• Own the enterprise sales cycle — from prospecting and qualification to negotiation and close — across $1B+ revenue organizations. • Engage directly with CISOs, CIOs, and CFOs to align cybersecurity investments to enterprise goals. • Lead multi-stakeholder deals (6–12 months) in partnership with Solutions Architects, Services, and OEM channel partners. • Drive platform adoption — move customers from point products to integrated cybersecurity architectures. • Collaborate cross-functionally with Defy’s Services, Engineering, and Partner teams to deliver client success and measurable outcomes. • Apply consultative methodologies (e.g., MEDDPICC, Challenger, Command of the Message) to position Defy’s value and differentiation. • Consistently exceed quarterly and annual sales goals for bookings, revenue, and gross margin. • Represent Defy with executive presence — leading presentations, proposals, and value discussions with boards and senior leaders.

• Own the enterprise sales cycle — from prospecting and qualification to negotiation and close — across $1B+ revenue organizations. • Engage directly with CISOs, CIOs, and CFOs to align cybersecurity investments to enterprise goals. • Lead multi-stakeholder deals (6–12 months) in partnership with Solutions Architects, Services, and OEM channel partners. • Drive platform adoption — move customers from point products to integrated cybersecurity architectures. • Collaborate cross-functionally with Defy’s Services, Engineering, and Partner teams to deliver client success and measurable outcomes. • Apply consultative methodologies (e.g., MEDDPICC, Challenger, Command of the Message) to position Defy’s value and differentiation. • Consistently exceed quarterly and annual sales goals for bookings, revenue, and gross margin. • Represent Defy with executive presence — leading presentations, proposals, and value discussions with boards and senior leaders.

• Own the enterprise sales cycle — from prospecting and qualification to negotiation and close — across $1B+ revenue organizations. • Engage directly with CISOs, CIOs, and CFOs to align cybersecurity investments to enterprise goals. • Lead multi-stakeholder deals (6–12 months) in partnership with Solutions Architects, Services, and OEM channel partners. • Drive platform adoption — move customers from point products to integrated cybersecurity architectures. • Collaborate cross-functionally with Defy’s Services, Engineering, and Partner teams to deliver client success and measurable outcomes. • Apply consultative methodologies (e.g., MEDDPICC, Challenger, Command of the Message) to position Defy’s value and differentiation. • Consistently exceed quarterly and annual sales goals for bookings, revenue, and gross margin. • Represent Defy with executive presence — leading presentations, proposals, and value discussions with boards and senior leaders.

• Maintain, mature, and take ownership of our program that ensures conformance to security standards. This includes but is not limited to conformance with ISO 27001, ISO 27018, ISO 42001, Privacy laws, ISO 9001, GovRAMP, FedRAMP, NIST 800, SOC, and CIS Top Controls. • Facilitate annual independent audits of our organization by third-party security and privacy experts. Create audit plan, co-ordinate with stakeholders, review reports and remediate audit findings. • Responsible for planning and managing multiple security improvement projects from requirements phase through deployment/implementation. • Managing document and record control processes and procedures, including maintaining accurate inventories and records of compliance/conformance artifacts • Responsible for our Security Awareness and related training programs. Maintains and improves processes, platforms and systems that support our training campaigns and content. Creates, monitors and reports on campaigns. • Supports business development by responding to requests for security and privacy information that is included in proposals for new business. • Performs security risk assessments of software acquisitions, technical services, business systems and new technologies. • Owns and administers a GRC tool to track security controls and current conformance status. Ensures that relevant security artifacts are recorded and updated. • Conducts enterprise risk assessment reviews and report out to senior management regarding security issues and metrics – both as an ongoing process and on an as-needed basis. • Assists in continual improvement by examining our current security posture and security practices, identifying risks or gaps, and recommending programs to address them. • Manages privacy risks including exposures created by cookies and APIs. Maintains Privacy policies and ensures compliance.