Director of Enterprise Sales, Cybersecurity (AI-Native MDR)
Role Overview
Verge Management Group is conducting a retained search on behalf of a confidential client, a well-funded AI-native cybersecurity startup rebuilding managed detection and response from the ground up. They're hiring a sales director who can carry enterprise security deals from first conversation to signature, selling directly to CISOs and security leadership.
The Mission
The Role
Most MDR providers duct-taped AI onto a ten-year-old SOC model and called it innovation. This client built the other way around: automation first, humans where they actually matter. It's early stage, it's funded, and the product does what the deck says it does. That combination is rarer than it should be.
What they don't have yet is you. The person who takes it to market.
You'll own a territory outright. Build the pipeline, run the full cycle, close new logos, and keep channel partners productive along the way. No inherited book. No warm-up act. Nobody handing you a playbook, because the playbook is your job. If that sentence made you nervous, close the tab. If it made you grin, keep reading.
What You'll Actually Do
- ·Own the full enterprise sales cycle, prospecting through close, against a real revenue number that someone will absolutely ask you about
- ·Sell directly to CISOs, security leaders, and procurement, and keep channel partners fed and productive
- ·Translate an AI-driven MDR platform for two very different rooms: the SOC manager who wants detection detail and the CFO who wants the number
- ·Keep the CRM honest. Pipeline, forecast, activity. Sandbagging and happy ears both get found out here.
- ·Be visible. Conferences, industry events, client sites. Up to 50% travel, so make peace with your airline status now.
Relevant Skills and Experience
What You Need to Bring
- ·5+ years closing cybersecurity, security SaaS, or enterprise tech deals, with the quota history to back it up. "Team player who contributed to wins" doesn't count. Your name on the deal does.
- ·Real fluency in the threat landscape and how MDR actually gets bought. Hands-on selling around SIEM, EDR, or SOAR is a strong plus.
- ·The range to hold a C-suite room on Tuesday and survive a technical evaluation team on Thursday
- ·Startup wiring: self-directed, fine with ambiguity, allergic to waiting for instructions
- ·MEDDIC, Challenger, or Sandler training helps. It doesn't replace a track record. Nothing does.
Job Summary
VMG guarantees strict confidentiality for all applicants.