Chief Revenue Officer, deepwatch
$450-500k
OTE
+ Stock options
Splunk
Expert level
Remote in US
More information about location
Managed cyber security solutions
Job no longer available
Managed cyber security solutions
201-500 employees
B2BSecurityCyber Security
Job no longer available
$450-500k
OTE
+ Stock options
Splunk
Expert level
Remote in US
More information about location
201-500 employees
B2BSecurityCyber Security
Company mission
Deepwatch's mission is to serve its customers and protect their networks, everywhere, every day.
Role
Who you are
- The ideal candidate will bring a proven track record of driving revenue growth, developing strategic partnerships, and leading high-performing sales and marketing teams
- The ideal candidate will thrive in a fast-paced, highly technical, entrepreneurial environment
- Bachelor’s degree or equivalent experience; an MBA is preferred
- 10+ years of sales experience in information security software or services
- Knowledge and experience in EMEA, APAC, North America
- Knowledge and experience working with a range of GTM reseller partners by region with a proven track record identifying, building and managing reseller partnerships that have delivered strong revenue growth
- A successful track record managing a team of channel sales professionals
- An understanding of the Managed Security Services business model, value proposition, and competitive landscape
- To sell value versus price with proven experience in selling complex solutions and large deals to senior executives
- Stay motivated and be adept at exceeding sales bookings targets versus plan and changing behavior as required
- Excellent communication skills and ability to interact with partners, executives, and customers daily
- Proactive, analytical, and results-oriented
- Knowledge and working experience with Splunk, EDR, VM, and other security technologies
- Channel and/or direct sales experience with a focus on consultative, services-led sales and/or customer outcome-driven approach
- All Deepwatch employees are expected to:
- Be interested in and able to work remotely from a home office when not at a corporate office
- Pass a pre-employment background and drug screen in accordance with applicable laws
- This position will have access to customer data and as such is subject to International Traffic in Arms Regulations (ITAR). Upon application, candidates will be asked to confirm that they are a U.S. Person as defined by the following:
- A citizen of the U.S.
- A lawful permanent resident of the United States
- A person admitted to the United States as a refugee; or
- A person that has been granted asylum by the United States government
What the job involves
- Deepwatch is seeking an innovative and experienced Head of Sales who is passionate about creating sales strategies and advancing Deepwatch's growth to guide us through our next exciting growth phase
- As a key member of our executive team, will be responsible for crafting and executing a comprehensive revenue strategy that aligns with our mission and technological capabilities in addition to building and managing our national sales organization
- You will help drive and foster our high-performance culture and exceed quarterly and annual objectives for new sales bookings, renewals, and top-of-pipeline objectives for high-quality leads
- You will lead the sales organization in continuously refining and adjusting go-to-market (GTM) strategies as needed and in analyzing key performance metrics
- You will work closely with the Field Sales, Channel Team, GTM Partners and Resellers, Technology Partners, Product Team, and Marketing to evangelize the value of Deepwatch to prospective customers and partners
- Manage and lead a team of field Sales Directors and drive sales teams in achieving and exceeding new sales booking targets, building pipeline, and landing new customer logos
- Ensure the sales team has comprehensive account plans to optimize sales success in each geographic region
- Work closely with the Channel Sales leaders to gain visibility into GTM Partner productivity and pipelines while leading business development for new channel partners
- Provide detailed and accurate forecasting to the leadership team for Finance and Board of Director updates on a weekly basis
- Develop and execute a comprehensive revenue generation strategy that aligns with Deepwatch’s goals and objectives
- Lead and manage the sales, technical sales, customer experience, and channel sales teams to achieve revenue targets and growth objectives
- Identify and pursue new market opportunities, partnerships, and channels to drive business expansion
- Analyze market trends, customer needs, and competitive landscape to inform strategic decision-making
- Collaborate with product development and operations teams to ensure alignment with market demands and customer expectations
- Work closely with Sales Directors, Channel Team, GTM Partners and Resellers, Technology Partners, Product Team, and Marketing to effectively position and sell Deepwatch services
- Monitor and report on key performance indicators (KPIs) related to revenue, sales, and marketing activities
- Build and maintain accountability across the sales team by developing and applying key sales performance and pipeline development metrics
- Monitor the sales pipeline and top-of-funnel leads, and coordinate with sales and marketing to adjust as necessary to support strong Q/Q sequential growth
- Successfully manage and deliver short-term results and long-term strategy, including new bookings, upsells and renewals
- Assist in building teams by attracting and retaining sales talent and maintaining a talent bench for timely onboarding
- Partner with the CMO to develop and implement robust sales management and operations processes including pipeline, account planning, proposals, marketing campaigns, and customer nurture programs
- Leverage customer research (quantity and quality) to provide strategic leadership for brand architecture and positioning
- Create standardized outreach for new potential customers and lead the implementation of this across Business Development, Sales, Channel Management, and Marketing
- Develop growth strategies with the Executive and Senior Leadership Team
- Serve as a role model of Deepwatch’s Core Values, and coach and encourages others to model these values
- Embody the Deepwatch Leadership Attributes of ownership, delivering results, hiring & developing the best talent in the industry, having backbone and ability to disagree and then commit, and earning trust
- Provide leadership, mentorship, and professional development opportunities to team members
- Drive a culture of innovation, accountability, and excellence within the revenue organization
Our take
With increased digital transformation and cloud adoption, businesses have ever-more complex systems to protect, making it harder to ensure everything remains cybersecure. Deepwatch supplies Managed Detection and Response (MDR) solutions, combining its technology and expertise to optimize protections for its clients, mitigate risk, and improve security outcomes.
Grasping the need for greater security for digital platforms, applications, and data, Deepwatch has built a cloud SecOps platform, upon which its services run. Its managed services are tailored to the requirements of each individual client, and involve a team of security experts collaborating with the business to gain an in-depth knowledge of their security requirements and specific areas of risk to target.
Competition for Deepwatch comes from companies such as Paladion, Crypsis, and ExtraHop. However, the demand for managed cybersecurity solutions is growing and - given there is a general cybersecurity skills shortage - security management companies like Deepwatch are becoming increasingly necessary. Funding raised by the company will allow it to grow to meet this demand, by accelerating innovation and development, and expanding its partner ecosystem.
Freddie
Company Specialist at Welcome to the Jungle
Insights
Top investors
Company
Funding (last 2 of 3 rounds)
Feb 2023
$180m
LATE VC
Oct 2020
$53m
SERIES B
Total funding: $256m
Company benefits
- Insurance plan options, including 100% employer premium contributions and HSA contributions for certain coverage
- Employer paid Life Insurance, Short-term and Long-term Disability, and Employee Assistance Program
- Supplemental coverage options
- Holistic employee Wellness program
- Flexible Time Off
- Paid Parental Leave
- Stock Options
- 401k with company match
- $200 Monthly reimbursement for Cell/Internet
- Annual recognition awards
- Spot bonus awards
- Employee and Customer Referral Bonus Programs
- Annual credit to Deepwatch Swag Store
- Professional Development Allowance: $3,000 in your first year and $6,000 annually thereafter
- Formal Leadership Development Program
- Employee-driven, company-wide Mentoring Program
- Paid time off for volunteering and voting
- Support for company-wide initiatives, such as Stem for Her and local initiatives like Feeding Tampa Bay
- Sponsored Employee Affinity Groups, including Women of Deepwatch, BIPOC, and DW Veterans
- Annual Company Kick Off Event, Monthly All Hands calls, cross functional initiatives, social events, interactive wellness programs, and department offsite meetings
- Peer Recognition Program (Radical Performer)
Company values
- Customers Are Our Core - Customers are the heart of our business. Every hire, process and decision is made with a focus on bolstering our ability to deliver exceptional customer experiences.
- Innovation Drives Us - We continually focus on curating leading technologies into our Cloud SecOps Platform to stay ahead of the rapidly changing landscape.
- Expect Excellence - We strive for excellence in everything we do. We do not settle for satisfactory. We hire outstanding employees, integrate best in class technologies and partners and expect excellence across our organization.
- One Team - We are one team. No one person can accomplish the mission alone. We are selfless in our commitment to each other and to the greater good of the organization.
- HAVE A BLAST! - We believe that promoting a fun and transparent work environment fuels creativity, positive relationships, and rewarding career experiences. We focus on the positive and celebrate our successes.
Company HQ
Carver City-Lincoln Gardens, Tampa, FL
Articles
Leadership
Charlie Thomas
(CEO)A serial entrepreneur, Charlie has led and grown four different startups to market values from $25 million to over $1 Billion with four exits and an IPO.
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