including partner offices, enablement workshops, QBRs, and participation in various marketing events.

Required Qualifications:

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• Bachelor’s degree.
• 5-10+ years of sales and partner sales experience, capable of autonomous work.
• Proven success in driving and executing net-new revenue growth through resellers.
• Exceptional communication, presentation, and organizational skills.
• Disciplined approach to managing multiple priorities and meeting deadlines.
• Strong verbal and written communication skills with meticulous attention to detail.
• Proficiency in public speaking and delivering presentations to diverse audiences.
• Experience in developing detailed business plans with key stakeholders that includes engagement models, sales targets, and GTM strategies, as well as conducting quarterly business reviews.
• Ability to work remote, with travel.
• Located on the East Coast

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Preferred Qualifications:

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• Cyber Security and Start-up experience is preferred.

What You'll Love About Us:

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• High growth startup - plenty of room for you to directly impact the company and grow your career
• Experienced Leadership with a priority on Culture
• Remote work environment
• Competitive compensation and opportunity for equity
• Unlimited paid time off
• Health, dental, vision insurance
• 401k match
• Additional perks, such as home office stipend and donation policy