Manager of Commercial Sales, OPSWAT

• If you are driven by building high-performing teams, love strategy as much as execution, and want to help shape the future of cybersecurity, this is the role for you
• 6–10+ years of B2B sales experience; at least 3 years leading or managing sales teams in cybersecurity or adjacent technologies
• Proven success building and coaching high-performing sales teams — you know how to recruit, motivate, and develop talent
• Experience selling into two or more target sectors: Energy/Utilities, Finance, Manufacturing, or Technology
• Demonstrated ability to operate within commercial/upper mid-market enterprise accounts and accelerate long-cycle deals
• Strong ability to translate cybersecurity concepts into business-based value for commercial and operational stakeholders
• Skilled at building executive-level relationships across IT, security, and operational business units
• A data-driven approach to managing pipeline health, territory plans, and forecast accuracy
• Thrive in fast-moving, growth-focused environments; comfortable with change and ambiguity
• Exceptional communication, negotiation, and storytelling skills

Desirable

• We are seeking an inspiring Commercial Sales Manager to lead and elevate our Commercial Sales team
• This role focuses on growth within the Energy, Utilities, Finance, Manufacturing, and Technology sectors — markets where cybersecurity impact is mission-critical
• You will guide a passionate sales organization, build winning strategies, and help businesses protect their most valuable digital assets
• Lead, mentor, and empower the Commercial Sales team, fostering a culture of high achievement, collaboration, and continuous learning
• Develop and execute industry-focused sales strategies across:
• Energy & Utilities, Finance (banking, fintech, insurance), Manufacturing, Technology
• Drive predictable revenue growth by overseeing pipeline generation, forecasting, and enterprise-caliber deal execution
• Partner closely with Marketing to create targeted vertical campaigns, events, and activation strategies
• Equip your team to deliver compelling business value through OPSWAT’s prevention-first approach — demonstrating how protecting files/devices directly drives reliability, compliance, and operational resilience
• Support strategic customer engagements alongside reps — participating in discovery, solution positioning, presentations, and closing
• Collaborate with Product and Engineering to communicate customer and market insights, influencing solution enhancements for commercial markets
• Champion partner and channel relationships that accelerate reach and brand presence across focus verticals
• Represent OPSWAT at industry events, forums, and roadshows — helping elevate our mission and thought leadership
• Instill consistent sales discipline: pipeline management, accurate forecasting, account planning, and territory prioritization
• Key Performance Indicators:
• Commercial revenue attainment & quota achievement
• Pipeline creation and conversion within target verticals
• Team performance, retention, and development
• New logo acquisition & expansion growth
• Forecast accuracy
• Market penetration in Energy, Utilities, Finance, Manufacturing, and Technology