SecurityScorecard

Develop and execute account strategies to drive sales and revenue in the Higher Education sector, managing the full sales cycle and building relationships with key decision-makers. | 8+ years of software security solutions sales experience within Higher Education, with a proven track record of exceeding targets and selling cloud cybersecurity SaaS solutions. | About SecurityScorecard: SecurityScorecard is the global leader in cybersecurity ratings, with over 12 million companies continuously rated, operating in 64 countries. Founded in 2013 by security and risk experts Dr. Alex Yampolskiy and Sam Kassoumeh and funded by world-class investors, SecurityScorecard’s patented rating technology is used by over 25,000 organizations for self-monitoring, third-party risk management, board reporting, and cyber insurance underwriting; making all organizations more resilient by allowing them to easily find and fix cybersecurity risks across their digital footprint. Headquartered in New York City, our culture has been 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 in a row. Most recently, SecurityScorecard was named to Fast Company’s annual list of the World’s Most Innovative Companies for 2023 and to the Achievers 50 Most Engaged Workplaces in 2023 award recognizing “forward-thinking employers for their unwavering commitment to employee engagement.” SecurityScorecard is proud to be funded by world-class investors including Evolution Equity Partners, Sequoia Capital, GV and Riverwood Capital. About the Team: SecurityScorecard, a game changing leader in Cybersecurity with a mission of making the word a safer place by transforming the way agencies understand, improve and communicate cybersecurity risk to their constituents, is hiring a Field Sales Director, Higher Education who will be responsible for identifying, developing, and closing new business with Higher Education accounts. This is a career changing opportunity, a pivotal role in driving our company’s expansion in the U.S. Higher Education market with lots of visibility. What You Will Do: Develop and execute account strategies/ business plans that align SSC use case solutions to Education initiatives, which result in qualified opportunities Develop GTM demand creation strategies for the respective Higher Education Territory with other cross functional resources within SSC to align customer interest, adoption and retention. Qualify and understand target prospects security priorities and provide compelling, differentiated association to SSC offerings. Establish relevance with key agency economic buyers and technical decision makers, typically at the CIO, CISO and CAO level Leverage agency knowledge and market intelligence to drive actions that generate sales outcomes. Exceed pipeline creation targets, booking targets and revenue quota targets Track, forecast, coordinate and report on sales opportunities Coordinate local strategic marketing activities tied to the business's goals w/ clear ROI Have strong presentation skills and be able to present SSC value proposition succinctly one on one and one to many independently Manage region like your own business while working strategically as a teammate with your peers and partners Project professionalism and dedication to customer and partner success Accurately forecast and capture details in internal systems and reporting Operate with the highest ethical standards Basic Qualifications: 8+ years of sales experience selling software security solutions within Higher Education Demonstrated history of exceeding pipeline, booking and revenue targets Proven experience developing relationships with senior executives Demonstrated track record of selling Cloud Cybersecurity SaaS solutions within Higher Education market Additional Qualifications: Demonstrable success communicating Cyber value proposition to Government CXO’s in a manner reflective of the target prospects KPI’s and compliance drivers Expertise in executing an evangelical sales motion at a startup Large deal exposure, with ARR exceeding $200,000 Benefits: Specific to each country, we offer a competitive salary, stock options, Health benefits, and unlimited PTO, parental leave, tuition reimbursements, and much more! The estimated total compensation range for this position is $250,000 - $325,000 (base plus bonus, with the opportunity to earn accelerators beyond OTE). Actual compensation for the position is based on a variety of factors, including, but not limited to affordability, skills, qualifications and experience, and may vary from the range. In addition to base salary, employees may also be eligible for annual performance-based incentive compensation awards and equity, among other company benefits. SecurityScorecard is committed to Equal Employment Opportunity and embraces diversity. We believe that our team is strengthened through hiring and retaining employees with diverse backgrounds, skill sets, ideas, and perspectives. We make hiring decisions based on merit and do not discriminate based on race, color, religion, national origin, sex or gender (including pregnancy) gender identity or expression (including transgender status), sexual orientation, age, marital, veteran, disability status or any other protected category in accordance with applicable law. We also consider qualified applicants regardless of criminal histories, in accordance with applicable law. We are committed to providing reasonable accommodations for qualified individuals with disabilities in our job application procedures. If you need assistance or accommodation due to a disability, please contact talentacquisitionoperations@securityscorecard.io. Any information you submit to SecurityScorecard as part of your application will be processed in accordance with the Company’s privacy policy and applicable law. SecurityScorecard does not accept unsolicited resumes from employment agencies. Please note that we do not provide immigration sponsorship for this position.

Develop and execute federal account strategies, qualify prospects, and exceed sales targets within the U.S. Federal government sector. | Over 10 years of software security solutions sales experience to the Department of War, with proven success in large deal closures and government CXO engagement. | About SecurityScorecard: SecurityScorecard is the global leader in cybersecurity ratings, with over 12 million companies continuously rated, operating in 64 countries. Founded in 2013 by security and risk experts Dr. Alex Yampolskiy and Sam Kassoumeh and funded by world-class investors, SecurityScorecard’s patented rating technology is used by over 25,000 organizations for self-monitoring, third-party risk management, board reporting, and cyber insurance underwriting; making all organizations more resilient by allowing them to easily find and fix cybersecurity risks across their digital footprint. Headquartered in New York City, our culture has been 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 in a row. Most recently, SecurityScorecard was named to Fast Company’s annual list of the World’s Most Innovative Companies for 2023 and to the Achievers 50 Most Engaged Workplaces in 2023 award recognizing “forward-thinking employers for their unwavering commitment to employee engagement.” SecurityScorecard is proud to be funded by world-class investors including Evolution Equity Partners, Sequoia Capital, GV and Riverwood Capital. About the team SecurityScorecard, a game changing leader in Cybersecurity with a mission of making the word a safer place by transforming the way agencies understand, improve and communicate cybersecurity risk to their constituents, is hiring a Field Sales Director, Federal who will be responsible for identifying, developing, and closing new business w/ U.S. Federal Agencies. This is a career changing opportunity, a pivotal role in driving our company’s expansion in the U.S. Public Sector with lots of visibility. What you will do Develop and execute account strategies/ business plans that align SSC use case solutions to Department of War (DOW) initiatives, which result in qualified opportunity Develop GTM demand creation strategies for the respective Federal Territory with other cross functional resources within SSC to align customer interest, adoption and retention. Qualify and understand target prospects security priorities and provide compelling, differentiated association to SSC offerings. Establish relevance with key DOW economic buyers and technical decision makers, typically at the PEO, CIO, CISO and CAO level Leverage agency knowledge and market intelligence to drive actions that generate sales outcomes. Exceed pipeline creation targets, booking targets and revenue quota targets Track, forecast, coordinate and report on sales opportunities Establish and manage true business partnerships with key channel partners such as Resellers and MSSP’s, focused on customer success Coordinate local strategic marketing activities tied to the business's goals w/ clear ROI Have strong problem resolution skills which enable you to proactively identify a potential issue, escalate a suggested resolution and collaborate to resolve the issue in conjunction with the SSC PS team Have strong presentation skills and be able to present SSC value proposition succinctly one on one and one to many independently Manage region like your own business while working strategically as a teammate with your peers and partners Project professionalism and dedication to customer and partner success Accurately forecast and capture details in internal systems and reporting Operate with the highest ethical standards Basic Qualifications Reside in Greater Baltimore /Washington, D.C Metro Area Existing U.S. government clearance and or clear indication of eligibility for U.S. government clearance 10+ years of sales experience selling software security solutions to DOW Demonstrated history of exceeding pipeline, booking and revenue targets Proven experience developing relationships with senior executives Demonstrated track record of selling Cloud Cybersecurity SaaS solutions to DOW Additional Qualifications Demonstrable success communicating Cyber value proposition to Government CXO’s in a manner reflective of the target prospects KPI’s and compliance drivers Experience within defense programs w/past success capturing large Cyber wins through these programs Expertise in executing an evangelical sales motion at a startup Large deal exposure, with ARR exceeding $1,000,000

Partner with sales and channel teams to provide technical sales support, deliver presentations, enable partners, and align product roadmaps with customer needs in cybersecurity. | 3+ years technical sales or pre-sales experience in cybersecurity or related field, strong presentation skills, preferably with cybersecurity certifications like CISSP or GIAC. | About SecurityScorecard: SecurityScorecard is the global leader in cybersecurity ratings, with over 12 million companies continuously rated, operating in 64 countries. Founded in 2013 by security and risk experts Dr. Alex Yampolskiy and Sam Kassoumeh and funded by world-class investors, SecurityScorecard’s patented rating technology is used by over 25,000 organizations for self-monitoring, third-party risk management, board reporting, and cyber insurance underwriting; making all organizations more resilient by allowing them to easily find and fix cybersecurity risks across their digital footprint. Headquartered in New York City, our culture has been 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 in a row. Most recently, SecurityScorecard was named to Fast Company’s annual list of the World’s Most Innovative Companies for 2023 and to the Achievers 50 Most Engaged Workplaces in 2023 award recognizing “forward-thinking employers for their unwavering commitment to employee engagement.” SecurityScorecard is proud to be funded by world-class investors including Silver Lake Waterman, Moody’s, Sequoia Capital, GV and Riverwood Capital. About the team SecurityScorecard's Sales Engineering team are trusted security advisors and business partners both internally and to prospective clients, offering deep knowledge about the market and our solution. We are intellectually curious, find great reward in delivering valuable solutions to customers, and are passionate about cybersecurity. As a Sales Engineer, you will partner with Field Sales and Channel Team in the ANZ region throughout the sales relationship lifecycle to build solutions to address specific customer security needs. Key to the role is communicating the value proposition of SecurityScorecard's platform and suite of solutions, positioning SecurityScorecard effectively against competing offerings. You'll also collaborate cross functionally, providing customer feedback to product teams to inform the roadmap. The role will also include working with and providing key technical enablement to SecurityScorecard Channel, ensuring they are kept up to date on new product enhancements and developments. Success in this role requires security and technical acumen to develop a deep understanding of SecurityScorecard's architecture and services and a consultative approach to understanding customer business needs. You'll leverage your strategic communication skills to engage in technical and business discussions with engineers and senior decision makers alike, translating customer needs into technical requirements and conveying the merit of SecurityScorecard's solutions throughout. Key Responsibilities • Serve as the domain expert on SecurityScorecard solutions throughout the sales lifecycle • Provide specific solution/technology/product consulting, technical and sales support for major potential accounts • Perform in-depth and high-level technical presentations for customers, partners and prospects • Work with and provide Technical enablement to Partners in the region • Maintain area or operation responsibilities for selected major account opportunities • Maintain product roadmaps and alignment between the customer and relevant business entities • Devise, present and document technical solutions • Keep up-to-date on relevant competitive solutions, products and services Qualifications • Minimum 3+ years of technical sales or pre-sales experience in cybersecurity, or as a cybersecurity practitioner who desires to grow a career in a client facing role • Industry recognized certifications such as a CISSP, GIAC, etc. a plus • Demonstrated presentation and interpersonal skills; communicate in front of large groups with a mixed audience of technical and non-technical • Native speaker or proficient Additional Qualifications • Highly motivated self starter who works well independently • Intellectually curious; seeks to continually self-educate and evolve domain specific knowledge • Chinese-Mandarin is a plus Benefits: Specific to each country, we offer a competitive salary, stock options, Health benefits, and unlimited PTO, parental leave, tuition reimbursements, and much more! The estimated total compensation range for this position is $170,000 - $190,000 USD (base plus bonus). Actual compensation for the position is based on a variety of factors, including, but not limited to affordability, skills, qualifications and experience, and may vary from the range. In addition to base salary, employees may also be eligible for annual performance-based incentive compensation awards and equity, among other company benefits. SecurityScorecard is committed to Equal Employment Opportunity and embraces diversity. We believe that our team is strengthened through hiring and retaining employees with diverse backgrounds, skill sets, ideas, and perspectives. We make hiring decisions based on merit and do not discriminate based on race, color, religion, national origin, sex or gender (including pregnancy) gender identity or expression (including transgender status), sexual orientation, age, marital, veteran, disability status or any other protected category in accordance with applicable law. We also consider qualified applicants regardless of criminal histories, in accordance with applicable law. We are committed to providing reasonable accommodations for qualified individuals with disabilities in our job application procedures. If you need assistance or accommodation due to a disability, please contact talentacquisitionoperations@securityscorecard.io. Any information you submit to SecurityScorecard as part of your application will be processed in accordance with the Company’s privacy policy and applicable law. SecurityScorecard does not accept unsolicited resumes from employment agencies. Please note that we do not provide immigration sponsorship for this position. #LI-DNI

Lead and manage a team of BDRs across EMEA and LATAM to drive pipeline growth and optimize outbound sales strategies. | Proven experience managing sales or BDR teams, strong leadership skills, proficiency in CRM tools, and ability to operate across diverse international markets. | About SecurityScorecard: SecurityScorecard is the global leader in cybersecurity ratings, with over 12 million companies continuously rated, operating in 64 countries. Founded in 2013 by security and risk experts Dr. Alex Yampolskiy and Sam Kassoumeh and funded by world-class investors, SecurityScorecard’s patented rating technology is used by over 25,000 organizations for self-monitoring, third-party risk management, board reporting, and cyber insurance underwriting; making all organizations more resilient by allowing them to easily find and fix cybersecurity risks across their digital footprint. Headquartered in New York City, our culture has been 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 in a row. Most recently, SecurityScorecard was named to Fast Company’s annual list of theWorld’s Most Innovative Companies for 2023 and to the Achievers 50 Most Engaged Workplaces in 2023 award recognizing “forward-thinking employers for their unwavering commitment to employee engagement.” SecurityScorecard is proud to be funded by world-class investors including Silver Lake Waterman, Moody’s, Sequoia Capital, GV and Riverwood Capital. Role Overview: The BDR Manager - EMEA / LATAM, will lead and scale a high-performing team of Business Development Representatives across both regions. This role is similar to an enterprise BDR manager role. This leader will drive pipeline growth, optimize outbound strategies, and ensure the team is equipped to engage prospects in key EMEA and LATAM markets. The BDR Manager will collaborate closely with Sales, Marketing, and regional leadership to align on go-to-market strategies and deliver on SecurityScorecard’s ambitious growth targets in the country. Key Responsibilities: • Lead, mentor, and manage a team of BDRs across EMEA and LATAM, ensuring achievement of individual and team KPIs such as meetings booked, qualified leads, and pipeline contribution. • Develop and execute outbound prospecting strategies tailored to both. markets, targeting key industries and buyer personas across the country’s diverse regions. • Oversee daily operations: onboarding, training, performance management, and career development of BDRs. • Monitor and report on team performance using CRM tools (e.g., Salesforce), providing regular feedback and identifying areas for improvement. • Collaborate with Sales and Marketing to align messaging, campaign strategies, and lead handoff processes; ensure smooth cross-functional communication. • Build and maintain a scalable BDR playbook, incorporating best practices for prospecting, lead qualification, and objection handling. • Work with partners and distributors to maximize SecurityScorecard’s reach and impact in local EMEA and LATAM markets. • Stay up to date on SecurityScorecard’s product offerings and the evolving cybersecurity landscape. • Foster a culture of continuous learning, inclusivity, and high performance within the team. Key Markets Language Requirements: The BDR Manager will oversee activities in the following priority regions: • Europe • Middle East • Latin America Languages: • Proficiency in English is required for national collaboration and reporting. • Additional proficiency in Spanish or other languages is a plus Benefits: Specific to each country, we offer a competitive salary, stock options, Health benefits, and unlimited PTO, parental leave, tuition reimbursements, and much more! SecurityScorecard is committed to Equal Employment Opportunity and embraces diversity. We believe that our team is strengthened through hiring and retaining employees with diverse backgrounds, skill sets, ideas, and perspectives. We make hiring decisions based on merit and do not discriminate based on race, color, religion, national origin, sex or gender (including pregnancy) gender identity or expression (including transgender status), sexual orientation, age, marital, veteran, disability status or any other protected category in accordance with applicable law. We also consider qualified applicants regardless of criminal histories, in accordance with applicable law. We are committed to providing reasonable accommodations for qualified individuals with disabilities in our job application procedures. If you need assistance or accommodation due to a disability, please contact talentacquisitionoperations@securityscorecard.io. Any information you submit to SecurityScorecard as part of your application will be processed in accordance with the Company’s privacy policy and applicable law. SecurityScorecard does not accept unsolicited resumes from employment agencies. Please note that we do not provide immigration sponsorship for this position.