Director of SalesSan Francisco - CA; United States - Remote

Director of Sales

Operant AI is seeking a results-oriented Director of Sales to join the Operant AI team as a foundational member of the GTM team, focused on North America. Operant is enjoying a period of rapid growth, with huge opportunities for sales leaders who thrive off of urgency and meeting critical customer needs in a face-paced startup environment.

As the right candidate to join us on this roller-coaster, you are a hands-on do-er who thrives off of the energy of closing deals and growing contracts, while building foundations for rapid scaling in a high-growth startup environment. You are a seasoned cyber expert with deep industry knowledge spanning tech and buying processes, able to cultivate the right relationships with the right people across customer orgs to drive successful closing and account user growth. Your technical prowess at understanding the urgent security challenges and available market solutions at the cutting edge of cloud and AI, including CNAPPs, API Security, AppSec, K8s Sec, and MCP, should enable you to comfortably discuss Operant's product details, features, and differentiation with key technical members of customer teams, including CISOs, Directors of AppSec and CloudSec, VPs of Eng, security engineers and SREs, building trust and brand equity as you represent the company in growing our customer relationships through successful POCs and signed revenue contracts. You should deeply understand the cloud and AI cybersecurity competitive landscape (both incumbents and rising startups) and should be passionate about Operant's mission to secure the modern world. You'll be responsible for driving new business acquisition and expanding existing accounts within our aggressive pipeline, and you will be working with a close-knit team of fellow passionate experts across sales, marketing, and eng along the way.

Who We Are :

We're in business to secure the modern world. Operant's unique technology solves several of the biggest problems in modern cybersecurity - including several critical use cases in securing Gen AI applications - with an implementation that is so easy that many customers don't believe that it could possibly be true until they see it in action. As a leader in the AI and MCP security space, we have already been named as a vendor in four Gartner reports in the last year, including the iconic Market Guide for AI Trust, Risk, and Security Management (AI TRiSM), How to Secure Custom-Built Agents, Gartner's market guide for API Protection and Kubernetes Runtime Security as well as Forrester's Zero Trust landscape.

Key Responsibilities :

1. Drive Revenue Growth :

• Convert trial POCs into paid revenue contracts by working closely with customers, engineering and customer success teams throughout the entire sales cycle.
• Identify key accounts and establish strong relationships with C-level executives, decision-makers, and users, being able to build trust with deeply technical buyers to close sales with a product that instantly meets their urgent needs.
• Develop and manage sales pipelines, forecasts, and budgets.

2. Collaborate Cross-Functionally :

3. Analyze and Report on Sales Performance :

4. Build and Lead a High-Performing Sales Team :

5. Own Next-Level Sales Strategy :

Qualifications :

Work Hours & Location :

What You Can Expect From Us :

Operant is an equal opportunity workplace where you will find an open and supportive environment to share your thoughts and ideas, while enabling you to springboard your career in a high-growth, high-energy startup.

Benefits :