GitGuardian

• You'll be joining our US Sales team, reporting to the Regional Vice President of Sales. • Your mission is to grow GitGuardian's presence across enterprise accounts in your territory. • You'll run the full sales cycle: from prospecting and pipeline generation to POC facilitation, negotiation, and close; all while building relationships that create long-term value for your customers and for GitGuardian. • Identify, engage, and build rapport with enterprise prospects through outbound hunting, channel relationships, and events. • Own end-to-end sales cycles, aligning multiple stakeholders across large buying teams: from CISOs and CTOs to Security, Engineering, and DevOps leads. • Scope and run complex POCs and POVs alongside your Sales Engineer. • Build proposals and manage multi-stakeholder negotiations in partnership with internal and external procurement teams. • Maintain disciplined pipeline management and accurate forecasting. • Evangelize GitGuardian's growing product line, including our NHI Governance and secrets detection capabilities.

• You will nurture and support an extended sales cycle, explaining and demonstrating our platform to numerous stakeholders. • You will be a close ally to our Account Executives, working hand in hand to facilitate complex relationships. • You will provide support for PoCs, performing technical product demos and soothing concerns, as well as support pipeline generation by running secrets analysis. • Architect and build out custom workflows for our prospective customers to show them the value of our product and how it will fit into their environment. • Post-sales, answering Tier 1 support needs of your existing Enterprise customers. • Partner with the Marketing and Product teams to create all the technical collaterals needed for a better understanding of our solutions and of the market’s needs

• You will nurture and support an extended sales cycle, explaining and demonstrating our platform to numerous stakeholders. • Work closely with Account Executives in pre-sales period, helping to close deals by acting as GitGuardian’s technical voice & product expert. • Provide support for PoCs, performing technical product demos and soothing concerns, as well as support pipeline generation by running secrets analysis. • Architect and build out custom workflows for our prospective customers to show them the value of our product and how it will fit into their environment. • Post-sales, answering Tier 1 support needs of your existing Enterprise customers. • Partner with the Marketing and Product teams to create all the technical collaterals needed for a better understanding of our solutions and of the market’s needs

• Build and run our YouTube strategy from the ground up including format portfolio, publishing cadence, series concepts, creative direction, on-camera and/or producer leadership, editing workflow, and distribution. • Transform existing assets (blogs, reports, webinars, conference talks, documentation) into short-form clips, explainers, demos, and community-ready snippets that maximize reach and engagement. • Manage our social presence with a clear voice and measurable goals. • Own the editorial calendar, channel strategy, creator collaborations, amplification loops, and community interaction. • Actively engage with security/developer communities , open-source spaces, online events, etc. • Cultivate relationships and create feedback loops into marketing and product. • Partner with the CMO and senior leadership to translate positioning into repeatable programs that look and feel unmistakably GitGuardian everywhere. • Build the operating system: editorial plan, production pipeline, KPI dashboard, and a repeatable content supply chain. • Run experiments across formats: think shorts, deep dives, podcasts/interviews, tutorials, reaction/analysis, product walkthroughs, etc. and then double down on what works. • Collaborate cross-functionally with Product Marketing, DevRel/Advocacy, Brand, Sales, and Product to keep content accurate, timely, and strategically aligned. • Build a bench over time: freelancers, agencies, internal creators, and guest experts to scale output without sacrificing quality.

• You will nurture and support an extended sales cycle, explaining and demonstrating our platform to numerous stakeholders. • You will be a close ally to our Account Executives, working hand in hand to facilitate complex relationships. • Work closely with Account Executives in pre-sales period, helping to close deals by acting as GitGuardian’s technical voice & product expert. • You will provide support for PoCs, performing technical product demos and soothing concerns. • Support pipeline generation by running secrets analysis. • Architect and build out custom workflows for our prospective customers to show them the value of our product and how it will fit into their environment. • Post-sales, answering Tier 1 support needs of your existing Enterprise customers. • Partner with the Marketing and Product teams to create all the technical collaterals needed for a better understanding of our solutions and of the market’s needs.

• Build and run our YouTube strategy from the ground up including format portfolio, publishing cadence, series concepts, creative direction, on-camera and/or producer leadership, editing workflow, and distribution. • Transform existing assets (blogs, reports, webinars, conference talks, documentation) into short-form clips, explainers, demos, and community-ready snippets that maximize reach and engagement. • Manage our social presence with a clear voice and measurable goals. • Own the editorial calendar, channel strategy, creator collaborations, amplification loops, and community interaction. • Actively engage with security/developer communities , open-source spaces, online events, etc. • Cultivate relationships and create feedback loops into marketing and product. • Partner with the CMO and senior leadership to translate positioning into repeatable programs that look and feel unmistakably GitGuardian everywhere. • Build the operating system: editorial plan, production pipeline, KPI dashboard, and a repeatable content supply chain. • Run experiments across formats: think shorts, deep dives, podcasts/interviews, tutorials, reaction/analysis, product walkthroughs, etc. and then double down on what works. • Collaborate cross-functionally with Product Marketing, DevRel/Advocacy, Brand, Sales, and Product to keep content accurate, timely, and strategically aligned. • Build a bench over time: freelancers, agencies, internal creators, and guest experts to scale output without sacrificing quality.

• Identify, engage and then build rapport with Enterprise prospects • Evangelize and develop a deep interest in GitGuardian’s growing product line • Facilitate the adoption and acquisition of new customers by building a pipeline of Enterprise level accounts in your assigned territory through outbound hunting, channel, and events • Own a full sales cycle: Nurture relationships and align multiple stakeholders on large buying teams (from CISOs, CIOs and/or CTOs to leads in Security, Engineering and on DevOps or DevSecOps teams) • Frame and launch complex POCs/POVs along with your Sales Engineers • Build out proposals and facilitate multi-pronged negotiations along with internal and external procurement teams

• Generate new sales pipeline and revenue from partners. • Accelerate existing pipeline through partners. • Enable and activate existing partners through training, planning and joint sales efforts. • Coordinate technical and commercial aspects of integrated partnership launch. • Conduct regular on-site business meetings with partners to monitor progress, across your NAM West territory. • Report on performance metrics based on agreed business plans.

This position is remote for the Western half of the US. GitGuardian is a global cybersecurity scale-up. The company is based in Paris, New-York City, Boston. Among our early investors who saw our market value proposition, are the co-founder of GitHub, Scott Chacon, along with Solomon Hykes, Docker's co-founder. American and European top-tier VC firms have also invested in GitGuardian. GitGuardian leads the way in Non-Human Identity security, offering end-to-end solutions from secrets detection in code, productivity tools and environments to strong remediation, observability and proactive prevention of leaks. Our solutions are already used by more than 600K developers worldwide! Having successfully launched our partner program globally, we are now looking for a Channel Account Manager to continue to build our sales territories with a “Channel First” model. You will work closely with our sellers who have a channel neutral comp plan to build pipeline and close business with our strategic partners. You will report to the Global Leader of Partnerships. Your Mission: - Generate new sales pipeline and revenue from partners. Accelerate existing pipeline through partners. - Enable and activate existing partners through training, planning and joint sales efforts. - Coordinate technical and commercial aspects of integrated partnership launch. - Conduct regular on-site business meetings with partners to monitor progress, across your NAM West territory. - Report on performance metrics based on agreed business plans. Who You Are: - 4+ years of hands-on experience in channel sales at a cyber-security company with a successful track record of meeting quotas. - Significant knowledge and relationships with cybersecurity VAR’s - Existing relationships with GuidePoint Security Sales Leadership and Practice leads for DevSecOps, Application Security and Identity - Demonstrated ability to drive sales from lead generation to closure and forming lasting partnerships. - Willingness to travel 40-50% of the time. The interview process 1. Video call with a Talent Acquisition team member To discover your professional projects and evaluate if there could be a mutual match. 2. Team interview: Meet the team and/or your future manager To know more about yourself and your achievements, and present to you the team. 3. Business case To work at home and to present to the team. Objective: to evaluate your skills for the position and project yourself into the role. 4. Final interview with the CEO Eric will detail our company’s vision and ambitions for the next couple of years. Benefits - 🌴⛱️ 25 days of PTO (employees are strongly encouraged to use all of it!) - 🗓️ 10 public holidays - 🧘‍♂️ Health, Dental & Vision insurance (80% coverage), for individuals and their families - 💡 Short term & long term disability insurance (100% paid) - 🌎 Travel policy including to our annual off-sites - 💻 Up to $300 towards your home office set-up - 🔌 Monthly remote work stipend $70 - 🤝 Referral bonus of $4000 for any new Guardians we might hire thanks to you - 💳 Pre-tax commuter plan access - 💰 401(k) with Empower And also... - 🚀 Becoming an early joiner of GitGuardian US team, with many opportunities for career development in the long term - 👊 We have the #1 downloaded app on the GitHub marketplace More about GitGuardian! Products - Understand how GitGuardian works in this short video! - Want to go even further? Check out our public roadmap! - Check out the State of Secrets Sprawl Report to understand our mission and the industry. - Our solutions are already used by hundreds of thousands of developers in all industries and GitGuardian platform is the n°1 app on the GitHub marketplace 🔥 Clients - GitGuardian helps organizations find exposed sensitive information that could often lead to tens of millions of dollars in potential damage. - More than 70% of our customers are in the United States. - Many F500 companies use GitGuardian's platform. People - The Guardians are knowledgeable, committed, serious, aligned with the company’s mission, and true team players: always willing to help each other grow our skill sets! - The team is diverse and we hail from more than 20 different countries. - We are also agile, remote-friendly, and fun people to work with. - You will get trust & autonomy on your perimeter with a very transparent internal communication and a strong impact on the company development. The OTE salary range for this position is expected to be $250,000-$270,000 per year. Actual compensation will be determined on factors such as location, relevant experience, skills, and other qualifications. This range represents the expected OTE pay for this role; additional compensation may include equity, and/or other benefits. GitGuardian is an equal opportunity employer committed to encouraging and celebrating its diverse and inclusive workforce. We’re building an employee experience that includes appreciation, belonging, growth, and purpose for everyone. We welcome all without regard to age, race, color, religion, gender identity and expression, sex (including pregnancy, childbirth, and related medical conditions), sexual orientation, citizenship, national origin, disability, military status, veteran status, political affiliation, or any other protected characteristics. All aspects of employment will be solely based on merit and qualifications related to professional competence. GitGuardian operates on a principle of mutual respect and acceptance, and every employee must follow GitGuardian's anti-harassment and anti-discrimination company policies.