Claroty
RVP Enterprise Sales - Western US
Claroty, San Francisco, California, United States, 94199
Description
We are looking for an exceptional and hardworking RVP Enterprise Salesto join our growing team of the most outstanding and creative minds in industrial cybersecurity.
About Claroty:
Claroty is on a mission to secure cyber-physical systems across industrial, healthcare, commercial and public sector environments: the Extended Internet of Things (XIoT). The Claroty Platform integrates with customers' existing infrastructure to provide a full range of controls for visibility, exposure management, network protection, threat detection, and secure access. Our solutions are deployed by over 1,000 organizations at thousands of sites across all seven continents.
Claroty is headquartered in New York City, with employees across the Americas, Europe, Asia-Pacific, and Tel Aviv. The company is widely recognized as the industry leader in cyber-physical systems protection, with backing from the world's largest investment firms and industrial automation vendors, as well as recognition from KLAS Research as Best in KLAS for Healthcare IoT Security, the Deloitte Technology Fast 500, the Forbes Cloud 100, and the Fortune Cyber 60.
Responsibilities
The RVP will carry a Sales Team Quota on new ARR from new business, upsell, cross-sell, and renewal sales across the Western US, and will drive revenue through the hiring, onboarding, and development of a high performing enterprise sales team selling into enterprise customers with annualized revenues up to $5B.
As a RVP of Enterprise Sales, Your impact will be:
Able to attract, recruit, and lead high-performing sales talent within the territory. This includes hire/terminate, training, planning, directing and coordinating the activities of the sales team as assigned to drive revenue growth and profitability in alignment with company-wide objectivesMotivate and inspire the sales team to overachieve and create esprit de corpsPut into place sales force discipline, process strategies, and strategic resource plans that will capture key opportunities in target markets, enterprise accounts/prospects, partners or industry verticals throughout the territoryCreate consistent performance review cadence, as well as transparent and regular communication to the teamProvide leadership and oversight to ensure the team demonstrates and deploys resources expertly and for the highest impact. Collaborating with sales engineering, channels/alliances, customer success, renewals, professional services, product, legal, marketing, and engineering teams to create a flawless customer experienceEvangelizing proven selling methodologies e.g., MEDDPICC to provide greater sales visibility, reliable forecasting, and successful business outcomesProvide timely and accurate forecasting of developing opportunities, pipeline, and revenue on a quarterly basisProvide leadership and oversight to ensure the team leverages and deploys resources efficiently and for the highest impactConsistently deliver against targets - ensuring company goals, and objectives are achieved consistently and sustainablyEffectively manage region by considering each and all accounts collectively; establish accurate plans and forecasts; prioritize efforts; generate short-term results while holding a long-term perspective to achieve overall resultsUnearth customer insights, define the value proposition, determine appropriate sales and marketing strategy to maximize growth objectivesMaintain market intelligence and develop strategies to maintain the Company's leadership positionRequirements
What do you need to succeed in this role?
10+ years' experience building and running enterprise sales teamsBachelor's degree or equivalent experienceRelevant cybersecurity software industry experienceStrong understanding of MEDDPICC, and Value Selling methodologiesHistory of consistently meeting/exceeding targets and objectives personally and as a leaderExcellent leadership and influencing skills; ability to build strong business partnerships both outside, and within the organization.Extensive experience managing sales pipelines and forecastsSkilled at business planning and diligent at measuring and communicating progress towards the plan, identifying roadblocks, and coming up with appropriate solutions.Highly professional persona and polished demeanor. Strong verbal and written communication skills; effective at delivering executive level presentationsWhy Claroty? Our Culture and Benefits:
Claroty is a
people first company . With strong bonds amongst the team, we believe in prioritizing personal care and support over work, confident that results follow from a harmonious environment. We celebrate professional and personal successes, committed to fostering a diverse and inclusive space.Stability , we demonstrate continued growth over the past few years, raised over 700M$ from top tier investors, we have top tier board members and our products are sold worldwide, over 1000 customers.We understand the importance of maintaining a
healthy work-life balance , and encourage people to take the time they need to rest and prioritize their mental and physical health. We also provide a biannual
"ClaroBreak",
a company-wide long weekend shutdown so we can all rest, recharge and spend time with our loved ones.We care about your development . At Claroty, we prioritize excellence and uphold high professional and ethical standards. We encourage career growth and exploration within the company, facilitated by biannual performance reviews, feedback sessions, and individual development planning, complemented by professional courses.We believe in transparency and openness . That's why we regularly hold company all-hands, town hall meetings, and "Coffee with the CEO" sessions. We also conduct round table sessions and employee satisfaction surveys, to keep a pulse on what matters most to our team members and make our culture the best it can be.While we have physical offices in New York, Tel Aviv, London and Singapore, we also embrace a
hybrid working culture . This flexibility allows us to tap into a diverse talent pool and enables our team members to work in a way that suits their individual preferences and circumstances.
Expected base salary of this role is $170,000-$210,000. This is a good faith estimate but does not include equity, bonus, or other forms of compensation. Pay will be by experience level, but those outside of the salary band are welcome to apply.
Claroty is an equal-opportunity employer and is committed to fostering a diverse and inclusive work environment for all. We encourage applications from candidates of ALL diverse backgrounds, and special accommodations are available upon request in all phases of the selection.
Please see our "Candidate Privacy Notice" here.
For U.S. only:
While we believe competitive compensation is a critical aspect of your decision to join us, we do hope you also spend time considering why our mission and culture are right for you. We are creating something amazing here, and we hope you are as excited about the future as we are.
You're more than welcome to follow us on social media:
LinkedIn
Facebook
Industry award
Latest news
We are looking for an exceptional and hardworking RVP Enterprise Salesto join our growing team of the most outstanding and creative minds in industrial cybersecurity.
About Claroty:
Claroty is on a mission to secure cyber-physical systems across industrial, healthcare, commercial and public sector environments: the Extended Internet of Things (XIoT). The Claroty Platform integrates with customers' existing infrastructure to provide a full range of controls for visibility, exposure management, network protection, threat detection, and secure access. Our solutions are deployed by over 1,000 organizations at thousands of sites across all seven continents.
Claroty is headquartered in New York City, with employees across the Americas, Europe, Asia-Pacific, and Tel Aviv. The company is widely recognized as the industry leader in cyber-physical systems protection, with backing from the world's largest investment firms and industrial automation vendors, as well as recognition from KLAS Research as Best in KLAS for Healthcare IoT Security, the Deloitte Technology Fast 500, the Forbes Cloud 100, and the Fortune Cyber 60.
Responsibilities
The RVP will carry a Sales Team Quota on new ARR from new business, upsell, cross-sell, and renewal sales across the Western US, and will drive revenue through the hiring, onboarding, and development of a high performing enterprise sales team selling into enterprise customers with annualized revenues up to $5B.
As a RVP of Enterprise Sales, Your impact will be:
Able to attract, recruit, and lead high-performing sales talent within the territory. This includes hire/terminate, training, planning, directing and coordinating the activities of the sales team as assigned to drive revenue growth and profitability in alignment with company-wide objectivesMotivate and inspire the sales team to overachieve and create esprit de corpsPut into place sales force discipline, process strategies, and strategic resource plans that will capture key opportunities in target markets, enterprise accounts/prospects, partners or industry verticals throughout the territoryCreate consistent performance review cadence, as well as transparent and regular communication to the teamProvide leadership and oversight to ensure the team demonstrates and deploys resources expertly and for the highest impact. Collaborating with sales engineering, channels/alliances, customer success, renewals, professional services, product, legal, marketing, and engineering teams to create a flawless customer experienceEvangelizing proven selling methodologies e.g., MEDDPICC to provide greater sales visibility, reliable forecasting, and successful business outcomesProvide timely and accurate forecasting of developing opportunities, pipeline, and revenue on a quarterly basisProvide leadership and oversight to ensure the team leverages and deploys resources efficiently and for the highest impactConsistently deliver against targets - ensuring company goals, and objectives are achieved consistently and sustainablyEffectively manage region by considering each and all accounts collectively; establish accurate plans and forecasts; prioritize efforts; generate short-term results while holding a long-term perspective to achieve overall resultsUnearth customer insights, define the value proposition, determine appropriate sales and marketing strategy to maximize growth objectivesMaintain market intelligence and develop strategies to maintain the Company's leadership positionRequirements
What do you need to succeed in this role?
10+ years' experience building and running enterprise sales teamsBachelor's degree or equivalent experienceRelevant cybersecurity software industry experienceStrong understanding of MEDDPICC, and Value Selling methodologiesHistory of consistently meeting/exceeding targets and objectives personally and as a leaderExcellent leadership and influencing skills; ability to build strong business partnerships both outside, and within the organization.Extensive experience managing sales pipelines and forecastsSkilled at business planning and diligent at measuring and communicating progress towards the plan, identifying roadblocks, and coming up with appropriate solutions.Highly professional persona and polished demeanor. Strong verbal and written communication skills; effective at delivering executive level presentationsWhy Claroty? Our Culture and Benefits:
Claroty is a
people first company . With strong bonds amongst the team, we believe in prioritizing personal care and support over work, confident that results follow from a harmonious environment. We celebrate professional and personal successes, committed to fostering a diverse and inclusive space.Stability , we demonstrate continued growth over the past few years, raised over 700M$ from top tier investors, we have top tier board members and our products are sold worldwide, over 1000 customers.We understand the importance of maintaining a
healthy work-life balance , and encourage people to take the time they need to rest and prioritize their mental and physical health. We also provide a biannual
"ClaroBreak",
a company-wide long weekend shutdown so we can all rest, recharge and spend time with our loved ones.We care about your development . At Claroty, we prioritize excellence and uphold high professional and ethical standards. We encourage career growth and exploration within the company, facilitated by biannual performance reviews, feedback sessions, and individual development planning, complemented by professional courses.We believe in transparency and openness . That's why we regularly hold company all-hands, town hall meetings, and "Coffee with the CEO" sessions. We also conduct round table sessions and employee satisfaction surveys, to keep a pulse on what matters most to our team members and make our culture the best it can be.While we have physical offices in New York, Tel Aviv, London and Singapore, we also embrace a
hybrid working culture . This flexibility allows us to tap into a diverse talent pool and enables our team members to work in a way that suits their individual preferences and circumstances.
Expected base salary of this role is $170,000-$210,000. This is a good faith estimate but does not include equity, bonus, or other forms of compensation. Pay will be by experience level, but those outside of the salary band are welcome to apply.
Claroty is an equal-opportunity employer and is committed to fostering a diverse and inclusive work environment for all. We encourage applications from candidates of ALL diverse backgrounds, and special accommodations are available upon request in all phases of the selection.
Please see our "Candidate Privacy Notice" here.
For U.S. only:
While we believe competitive compensation is a critical aspect of your decision to join us, we do hope you also spend time considering why our mission and culture are right for you. We are creating something amazing here, and we hope you are as excited about the future as we are.
You're more than welcome to follow us on social media:
Industry award
Latest news