About the role
Reporting directly to the Chief Operating Officer, the Senior Director, Sales Americas is responsible for the strategy, leadership, and performance of the Enterprise Account Executive organization across the Americas region. This role drives revenue growth through the development of enterprise sales strategy, execution excellence, talent development, and operational rigor. The Senior Director serves as a highly visible player-coach and trusted advisor to the executive team, providing leadership on critical customer opportunities, market expansion initiatives, and revenue planning. The ideal candidate brings extensive cybersecurity sales leadership experience, a proven record of scaling enterprise sales organizations, and the ability to influence outcomes at both the customer and executive levels.
Essential Duties & Responsibilities
Own and exceed quarterly and annual revenue objectives across the Americas region.
Lead and develop a high-performing team of Enterprise Account Executives.
Partner with internal channel stakeholders and strategic channel partners to create and implement sales initiatives that expand market reach, increase pipeline generation, and accelerate revenue growth. Foster strong relationships across the partner ecosystem to achieve mutual business objectives and maximize partner performance.
Function as a player-coach, actively participating in complex enterprise sales opportunities and executive-level customer engagements.
Develop and execute sales strategies that drive market expansion, customer acquisition, and revenue growth.
Establish forecasting discipline and revenue predictability across the organization.
Conduct executive-level pipeline and forecast reviews.
Drive consistent sales execution, methodology adoption, and accountability.
Coach Account Executives on strategic account planning, competitive displacement, and enterprise sales best practices.
Recruit, develop, and retain top enterprise sales talent.
Partner with executive leadership on territory planning, growth initiatives, and organizational scaling.
Serve as executive sponsor for key customer relationships and strategic opportunities.
Collaborate with Marketing, Customer Success, Product, and Revenue Operations to maximize growth and customer outcomes.
Analyze market trends and competitive dynamics to identify new growth opportunities.
Provide revenue forecasts, business insights, and strategic recommendations to the COO and executive leadership team.
Represent the organization at industry conferences, executive forums, partner events, and customer engagements.
Other duties as assigned
Knowledge, Skills & Abilities
Deep expertise in cybersecurity and enterprise technology sales.
Proven success scaling enterprise sales organizations.
Strong player-coach leadership style with demonstrated involvement in complex deal execution.
Exceptional forecasting, business planning, and operational management skills.
Strong executive presence and experience selling to C-level stakeholders.
Ability to influence organizational strategy and cross-functional business initiatives.
Excellent coaching, mentoring, and leadership skills.
Strong communication, presentation, and negotiation capabilities.
Education & Experience
Bachelor's degree preferred or equivalent experience required.
12+ years of B2B technology sales experience.
5+ years of enterprise sales leadership experience.
5+ years selling cybersecurity, information security, SaaS security, or related technology solutions.
Proven success leading enterprise sales teams responsible for significant ARR growth.
Demonstrated experience scaling revenue-producing organizations.
Consistent track record of exceeding revenue targets and improving forecasting accuracy.
Experience partnering directly with executive leadership on growth strategy.
Advanced knowledge of Salesforce and revenue forecasting methodologies.
- Disclaimer-
The above statements are neither intended to be an all-inclusive list of the duties and responsibilities of the job described, nor are they intended to be a listing of all of the skills and abilities required to do the job. Rather, they are intended only to describe the general nature of the job. This job description is not a contract of employment, either express or implied. Employment with Cofense will be voluntarily entered into and your employment is considered at will. Cofense reserves the right to alter the job description at any time without notice.
Cofense is committed to equal employment opportunity. We will not discriminate against employees or applicants for employment on any legally recognized basis [protected class] including, but not limited to: veteran status, uniform service member status, race, color, religion, sex (including pregnancy), gender identity, sexual orientation, national origin, age, physical or mental disability, marital status, genetic information or any other status or characteristic protected by applicable national, federal, state or local laws and ordinances. We adhere to these commitments in all aspects of employment, including recruitment, hiring, training, compensation, promotion, benefits, and discipline.