• Deliver consistent year-over-year sustainable market share growth within the assigned Heavy and Handling portfolio of business • Effective new market share pipeline development and management • Drive new business opportunities by meeting with customers, discovering their needs and managing the internal and external action items quickly and professionally • Build and sustain strong external partner relationships: building relationships laterally and vertically in a customers organization will ensure you grow and maintain your business optimally • Build and sustain strong internal partner relationships: Partner with cross-functional groups such as engineering, pricing, quality, customer service, accounting, and demand chain in a way that delivers a world-class customer experience • Maintain effective and strong business management practices • Build and maintain you personal territory strategy, pipeline and sales outlook • Find and utilize market trends to advise your internal team and external customers • You are the project manager for your customers and new opportunities • If you uncover opportunities and manage the action items quickly and professionally internally and externally is what will make you the most effective • The more stakeholders in more departments that you can get invested and motivated in your opportunity, the more likely it will be won • The more needs you can meet at your customer also will drive a sustainable partnership and not just a transactional relationship • You have an internal team of engineering, customer solutions, pricing and demand chain who are also invested in the growth of your customers in Heavy/Handling • Motivating, organizing and utilizing your teams talents, skills and directives is critical to your success and advancement • You will be measured on the quality and momentum of your sales pipeline (the process) as well as the growth in sales and market share (the results)

Role Description We are seeking a visionary, high-performing, and experienced Global VP of Commercial Sales located on the East Coast to lead, scale, and unify our international commercial sales organization. As a key member of our global leadership team, you will own the overarching strategic direction, execution, and growth of our market share within the Life Sciences sector worldwide. You are a master of high-velocity sales execution. You know how to build, operationalize, and scale repeatable sales playbooks that optimize the entire funnel for commercial segments. You are an inspirational leader who can balance international market strategy with a hands-on approach to coaching distributed sales teams, driving transaction volume, and expanding our global footprint in a high-growth environment. Key Responsibilities - Global Revenue Leadership: Own and execute the global commercial sales strategy to meet and exceed ambitious corporate ARR targets, managing worldwide pipeline generation, international market penetration, and high-velocity deal execution. - Playbook Development: Architect, implement, and continuously refine scalable, metrics-driven sales playbooks tailored specifically for the SMB and Mid-Market segments to shorten sales cycles and increase conversion rates. - Global Team Scaling & Mentorship: Hire, develop, and inspire a world-class, multi-regional team of Account Executives and sales professionals, instilling a unified high-performance culture rooted in high activity, accountability, and sales excellence. - Strategic Market Positioning: Leverage your deep industry knowledge to position Dot Compliance as the premier QMS choice for pharma, biotech, and medical device companies worldwide, ensuring our value proposition resonates clearly in high-volume market segments. - Cross-Functional Collaboration: Partner closely with Marketing, Product, and Revenue Operations to align on international inbound/outbound GTM strategies, optimize lead routing, and ensure frictionless velocity from MQL to closed-won. - Data-Driven Forecasting: Establish rigid forecasting accuracy and pipeline management practices across all global territories, leveraging revenue tools to provide executive leadership with clear, unified visibility into international transactional volume and market performance. Qualifications - Deep familiarity with the Quality and Life Sciences space, including a strong understanding of how international pharmaceutical, biotech, and medical device companies operate, including their global regulatory and compliance pain points (e.g., FDA, EMA, GxP). - 10+ years of professional sales experience, with a significant portion dedicated to B2B SaaS commercial sales leadership on a global scale. - Proven success in building and executing highly repeatable sales processes for SMB and Mid-Market transactional deals, moving prospects efficiently through the funnel. - Strong track record of building, scaling, and managing high-performing global sales organizations, including remote and international teams across multiple geographies. - Experience leading managers and second-line leaders, developing leadership talent, and creating scalable structures that support sustained growth and operational excellence. - Ability to design long-term global revenue strategies while remaining agile enough to dive into the trenches to coach reps on negotiation, qualification, and closing techniques. - Outstanding communication, presentation, and negotiation skills, with the ability to articulate complex regulatory tech value propositions simply and effectively across diverse cultures and buying personas. - Located on the East Coast, ideally near major life science hubs like Boston, NJ/NY, or the Research Triangle, to effectively bridge and manage communication between North American and international teams. Great Attributes - Existing relationships with key decision-makers (Quality, IT, Operations) within SMB and Mid-Market Life Science companies globally. - Experience navigating early-to-mid stage startup environments through rapid international scaling phases. - Familiarity with Salesforce-centric go-to-market environments. Company Description Dot Compliance is a leading provider of cloud Quality and Compliance management solutions for the life science industry. Dot’s SaaS solutions are based on the world’s most innovative cloud technology provider, Salesforce.com. We are a young and innovative software company looking to dramatically change how pharma, biotech, and medical device companies manage their quality and compliance-regulated processes.

• Drive revenue growth by capturing market share for quantitative Optical Gas Imaging (qOGI) technology. • Identify customer needs across heavy industrial sectors and deliver tailored solutions. • Conduct high-impact technical presentations and live, on-site product demonstrations of the qOGI camera. • Successfully communicate the ROI of real-time gas quantification versus standard detection. • Manage complex capital equipment sales cycles from initial technical scoping through contract finalization. • Achieve team sales targets of 15–20 qOGI camera units per year. • Identify, onboard, and manage specialized industrial equipment distributors and manufacturer representatives. • Lead the initial delivery, customer onboarding, and field training for site operators.

Role Description SpyCloud is on a mission to make the internet a safer place by disrupting the criminal underground. This role is remote, however qualified candidates must be located in the DC Metro area. The Federal Regional Sales Director is a quota-carrying, direct-sales contributor who owns SpyCloud's revenue and relationships across an assigned territory of Federal Systems Integrator (FSI) and Defense Industrial Base (DIB) accounts. - Own the territory - Carry the number: Own quota, pipeline, and forecast for an assigned portfolio of Federal Systems Integrator and Defense Industrial Base accounts. - Build the account plans: Develop and execute strategic account plans that map each organization's business, security priorities, and federal programs to SpyCloud's value. - Generate new business: Prospect, qualify, and close net-new opportunities while maintaining a healthy multi-quarter pipeline well above quota coverage. - Sell-To: direct enterprise sales - Protect the integrator: Sell SpyCloud to assigned FSI/DIB organizations for their own identity threat protection. - Run complex cycles: Lead multi-stakeholder, multi-month sales cycles across security, IT, procurement, and program organizations through to signature and deployment. - Sell-Through: discover & source pull-through - Find the pull-through: Identify and source opportunities in which assigned accounts carry SpyCloud through to government customers. - Originate and hand off: Register and qualify Sell-Through opportunities, then coordinate with the responsible end-customer account team to advance them. - Shape the requirement: Engage integrators' capture and BD teams early to position SpyCloud into their solutions. - Executive relationships - Own the C-suite: Cultivate and expand trusted relationships with CIOs, CISOs, and business development leaders across assigned accounts. - Be a peer, not a vendor: Bring insight, threat context, and a point of view senior executives value. - Cross-functional execution - Bring the right team: Engage solutions engineering, channel/distribution, product, and marketing to advance and close deals. - Forecast with discipline: Maintain accurate CRM hygiene, pipeline, and forecasts. - Represent SpyCloud: Attend and work the industry, partner, and government events where these accounts engage. Qualifications - 10+ years of successful, quota-carrying sales to Federal Systems Integrators and the Defense Industrial Base. - Existing C-level relationships at target accounts — Lockheed Martin, RTX (Raytheon), Leidos, Northrop Grumman, Peraton, SAIC, Boeing. - Cyber and technology sales experience — selling cybersecurity, identity, threat intelligence, data, or related technology solutions. - Federal government sales experience — fluency with how the FSI/DIB ecosystem wins and delivers federal programs. - Both direct and channel/sell-through motions — a proven ability to sell to an organization and to source pull-through revenue through it. - Washington, D.C. metro residence (required). - Willingness to travel to assigned accounts, partner sites, and industry events - estimated up to ~50%. - Executive presence and consultative, value-based selling skills. - Bachelor's degree required (business, technology, or a related field) or equivalent professional experience. Requirements - Active Top Secret clearance, or must have held a Top Secret clearance held within the past 24 months. - U.S. citizenship is required for clearance eligibility. - Experience selling identity threat intelligence or SaaS-based cybersecurity into the federal and DIB markets. - An established network across the FSI/DIB capture, business development, and program communities. - Familiarity with Zero Trust (NIST SP 800-207), CSF 2.0, SP 800-53, and CIS v8. - Structured sales-methodology certification (MEDDIC/MEDDPICC, Challenger, or similar). - An advanced degree is a plus. Benefits - 401(k) with Employer Contribution - Health, Vision, and Dental Insurance - Health Savings Account (HSA) available with Employer Contribution - Employer Paid Life, Short-term, and Long-term Disability Insurance - Generous PTO Plan and 16 paid holidays per year