Patchstack

• Own the revenue number. Set targets with the CEO, build the plan to hit them, and be accountable for the outcome. • Lead the full B2B2C sales motion: work with the AE to identify and close resellers (hosting providers, agencies), then support them to sell Patchstack to their end customers. • Work with the AE to build and manage the reseller pipeline from first contact to signed agreement, including negotiating commercial terms within the rev share model. • Define and operate the levers that drive revenue: pricing, packaging, partner incentives, activation milestones, and expansion signals. • Build a strategy that ensures resellers improve activation rates and grow their share of the revenue. • Represent Patchstack at industry events and in the web hosting ecosystem. • Own demand generation: work with the Growth Lead to run the programmes that create awareness and fill the pipeline, both inbound and outbound. • Lead positioning and messaging for reseller and end-customer audiences, working with the product team to reflect Patchstack's actual capability. • Develop an understanding of the right marketing levers for Patchstack, including ads, SEO, and campaigns. • Build upon the Patchstack brand and establish a PR marketing strategy. • Design and own the reseller partner programme: onboarding, enablement, co-marketing, and ongoing partner success. • Build a repeatable, scalable process for bringing new resellers on board and getting them to first sale quickly. • Create the materials and tools resellers need to sell Patchstack confidently to their customers. • Develop partner tiers and incentive structures that reward performance and drive long-term commitment. • Manage and develop the Account Executive and Growth Lead, setting clear priorities, removing blockers, and holding both to a high standard of output. • Build and lead the revenue functions as we scale. Patchstack is focused on building small, effective teams. This should resonate with you. • Define the metrics and reporting structure that give the leadership team clear visibility of pipeline, revenue, and partner performance. • Own the GTM stack: CRM, marketing automation, and partner tooling. Make pragmatic choices given company size. • Work closely with Product, Security Research, and Operations to ensure the GTM motion is grounded in what Patchstack actually delivers. • Monthly recurring revenue (MRR) from reseller partners, tracked against quarterly and annual targets. • Number of new reseller partners signed per quarter, broken down by partner type (hosting, agency, MSP). • Reseller activation rate: proportion of signed partners who reach their first customer sale within 60 days. • Pipeline volume and velocity: total qualified pipeline value and average time from first contact to close. • Revenue per active reseller partner, tracked quarter-on-quarter. • Marketing-sourced pipeline as a share of total pipeline, with cost per qualified opportunity. • Reseller retention rate: proportion of active partners renewing or remaining active at 6 and 12 months, tracked alongside revenue impact of any churn.

• You'll own the full sales cycle at Patchstack — from first conversation to closed deal to a clean handover. • Your job is to find customers, qualify them, show them what we do, and close deals that stick. • You'll work closely with our SDR on pipeline, with Marketing on positioning and events, with Customer Success and Partnerships on handovers and expansion, and with Product on what the field is telling you. • You're a self-starter. • Keep the CRM honest — next step, close date, stage accuracy, all of it. • Represent Patchstack at industry events and conferences.

Role Description You'll own the full sales cycle at Patchstack — from first conversation to closed deal to a clean handover. The customers are regional hosting providers, agencies, and other key accounts who need to bring proactive application-layer security to their users. Your job is to find them, qualify them, show them what we do, and close deals that stick. You'll work closely with: - SDR on pipeline - Marketing on positioning and events - Customer Success and Partnerships on handovers and expansion - Product on field feedback This is a quota-carrying role. You'll be measured on: - Pipeline you create - Deals you close - Quality of handovers - Forecast accuracy Qualifications - Experience selling B2B SaaS, ideally technical products - Familiarity with sales methodologies (MEDDPICC, SPICED, etc.) - Ability to differentiate between progressing deals and polite conversations - Self-starter in a remote, fast-paced environment - Honesty about pipeline status - Curiosity about the product and ability to explain technical concepts - Comfort with cold outreach and difficult conversations Requirements - Build and work a focused territory plan aligned with company goals - Generate pipeline through outbound prospecting and inbound follow-up - Run discovery, deliver tailored demos, and build mutual close plans - Multi-thread deals across the buyer's organization - Coordinate clean handovers to Customer Success and Partnerships - Stay engaged post-sale to identify upsell and cross-sell opportunities - Provide feedback to Product on pricing, packaging, and product gaps - Maintain accurate CRM records - Represent Patchstack at industry events and conferences - Close B2B SaaS deals end-to-end with deal sizes in the $25k+ ACV range - Work with a defined sales methodology - Build pipeline independently, not just through inbound - Sell technical products to technical buyers - Forecast your own numbers with accountability - Bonus: Experience in hosting or agency industries, existing relationships with hosting providers Benefits - Salary: €60–72k base + commission, €105–128k OTE at 100% quota, location-dependent - Company stock options scheme - Remote-first — work from anywhere with reasonable EU timezone overlap - 4.5 day work week - Company-provided laptop - 38 days paid time off (including public holidays) + 3 health days - Co-working membership or WFH equipment for your home office - Quarterly health benefits allowance (gym, wellness, your call) - Travel for conferences, events, and our annual company meetup - Fun team - ambitious work!

Patchstack’s vision is to make cutting edge cybersecurity easily accessible, intuitive, and engaging for the next generation of builders. Security demands attention and we believe securing the web should be exciting-not a burdensome requirement or a box to check. We do this by providing the fastest protection against new security vulnerabilities and threats. Patchstack is a leading web application security platform. We protect sites at scale through a combination of our RapidMitigate system, our threat intelligence network, and a reseller model that puts security into the hands of hosting providers and agencies worldwide. The VP of Growth & Revenue owns Patchstack’s growth engine. This is a combined marketing and sales leadership role: you will build and run the systems, team, and programmes that bring new reseller partners on board, activate them, and grow revenue through the B2B2C channel. You will work across inbound and outbound, direct sales, and partner-led channels. This role reports to the CEO, is accountable for the Growth & Revenue functions and line manages the Account Executive and Growth Lead. We are in the process of building our revenue machine and your job will be to accelerate and improve that. You should be comfortable with building from the ground up and working with talented people to build an effective team. Responsibilities Revenue and sales - Own the revenue number. Set targets with the CEO, build the plan to hit them, and be accountable for the outcome. - Lead the full B2B2C sales motion: work with the AE to identify and close resellers (hosting providers, agencies), then support them to sell Patchstack to their end customers. - Work with the AE to build and manage the reseller pipeline from first contact to signed agreement, including negotiating commercial terms within the rev share model. - Define and operate the levers that drive revenue: pricing, packaging, partner incentives, activation milestones, and expansion signals. - Build a strategy that ensures resellers improve activation rates and grow their share of the revenue.  - Represent Patchstack at industry events and in the web hosting ecosystem. Marketing  - Own demand generation: work with the Growth Lead to run the programmes that create awareness and fill the pipeline, both inbound and outbound. - Lead positioning and messaging for reseller and end-customer audiences, working with the product team to reflect Patchstack's actual capability. - Develop an understanding of the right marketing levers for Patchstack, including ads, SEO, and campaigns. - Build upon the Patchstack brand and establish a PR marketing strategy. Resellers - Design and own the reseller partner programme: onboarding, enablement, co-marketing, and ongoing partner success. - Build a repeatable, scalable process for bringing new resellers on board and getting them to first sale quickly. - Create the materials and tools resellers need to sell Patchstack confidently to their customers. - Develop partner tiers and incentive structures that reward performance and drive long-term commitment. Team and operations - Manage and develop the Account Executive and Growth Lead, setting clear priorities, removing blockers, and holding both to a high standard of output. - Build and lead the revenue functions as we scale. Patchstack is focused on building small, effective teams. This should resonate with you. - Define the metrics and reporting structure that give the leadership team clear visibility of pipeline, revenue, and partner performance. - Own the GTM stack: CRM, marketing automation, and partner tooling. Make pragmatic choices given company size. - Work closely with Product, Security Research, and Operations to ensure the GTM motion is grounded in what Patchstack actually delivers. KPIs - Monthly recurring revenue (MRR) from reseller partners, tracked against quarterly and annual targets. - Number of new reseller partners signed per quarter, broken down by partner type (hosting, agency, MSP). - Reseller activation rate: proportion of signed partners who reach their first customer sale within 60 days. - Pipeline volume and velocity: total qualified pipeline value and average time from first contact to close. - Revenue per active reseller partner, tracked quarter-on-quarter. - Marketing-sourced pipeline as a share of total pipeline, with cost per qualified opportunity. - Reseller retention rate: proportion of active partners renewing or remaining active at 6 and 12 months, tracked alongside revenue impact of any churn.   Other indicators of success - Reseller partners report that Patchstack's onboarding and enablement process is one of the easiest they have experienced. They know how to sell the product and feel supported. - The leadership team has clear, consistent visibility of the revenue pipeline without having to ask for it. Reporting is routine, not reactive. - Growth and sales operate as a single function with shared goals, not as separate teams with separate metrics. - Patchstack is recognised in the web hosting ecosystem as the credible security partner for hosts and agencies. - The VP of Growth & Revenue is a visible and trusted voice in the leadership team, contributing to company strategy beyond their immediate function.

About Patchstack Patchstack is a WordPress security platform that helps hosting companies and developers protect their users from vulnerabilities. We work with hosting partners worldwide to make WordPress security scalable and easy to manage. The Role We're looking for a freelancer to help us manage Intercom support tickets - answering questions from new visitors and routing technical and commercial requests to the right internal teams. Time commitment: ~20 hours/week (flexible, to be discussed) Scope of Work - Answer visitor queries via Intercom chat (target response time: within 24 hours during business days) - Forward technical questions to our engineering and security research teams - Forward commercial and sales-related requests to our sales team

Role Description As a Lead Engineer, you'll lead a small squad (typically 3 engineers) to deliver a clear mission end-to-end: setting direction, making pragmatic technical decisions, and ensuring the team ships reliably. This is a hands-on squad leadership role: you will write code, review code, own architecture choices, and be accountable for outcomes. You'll partner closely with Product (PM) and Design, and coordinate where needed with Security Research and Ops/Infra. In our model, squads are built around missions — Flow (Industrialisation) and Ecosystem (Distribution). Your exact squad mission will be confirmed during hiring, but the leadership expectations are consistent across both. Tech stack - Backend: Laravel / PHP (primary), with supporting services and tooling - Frontend: Vue.js / Inertia.js, ShadCN - Infrastructure: AWS, Docker, GitHub Actions CI/CD - Data & intelligence: MySQL, automated vulnerability pipelines - AI tooling: Claude, MCP integrations, AI-assisted development workflows - Practices: ADRs, small PRs, trunk-based development, feature flags, observability-first Responsibilities - Own your squad's mission and delivery cadence: define milestones, ensure steady shipping, and remove blockers. - Translate high-level goals into a delivery plan: scope, sequencing, trade-offs, and risks. - Drive a high-quality execution loop: clear tickets/specs, small PRs, fast reviews, strong release habits. - Maintain a predictable operating rhythm: planning, weekly goals, retros, and continuous improvement. - Make and communicate pragmatic architectural decisions, guided by our technical principles. - Set standards for code quality, testing strategy, observability, and performance. - Use ADRs when decisions have long-term impact; ensure the "why" is documented and shared. - Own technical debt management: pay it down deliberately while maintaining delivery speed. - Leverage AI tools and automation to accelerate development, testing, and operational workflows. - Contribute to closing the feedback loop: ensuring production telemetry and partner signals flow back to inform research priorities and pipeline quality. - Build and maintain Laravel-based services and web applications (plus supporting tooling/services). - Ship secure, testable, performance-aware code; keep production stable. - Lead by example in code reviews, refactoring, and incident response when needed. - Experiment with new tools, frameworks, and AI-assisted development practices — validate what works and share learnings. - Partner with Product and Design to shape solutions early (not just implement tickets). - Coordinate with Security Research where domain knowledge is needed to ship correct intelligence flows and mitigation-related work. - Work with Ops/Infra on reliability, scaling, deployments, and platform evolution. - Create clarity for your squad: who owns what, what "done" means, and how quality is measured. - Coach engineers through pairing, reviews, and feedback — raising the bar without creating bureaucracy. - Support hiring and onboarding when your squad grows. Qualifications - 8+ years of software engineering experience, with at least 2 years leading or owning delivery for a small team. - Strong backend/full-stack capability with Laravel/PHP, API design, and pragmatic system design. - Experience designing and operating CI/CD pipelines, testing strategies, and observability tooling. - High standards on security, performance, and maintainability. - Track record of shipping in short cycles with a strong quality bar (tests, reviews, CI/CD discipline). - Comfort and curiosity with AI-assisted development — actively use tools like Cursor, Copilot, Claude, or similar. - Excellent written communication: document decisions, write clear specs, and align stakeholders asynchronously. - Comfort with ambiguity: define the path, not wait for perfect specs. - Interest in the security domain is a strong plus. - Experience in a small, scaling company is a plus. Requirements - Success in the first 90 days includes establishing a clear squad delivery rhythm. - Shipping meaningful production outcomes aligned to the squad mission. - Improving the codebase areas your squad touches, ensuring clearer ownership and fewer recurring issues. - Building trust with stakeholders regarding your squad's predictability and decision-making. Benefits - Competitive salary + meaningful ESOP. - Remote-first — work from anywhere with reasonable overlap with EU timezones. - Company provided laptop. - High autonomy — you'll own the mission, not just execute tickets. - AI tooling budget — we invest in tools that make engineers faster. - A team that ships — small, senior, no filler. Everyone here is a builder. - 38 days a year paid time off (including public holidays). - Co-working space membership or WFH equipment for home-office. - Quarterly health benefits allowance.