Commercial Sales Manager

• Lead, coach and develop a team of Commercial AEs and an Enterprise BDR team, with weekly 1:1s, deal reviews and call coaching tied to a clear sales methodology.
• Set activity, meeting and pipeline-generation goals for the Enterprise BDR team, and coach BDRs on outbound prospecting, messaging and qualification.
• Run a clean handoff from BDRs to AEs, with clear qualification criteria and shared pipeline reviews.
• Own team quota attainment, pipeline coverage and forecast accuracy, and report them clearly to executive leadership.
• Run a disciplined pipeline cadence: inspect new pipeline, stage progression, next steps and close plans every week.
• Partner with Marketing on territory plans, outbound campaigns, events in the Dallas and Texas market, and channel and partner-sourced pipeline.
• Work alongside Sales Engineering and Customer Success to run proof-of-value motions that show results in days.
• Join your AEs on key calls and help close strategic deals, including multi-threaded sales to CISOs, security architects, IT leaders and procurement.
• Hire, onboard and ramp new AEs, and build a team culture of accountability, curiosity and wins.
• Build and refine the Commercial playbook: discovery, positioning against competitors, objection handling, pricing and packaging, and negotiation.
• Keep the CRM clean and the data trustworthy, and use it to spot coaching opportunities and risks early.
• Share customer and competitive insights with Product and leadership to shape our roadmap and messaging on SaaS security and AI agent governance.

• 2+ years managing quota-carrying Commercial or Mid-Market AEs at a cybersecurity company, with a record of beating team quota.
• 5+ years of closing experience selling complex software to security, IT or GRC buyers.
• Experience with a modern sales methodology such as MEDDPICC, Challenger or Command of the Message, and a habit of coaching to it.
• Strong forecasting and pipeline management skills, and fluency with Salesforce or HubSpot and sales tools like Gong and Clay.
• Proven record of hiring, onboarding and retaining top AEs.

Nice to have

• Direct experience selling SSPM, identity security, cloud security, data security or AI security products.
• Experience in a high-growth, venture-backed company, ideally scaling a team from a small base.
• Existing relationships in the Texas security and IT community, or with channel partners and MSSPs.
• Experience selling through AWS Marketplace or co-selling with cloud and channel partners.