Sales Director

🕒 Abril 14

🇺🇸 Estados Unidos – Remoto (EUA)

⏰ Tempo Integral

🔴 Especialista

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Endor Labs

SiteLinkedInTodas as Vagas

11 - 50 funcionários

Fundada em 2022

🔐 Segurança

☁️ SaaS

🔒 Cibersegurança

💰 Seed Round em 2022-11

Security • SaaS • Cybersecurity

A Endor Labs é uma empresa especializada em segurança da cadeia de suprimentos de software e análise de composição de software (SCA). A empresa fornece ferramentas e soluções para ajudar organizações a gerenciar, priorizar e remediar riscos e vulnerabilidades de software de código aberto. Oferece uma plataforma abrangente que inclui SCA baseada em acessibilidade, assinatura de artefatos, varredura de contêineres e Teste de Segurança de Aplicação Estática (SAST). A Endor Labs visa melhorar a produtividade dos desenvolvedores ao reduzir alertas falsos positivos e se concentrar em riscos acionáveis. Eles também apoiam esforços de conformidade com padrões como FedRAMP e PCI DSS. A empresa integra-se com plataformas populares como GitHub e Azure, oferecendo recursos para otimizar pipelines de CI/CD e gerenciar listas de materiais de software (SBOMs).

Descrição

• Lead and develop a team of 5–6 AEs, driving rigorous pipeline, deal strategy, and team operating cadence. • Orchestrate cross-functional partners (CS, SAs, SDRs, Marketing) to execute territory strategy and close deals. • Own recruiting end-to-end—build a continuous pipeline of top talent and hire high-performing AEs. • Develop and retain talent through structured onboarding, coaching, and clear growth plans. • Drive a sales-led pipeline culture where reps own pipeline creation through strategic prospecting. • Partner with SDRs and Marketing to improve pipeline quality, coverage, and conversion. • Instill disciplined, value-based selling and MEDDIC across all deals to improve win rates. • Coach reps to translate technical capabilities into clear business outcomes for executive buyers. • Consistently deliver on team revenue targets with accurate forecasting and strong pipeline health. • Identify and address performance gaps early while balancing short-term execution with long-term growth. • Use data and pipeline analytics to diagnose funnel gaps and drive targeted coaching. • Partner with RevOps to improve reporting, insights, and territory planning. • Lead effectively in a fast-paced, evolving environment—embracing ambiguity and driving execution. • Contribute to building scalable sales processes, playbooks, and external market presence.

🎯 Requisitos

• 5+ years in B2B enterprise or commercial technology sales, with 2+ years managing and leading quota-carrying AE teams • Demonstrated track record of recruiting top sales talent—with specific examples of sourcing, closing, and retaining high performers • Proven history of developing reps: promotions, expanded territories, and measurable performance improvements on your teams • Consistent record of meeting or exceeding team quota over multiple years • Deep expertise in value-based selling frameworks and MEDDIC (or MEDDPICC) qualification • Experience selling complex, technical products to technical and business buyers simultaneously • Strong ability to interpret and act on sales data; comfortable working alongside RevOps to use analytics in day-to-day management • Demonstrated ability to lead effectively in a matrixed organization—influencing without authority across CS, SAs, SDRs, and Marketing • Thrives in fast-paced, high-growth environments with evolving priorities

🏖️ Benefícios

• Health insurance • 401(k) matching • Flexible work hours • Paid time off • Remote work options