Embed security into product design and architecture, guide engineering teams on application security best practices, perform threat modeling, and develop tooling to foster a secure-by-design mindset throughout the product development lifecycle.

• People Management: Lead, mentor, and develop the technical team, fostering career plans and providing regular feedback (1:1s). • Strategic Planning: Define the area roadmap aligned with business objectives and ensure delivery of critical projects. • Vendor Management: Serve as the primary interface with technology partners and service providers. • FinOps: Manage the cloud budget, identifying cost-saving opportunities (Reserved Instances, Savings Plans, etc.) and preventing waste. • AWS Operations and Support: Ensure the resilience, scalability, and availability of the cloud environment. • Offensive and Defensive Security: Oversee the operation of tools such as SIEM, WAF, firewalls, and Prisma. • DevOps Culture: Support the team in implementing and improving CI/CD pipelines and ensure all infrastructure is provisioned via Terraform (IaC). • Incident Response: Act as the focal point during security incidents or outages, leading root cause analysis.

• Liderança e Gestão: Gestão de Pessoas: Liderar, mentorar e desenvolver o time técnico, promovendo planos de carreira e feedbacks constantes (1:1s). • Planejamento Estratégico: Definir o roadmap da área alinhado aos objetivos de negócio e garantir a entrega de projetos críticos. • Gestão de Fornecedores: Atuar diretamente na interface com parceiros de tecnologia e provedores de serviços. • FinOps: Controle do orçamento de Cloud, identificando oportunidades de economia (Reserved Instances, Savings Plans, etc) e evitando desperdícios. • Técnico & Operacional: Sustentação AWS: Garantir a resiliência, escalabilidade e disponibilidade do ambiente em nuvem. • Segurança Ofensiva e Defensiva: Supervisionar a operação de ferramentas como SIEM, WAF, Firewall e Prisma. • Cultura DevOps: Apoiar o time na implementação e melhoria de pipelines de CI/CD e garantir que toda a infraestrutura seja provisionada via Terraform (IaC). • Resposta a Incidentes: Atuar como ponto focal em crises de segurança ou indisponibilidade, liderando a análise de causa raiz.

Role Description This role owns the full sales cycle from outbound prospecting through close and will operate as an overlay to the existing AppViewX sales team for the first year while the Agent Identity Security GTM motion is established. The expectation is that this person will integrate into the broader AppViewX GTM organization as the AI security business leader. The hire needs to be self-sufficient and have an intrapreneur mindset. Key Responsibilities - Full-Cycle Sales Execution - Own the complete sales process for the Agent Identity Security business: outbound prospecting, qualification, discovery, solution presentation, negotiation, and close. - Build and manage a healthy pipeline of enterprise opportunities, maintaining accurate forecasting and stage discipline in CRM. - Work hand-in-hand with core-business AEs to develop account plans for priority target accounts, including executive stakeholder maps and multi-threaded engagement strategies. - Drive urgency and deal velocity without compromising deal quality or customer fit. - Achieve and exceed quarterly and annual revenue targets. - Pipeline Generation - Collaborate with Marketing to build outbound campaigns to develop net-new pipeline. - Work with Marketing and Product Management to translate product positioning into targeted messaging for defined ICPs; be the feedback loop back to Product and Marketing with what messages are resonating in the market. - Work with the core Sales team, to identify and capitalize on pipeline opportunities created through AppViewX’s existing customer relationships and field presence. - Participate in industry conferences, cybersecurity events, and community forums to generate leads and build market presence. - GTM Process Development - Document processes: discovery frameworks, qualification criteria, objection handling, competitive positioning, etc. Help build the playbook for future hires. - Maintain CRM hygiene and pipeline discipline. - Collaborate with the AppViewX sales team to identify cross-sell and joint deal opportunities without stepping on existing customer relationships. - Cross-Functional Collaboration - Partner closely with the CEO, CPO, and GTM leadership to refine ICP targeting. - Work with Customer Success and Solutions Engineering to ensure smooth handoffs and a strong post-sale experience. - Feed market intelligence back into product roadmap conversations: what buyers are asking for, where deals are getting stuck (and why), and what competitors are doing in the market. Qualifications - 5–10 years of B2B enterprise sales experience, including direct ownership of full-cycle deals from prospecting to close. - Background in Identity/Cybersecurity, IAM, PKI, or enterprise AI security. - Demonstrated ability to sell complex technical or security software to enterprise buyers; comfortable in the room with CISO, CTO, and infrastructure leaders. - Track record of closing Enterprise and Strategic deals, ideally in early or growth-stage company environments. - Strong track record building pipeline. - Clear, confident communicator; must be able to translate technical concepts into business value without losing the room. - Intrapreneur mindset. Preferred Qualifications - Experience at or working alongside an early-stage company; experience building a territory with limited support. - Familiarity with Clari or Salesforce CRM. - Comfortable operating in a matrixed environment; demonstrated ability to navigate organizational complexity and still move deals forward. Travel Requirements - 50%+ traveling to customers, partners, and events is required. Benefits - AppViewX caters to a wide range of customers from Fortune 1000 companies, including six of the top ten global commercial banks, five of the top ten global media companies, and five of the top ten managed healthcare providers. - Over the years, we grew our diverse team, perfected our automation platform, and expanded our global footprint to India, North America, United Kingdom, and Australia. - Today, we are headquartered in New York City and have come a long way by optimizing opportunities to create lasting relationships with enterprises, gaining unshakable customer trust along the way. Company Description AppViewX is proud to be an Equal Employment Opportunity Employer. It is AppViewX’s policy to afford equal employment opportunities to all employees regardless of race, color, national origin, ancestry, religion, citizenship status, gender, gender expression or identity, sexual orientation, age, marital status, military or veteran status, pregnancy, disability, genetic information, arrest record, or other protected class under state, federal, or local law.