Director of Sales - US based

The Director of Sales is a strategic, entrepreneurial leader who owns the full sales function—setting the vision, designing the strategy, and driving day-to-day execution with a builder’s mindset. This role is ideal for someone who thrives in environments where they can innovate, take ownership, and scale systems from the ground up. The Director of Sales is responsible for planning, pipeline creation and management, forecasting, budgeting, expense prioritization, staffing plans, and continuously refining sales methods and processes. As a key partner to senior leadership, this role shapes long-term commercial strategy, makes critical operational decisions, and ensures the organization achieves ambitious growth targets and business outcomes. Today, BEMO has reached $14M in ARR, and we plan to take it to $35M by 2030!

Director of Sales (MGR 7) demonstrates the ability to independently lead and execute routine and complex work, applying deep specialist and commercial knowledge in the following areas:

• Demonstrates deep sales expertise and strong familiarity with Microsoft Security and compliance services and frameworks (for example, SOC 2, ISO 27001, ISO 42001, and CMMC), with proven commercial awareness and the ability to translate security and compliance value into fundable deals.
• Leads the sales function to reduce repeated failures and create repeatable wins by defining and improving sales methods, operating cadence, and performance expectations, while ensuring budgets and schedules meet requirements. Plans how people and processes scale and proactively closes skill gaps through training, enablement, and hiring plans.
• Maintains and continuously improves the outbound sales motion that consistently generates a qualified pipeline, including ICP and targeting strategy, messaging and sequences, activity and conversion expectations, and hands-on outbound execution as needed until the team is fully staffed and performing.
• Breaks down complex problems into practical solutions, using sound judgement and expertise, and involves the right stakeholders to shape decisions and secure alignment.
• Communicates on behalf of the sales function with clarity and confidence, effectively cascading major changes across the organization so teams are aligned and not caught off guard.
• Partners closely with the executive team and senior stakeholders to influence priorities and align sales execution with company goals and strategy.

What You’ll Sell

• Cybersecurity plans built on Microsoft security capabilities (including MDR / SIEM via Microsoft Sentinel + SOC support)
• Managed Security delivers ongoing proactive and reactive M365 monitoring, alerting & remediation. Deploys policy updates, regular patching, breach response, vulnerability management (Platinum offer required), dedicated security engineering team, and our managed Quarterly Business Reviews (QBRs)
• Managed Compliance for frameworks such as SOC 2, ISO 27001, ISO 42001, CMMC, including automation and services like auditor support
• Managed Helpdesk (8x5, 24/5, 24/7) and IT operational support
• Migrations to Microsoft 365 support organizations moving email, file, collaboration workloads, servers, identity, phones, and Azure resources into Microsoft 365 and Azure. A structured, repeatable implementation service designed for a smooth transition into the Microsoft Cloud.

Responsibilities and Primary Goals

Revenue Strategy and Pipeline Ownership

• Own pipeline and revenue results by setting inbound and outbound targets and driving consistent execution.

• Maintain ICP, target account strategy, and territory coverage, ensuring high-quality account planning and stakeholder mapping.
• Optimize outbound motion and performance across key channels and improve conversion and pipeline quality.
• Partner with Marketing and Partners to align lead flow, campaign priorities, partner-sourced pipeline, and conversion performance.

High-Level Selling and Deal Governance

• Lead and coach discovery and qualification standards across the team.
• Own the executive-level positioning for BEMO offerings and support complex sales into Microsoft Security and compliance frameworks.
• Ensure end-to-end deal execution from qualification through close and handoff.
• Drive forecasting discipline and CRM rigor, including close plans, deal reviews, and clear next steps.

Go To Market Execution and Cross-Functional Leadership

• Set standards for solution scoping and proposal quality in partnership with Security, Compliance, and Delivery.
• Remove blockers in complex deals by aligning internal resources and navigating buying committees.
• Run weekly operating rhythm to improve win rate, sales cycle, and forecast accuracy.
• Hire, onboard, coach, and develop the sales team as the function rebuilds and scales.

Ecosystem and Market Presence

• Build and grow partner and referral relationships that generate pipeline and support co-sell.
• Represent BEMO in high-stakes customer and partner engagements and strengthen market presence.

Business Strategy and OKR Ownership

• Own annual revenue plan and OKRs, translating targets into quarterly priorities and execution.
• Own sales planning and budget, including headcount plan and target setting with the CEO and CFO.
• Represent Sales on the leadership team and provide strategy, market insights, and performance updates as needed.

Operational Excellence and Communication

• Improve sales process and execution quality through measurable process changes and cross-functional alignment.
• Communicate sales priorities, changes, and performance updates across the company to keep teams aligned.

Other tasks as assigned

Requirements

• Bachelor’s degree in business, Marketing, or a related field, or equivalent practical experience.
• 5+ years of B2B sales experience.
• 3 + years of experience leading and developing a sales team, including hiring, coaching, and performance management.
• Demonstrated success in owning revenue targets, forecasting, and pipeline management.
• Proven ability to generate pipeline through outbound prospecting and maintain a repeatable outbound motion.
• Experience selling cybersecurity, managed services, SaaS, or compliance-related services.
• Familiarity with Microsoft Security solutions and compliance frameworks such as SOC 2, ISO 27001, ISO 42001, and CMMC.
• Strong CRM skills, including reporting, pipeline hygiene, and forecast accuracy.
• Excellent written and verbal communication skills and ability to engage executive stakeholders.

Preferred

• Experience selling Microsoft Security solutions and services, including Microsoft Sentinel, MDR, SIEM, SOC, and incident response.
• Experience with managed compliance programs, including SOC 2, ISO 27001, ISO 42001, or CMMC, and working with auditors, GRC teams, or compliance automation tools.
• Proven success building and scaling outbound, including account-based motions, partner-sourced pipeline, and multi-touch sequences.

Top five selected candidates will be invited to present to the Leadership Team a short sales plan and pitch outlining how they will build pipeline, drive revenue, and achieve results at BEMO in 2026 and 2027. BEMO will provide the necessary background information and context needed to prepare the presentation.

Benefits

• 4 weeks (20 days) PTO
• 11 Paid Holidays
• 3-month paid sabbatical every 5 years
• 12-weeks paid parental leave
• Unlimited Sick days
• Medical, Dental, Vision, Life, Critical Care, and Hospital Insurance
• 401k, 80% match on the first 5% of contributions
• Expense Account (via Ramp)
• $500 home office setup (in addition to company-provided computer)
• 100% remote (we've been remote since day 1)
• P.S. We use Rippling to manage payroll + benefits… It’s an amazing employee experience