Senior Program Manager, Cobalt
Revenue Enablement
$112-141k
+ Equity Plan
More information about location
Penetration testing software provider
Open for applications
Penetration testing software provider
201-500 employees
Open for applications
$112-141k
+ Equity Plan
More information about location
201-500 employees
Company mission
To become the world's interface to the security workforce.
Role
Who you are
- Experience: 5+ years of experience in Revenue Enablement, Sales, Sales Operations, or Customer Success
- 2+ years of experience in cybersecurity is required
- Experience managing Sales Kickoff is preferred
- Methodology Expertise: Deep familiarity with solution selling, force management, sandler, or similar sales methodology is required. You know why it matters and the impact it has on a revenue organization. You know how to teach it, how to reinforce it, and how to spot when a rep is straying from it
- LMS Proficiency: Demonstrated experience administering an LMS to drive engagement and retention. Specific experience with WorkRamp is nice to have
- Content Management: Experience managing knowledge bases ensuring that content is not just stored, but structured for usability
- Results Orientation: You can look at the enablement system as a whole and identify the impact of enablement activities on the revenue organizations performance
- The "Cobalt" Mindset:
- Lead with Grit: You take ownership of challenges and see them through
- Innovate Relentlessly: You constantly look for ways to make onboarding smoother and training more sticky
- Quality at Speed & Scale: You deliver polished, effective programs without letting perfectionism slow you down
What the job involves
- We are looking for a Sr. Program Manager, Revenue Enablement to act as the architect of our sales efficiency
- In this role, you won't just deliver training; you will own the systems and methodologies that allow our Revenue team to scale
- Sitting on the product marketing team, you will take full ownership of our onboarding lifecycle via WorkRamp, ensuring new hires are proficient in our Discovery Deck and Differentiators
- Simultaneously, you will partner with leadership to diagnose skill vs. knowledge gaps, ensuring that our Solution Selling methodology is deeply embedded in every customer interaction
- You will have a direct line to the product roadmap, allowing you to influence how we position new features and ensuring the feedback you hear from the field actually shapes the future of our platform
- Champion Solution Selling: You will own and reinforce Solution Selling across the Cobalt Revenue organization and drive adoptions across Cobalt as a whole
- You will partner with Product Marketing, Product, Customer Success, RevOps, and Sales as well as other cross-functional teams to ensure that all training materials are aligned to this framework
- Translate Technical Knowledge into Value-Based Stories: You will teach the revenue organization how to identify the salient problems and pain points for a prospect and build a compelling narrative and vision for the future solution with Cobalt
- Own Onboarding: You will oversee the onboarding process in our LMS, WorkRamp, by managing coursework for new hires and monitoring their progress daily
- Acting as the main contact for questions during their ramp period, you will collaborate with new BDRs, AEs, SAs, and CSMs to ensure they master the Cobalt position and can effectively communicate key differentiators and customer success stories before engaging with live prospects
- BDR to Sales Rep Development: Partner with the Business Development Representative (BDR) team to coach and prepare internal promotions for the Account Executive (AE) role when those opportunities arise
- Product Training Collaboration: Collaborate with Product Marketing to deliver product training, simplify feature value narratives, and support customer teams
- Work with RevOps to optimize processes and integrate tools like CRM and LMS for better adoption and workflows
- Equip the sales team with key strategies to compete effectively against established rivals and niche companies, ensuring representatives understand Cobalt's strengths and can adapt to competitive challenges in penetration testing
- Gap Analysis & Strategic Intervention: You will hold regular meetings with Revenue Leadership to assess team performance and Solution Selling adoption
- Using data and observations, you’ll identify needs for skill support or product knowledge and create targeted interventions
- Additionally, you'll monitor revenue enablement activities to evaluate their effectiveness and connect programs to reduced ramp time, improved Win Rates, and increased ACV
- Knowledge Management: You will manage the central repository of selling and customer success resources on Confluence
- You are responsible for ensuring this source of truth remains current, organized, and easily accessible to the field
- Analytical Problem Solver: You don’t wait for a training request to land on your desk
- You’re the type of person who looks at the sales funnel, spots where deals are stalling, and builds a targeted workshop or tool to fix it
- You understand that your success isn't measured by how many people attended a Google Meet, but by how much more effective the team is in the field
Our take
Cobalt is a penetration testing platform providing PtaaS to significantly improve the efficiency and deliverability of penetration testing. The company is working to transform a multi-billion dollar industry that is set to grow in value as vulnerabilities become an increasing liability. Usefully for Cobalt, this applies across smaller and larger businesses alike, as the use (and protection) of data becomes increasingly important across all scales.
Its approach, using a curated marketplace of 400+ highly vetted ethical hackers, is pioneering in an industry typically hobbled by inefficient practices. Existing services tend to deliver a PDF list of vulnerabilities at the end of a testing period. Cobalt delivers results in real-time, integrated into the client’s existing environment.
In an age where hacker tech is continuously and rapidly developing, a service allowing companies to match this with continuous (as opposed to periodic) pen-testing will no doubt prove a vital and attractive tool.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 4 rounds)
Aug 2020
$29m
SERIES B
May 2018
$5m
SERIES A
Total funding: $36.5m
Company benefits
- Equity plan
- 401k matching for retirement savings plan
- Paid parental leave
- Flexible PTO, to support work life balance from anywhere in the US, UK, and Germany
- Monthly WFH stipends for equipment, lunches, wellness and learning & development
- Work directly with experienced senior leaders
- Make your mark in the rapidly expanding PtaaS space
- Join an award-winning “best workplace” and fast growing team
- Medical, dental and life insurance benefits
Company HQ
South Beach, San Francisco, CA
Leadership
Sonali Shah
(CEO)Joined Cobalt as CEO in 2024. They are a seasoned Business Leader with more than 20 years of experience scaling high-growth businesses across the cybersecurity landscape.
Lisa Matherly
(CMO)Joined Cobalt as CMO in 2023. They have over 2 decades of experience in B2B Marketing and Cyber Security. Prior to Cobalt, they spent most of their career at McAfee, Intel, and 3Com in various leadership roles across Marketing, Customer Service, and Sales.
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