Sales Director

🕒 il y a 1 mois

🇺🇸 États-Unis – Télétravail

⏰ Temps Plein

🔴 Expert

🤑 Commercial

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Endor Labs

Site WebLinkedInTous les Emplois

11 - 50 employés

Fondée en 2022

🔐 Sécurité

☁️ SaaS

🔒 Cybersecurity

💰 Seed Round en 2022-11

Security • SaaS • Cybersecurity

Endor Labs est une entreprise spécialisée dans la sécurité de la chaîne d'approvisionnement logicielle et l'analyse de la composition logicielle (SCA). La société propose des outils et des solutions pour aider les organisations à gérer, prioriser et remédier aux risques et vulnérabilités des logiciels open source. Elle offre une plateforme complète incluant une SCA basée sur l'accessibilité, la signature d'artefacts, le scan de conteneurs et des tests de sécurité d'applications statiques (SAST). Endor Labs vise à améliorer la productivité des développeurs en réduisant les alertes faussement positives et en se concentrant sur les risques exploitables. Elle soutient également les efforts de conformité aux normes telles que FedRAMP et PCI DSS. L'entreprise s'intègre aux plateformes populaires telles que GitHub et Azure, offrant des fonctionnalités pour optimiser les pipelines CI/CD et gérer les factures de matériels logiciels (SBOMs).

Description

• 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.

🎯 Exigences

• 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

🏖️ Avantages

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