Cobalt

• Manage, coach, and develop a team of outbound BDRs across North America and EMEA time zones. • Run regular 1:1s, call reviews, and pipeline coaching to improve conversion at each funnel stage. • Coach reps on executive-level communication, discovery, account research, and strategic prospecting for enterprise and mid-market conversations. • Own hiring, onboarding, and ramp planning for the outbound team. • Set and manage quotas, and hold reps accountable to activity and outcome metrics. • Drive improvements to messaging, sequencing, and personalization. • Build a high-performance, low-ego team culture rooted in continuous improvement and candid feedback. • Partner with Growth Marketing and Sales leadership to translate campaign and ABM priorities into outbound execution. • Own the outbound contribution to SQO targets; report on pipeline health, conversion, and forecast accuracy. • Establish operational rigor around activity metrics, conversion rates, and pipeline quality, ensuring consistent execution across the team. • Diagnose and fix bottlenecks in the outbound funnel (deliverability, response rates, meeting-to-SQO conversion). • Bring front-line market and prospect feedback back to Growth Marketing and Sales leadership to sharpen targeting and messaging. • Partner cross-functionally with Growth Marketing and RevOps to co-own and maximize the performance of our inbound AI SDR engine. • Monitor response quality, conversion, and escalation accuracy; drive iterative improvements to prompts, routing logic, and qualification criteria. • Recommend and implement process changes to improve human/AI handoff on inbound leads.

• Develop and execute a global sales strategy to drive high growth and dominate the Continuous Offensive Security Testing Market • Translate new AI products capabilities (autonomous pentesting, AI pen tester, risk-based testing triggers, compliance offerings) into customer value propositions and sales plays. • Build upon the existing enterprise motion, while keeping momentum of the higher velocity sales motion. Leverage land-and-expand playbooks and help drive larger ACVs. • Work with sales ops to implement a scalable sales operating system, ensuring rigorous pipeline and forecasting discipline. • Hire, coach, and develop sales leaders and AEs; define roles, compensation inputs, metrics, territories, and performance management frameworks. • Work closely with Marketing to ensure leads are quality and reps are hunting (not waiting). Define SLAs, feedback loops, and continuous optimization. • Activate your CISO rolodex. Cold outreach, warm introductions, and strategic hunting are table stakes in a competitive market. • Partner with Product and Finance on pricing strategy, packaging, competitive positioning, and deal management. • Partner with Head of Customer Success on account health, retention, and expansion for high-value enterprise accounts. • Communicate sales strategy and wins broadly with the executive team and board. No silos. Be the trusted voice of sales in leadership. • Partner with Product Management on the product strategy. Bring the voice of the customer to Cobalt.

• Identifying and creating new qualified opportunities for the sales team • Managing outbound campaigns and inbound lead flow within their territory • Qualifying and identifying critical decision makers • Positioning the Cobalt value proposition • Being an expert in PtasS offering

• Build and own the technical infrastructure that powers our revenue engine. • Own the systems, automations, integrations, and data foundations that enable our teams to operate more efficiently and make better decisions. • Architect scalable solutions across Salesforce, HubSpot, AI-powered workflows, and the broader GTM technology stack. • Ensure the business has clean data, reliable systems, and streamlined processes. • Modernize and scale our GTM infrastructure, improve data quality and system reliability, increase automation across the revenue organization, reduce operational bottlenecks, and help establish a more AI-native operating model.

• Lead and coach the solutions architecture team • Work with sales leadership to establish and refine our customer facing demos and presales process with the goal of reducing sales timelines and increasing conversion rates and deal size • Drive a culture of accountability and collaboration • Represent Cobalt’s unique value prop to customers and prospects • Serve as a technical advisor to customers/prospects on how to best build a continuous offensive security program • Represent Cobalt at trade shows and industry events • Represent the customer internally, providing input on the product roadmap, messaging, positioning and pricing • Partner cross functionally to shape new offerings and business models

• Own the entire sales cycle for your assigned SMB territory, from prospecting through close. • Build, manage, and close a healthy pipeline of net new business opportunities. • Drive expansion opportunities within existing customer accounts to maximize revenue growth. • Manage relationships across a large portfolio of 100+ active customer accounts. • Deliver compelling 30-minute product demonstrations that clearly communicate business value. • Maintain accurate pipeline hygiene, forecasting, and opportunity management within CRM. • Consistently achieve and exceed a $1M annual quota. • Partner cross-functionally with Sales Development, Customer Success, Marketing, and Solutions Engineering to deliver an exceptional customer experience.

• Manage the entire Sales Cycle in the assigned territory - Opportunity creation to close • Research and analyze target accounts to identify key decision-makers and influencers • Prospect, develop and close a rolling pipeline of opportunities • Identify and develop upsell and cross-sell opportunities, expanding relationships within existing accounts • Continuously refine and improve sales strategies and processes for greater efficiency and effectiveness • Work closely with the account team, including Account Executives, Customer Success Managers, and Business Development Representatives, to ensure seamless execution of goals • Prepare and deliver sales projections/forecasts to management • Conduct impactful sales meetings with key accounts to showcase value, address challenges, and secure commitments

• Articulate Cobalt’s product vision and roadmap to technical and executive stakeholders. • Translate complex technical capabilities into high-level business value and ROI for customers and prospects. • Serve as the executive sponsor on high-value enterprise deals, building peer-to-peer relationships with prospect CISOs to overcome technical and strategic objections. • Advise enterprise customers on integrating Cobalt’s findings into their security program and DevSecOps workflows. • Partner with Sales Enablement to train our go to market team on the 'CISO Mindset' and how to sell Cobalt’s unique value proposition. Create appropriate content and training materials. • Act as a trusted advisor to enterprise customers, helping them evolve from periodic compliance driven testing to continuous, attacker informed security through the Cobalt Offensive Security Platform. • Act as a spokesperson for Cobalt at conferences (RSAC, Black Hat, OWASP) and in top-tier media outlets. • Work with marketing to author whitepapers, blogs, and research reports that utilize Cobalt’s unique dataset and expertise • Host executive roundtables to foster a community of forward-thinking security leaders. • Act as a 'Voice of the Customer' back to our Product and Engineering teams, ensuring our roadmap aligns with the evolving customer needs • Bring back feedback from the field on new product/feature ideas to product management.

• Build and improve autonomous agents, focusing on reasoning, planning, and exploitation workflows • Enhance agent performance in both simulated and real-world environments • Analyze outputs from agents to identify system weaknesses and emergent behaviors • Collaborate with engineering and security teams to integrate models and agents into real-world offensive security workflows • Apply techniques from causal inference, probabilistic modeling, and optimization

Who We Are Cobalt was founded on the belief of a fundamental human aspiration: the desire to live better and safer. It all started in 2013, when our founders realized that pentesting can be better. Today our diverse, fully remote team is committed to helping organizations of all sizes with seamless, effective and collaborative Offensive Security Testing that empower organizations to OPERATE FEARLESSLY and INNOVATE SECURELY. Our customers can start a pentest in as little as 24 hours and integrate with advanced development cycles thanks to the powerful combination of our SaaS platform coupled with an exclusive community of testers known as the Cobalt Core. Accepting just 5% of applicants, the Cobalt Core boasts over 500 closely vetted and highly skilled testers who jointly conduct thousands of tests each year and are at the forefront of identifying and helping remediate risk across a dynamically changing attack surface. Cobalt is an Equal Opportunity Employer and we strive to build a diverse and inclusive workforce at our company. At Cobalt we aspire to engage with diverse individuals, communities, and organizations in order to continue to nurture our unique rich diverse culture. Join our team, and be your true self to do your best work. Description We are looking for a high-impact Enterprise Account Director to join our growing team and drive revenue in strategic accounts across the US Northeast region. This role is focused on winning new enterprise logos and expansion within existing customers, delivering Cobalt’s market leading offensive security solutions. You’ll own the full sales cycle, from territory planning and account research to prospecting and onsite engagement. This role requires a proven enterprise seller who thrives on negotiating complex deals, hunting for new business, navigating complex organizations, and strategically growing existing clients. What You’ll Do - Own and manage a defined territory of strategic enterprise accounts, with a mandate to land new business and grow existing accounts. - Conduct deep account research to uncover whitespace, map buying centers, and identify stakeholders in security, product, IT, and engineering. - Develop and execute tailored territory plans and account strategies to drive multi-threaded engagement across key accounts. - Meet with customers and prospects in person to build trust, advance deals, and unlock new opportunities. - Collaborate with Cobalt’s Customer Success, Solutions, and Channel teams to create value at every stage of the customer lifecycle. - Leverage partners and ecosystem relationships to accelerate pipeline creation and influence opportunities. - Maintain rigorous pipeline hygiene and forecasting accuracy. - Contribute to continuous process improvement by sharing insights and feedback from the field. You Must Have - 5+ years of experience selling SaaS or cybersecurity solutions to enterprise accounts; strong preference for experience with CISOs, AppSec leaders, or engineering buyers. - Proven ability to source, drive, and close complex deals in large, multi-stakeholder organizations. - Experience balancing strategic account planning with tactical urgency to hit and exceed targets. - Consistent track record of exceeding sales targets, showcasing a relentless drive for performance and growth. - A growth mindset and commitment to learning. You’re open to new approaches, curious about evolving buyer behavior, and eager to leverage tools like automation, AI, and data insights to sell more effectively. - A collaborative spirit with high accountability. You take ownership, communicate proactively, and thrive in a team that’s building for scale. Why You Should Join Us - Grow in a passionate, rapidly expanding industry operating at the forefront of the Pentesting industry - Work directly with experienced senior leaders with ongoing mentorship opportunities - Earn competitive compensation and an attractive equity plan - Save for the future with a 401(k) program (US) or pension (EU) - Benefit from medical, dental, vision and life insurance (US) or statutory healthcare (EU) - Leverage stipends for: - Wellness - Work-from-home equipment & wifi - Learning & development - Make the most of our flexible, generous paid time off and paid parental leave Pay Range Disclosure (For US openings only) Cobalt is committed to fair and equitable compensation practices. The OTE salary range for this role is OTE($250,000 - $300,000) per year + equity + benefits. A candidate’s salary is determined by various factors including, but not limited to, relevant work experience, skills, and certifications. The salary range may differ in other states and may be impacted by proximity to major metropolitan cities. Cobalt (the "Company") is an equal opportunity employer, and we want the best available persons for every job. The Company makes employment decisions only based on merit. It is the Company's policy to prohibit discrimination in any employment opportunity (including but not limited to recruitment, employment, promotion, salary increases, benefits, termination and all other terms and conditions of employment) based on race, color, sex, sexual orientation, gender, gender identity, gender expression, genetic information, pregnancy, religious creed, national origin, ancestry, age, physical/mental disability, medical condition, marital/domestic partner status, military and veteran status, height, weight or any other such characteristic protected by federal, state or local law. The Company is committed to complying with all applicable laws and providing equal employment opportunities. This commitment applies to all persons involved in the operations of the Company regardless of where the employee is located and prohibits unlawful discrimination by any employee of the Company. Cobalt is an E-Verify employer. E-Verify is an Internet-based system operated by the Department of Homeland Security (DHS) in partnership with the Social Security Administration (SSA). It allows participating employers to electronically verify the employment eligibility of their newly hired employees in the United States.