Head of Consulting Sales

Who We Are

Founded in 2012 by 3 expert hackers with no investment capital, Trail of Bits is the premier place for security experts to boldly advance security and address technology’s newest and most challenging risks. It has helped secure some of the world's most targeted organizations and devices. Our combination of novel research with practical solutions reduces the security risks that our clients face from emerging technologies. Our work helps drive the security industry and the public understanding of the technology underlying our world.   Cybersecurity preparedness is a moving target. Companies like ours are the tip of the spear in the fight against attackers. Our research-based and custom-engineering approach ensures that our client’s capabilities are at the forefront of what’s available. For companies and technologies that live and die by their security, a proactive, tailored approach is required to keep one step ahead of attackers.   Democratizing security information is essential. As part of our business, we provide ongoing informational support through blogs, whitepapers, newsletters, meetups, and open-source tools. The more the community understands security, the more they’ll understand why a company like ours is so unique and valuable.

Role Mission

Trail of Bits seeks a forward-thinking and results-driven Head of Consulting Sales to elevate our founder-led Sales team and lead our sales strategy into new innovative growth phases. In this role, your mission encompasses nurturing upward and outward growth, driving new sales, developing strategic partnerships, and enhancing our market insights and feedback mechanism. Leading a dedicated Sales team, your role is pivotal in widening our market reach and augmenting our client base. We seek a leader who possesses a profound understanding of cybersecurity and can merge the dynamic nature of a tech-centric environment with the strategic sharpness required for scaling our sales operations in the cybersecurity consulting niche. 

As the Head of Consulting Sales, you will be the cornerstone in translating Trail of Bits’ cutting-edge security expertise into commercial success. This role encompasses more than just driving sales; it’s about embodying the brand's essence, unlocking new business opportunities, and bolstering our market presence. You will embody our commitment to excellence, innovation, and client success. 

Outcomes - What You'll Achieve

A successful candidate will be pivotal in expanding our sales pipeline and enhancing external relationships, enabling Trail of Bits to achieve aggressive, attainable growth targets. We are proud of our founder-led sales and want to bring on an executive to support our CEO in growth during this exciting point in Trail of Bits’ story. This entails: 

• Competitive Insight: Analyses and translates industry trends and the competitive landscape, leveraging these insights to identify and capitalize on new business opportunities, ensuring Trail of Bits maintains a leading industry position. 
• Strategic Sales Growth: Spearhead our sales initiatives, setting and achieving ambitious goals. Your direct contribution will positively impact our revenue growth. 
• Team Leadership and Development: Lead and cultivate a culture of excellence and accountability within the Sales team, fostering their growth and aligning their efforts with our overarching Sales strategy. 
• Market Expansion and Partnerships: Identify and develop new market opportunities and partnerships, broadening our client base and reinforcing our standing in the cybersecurity industry. 
• Marketing Synergy: Work closely with the marketing team to refine our messaging strategies, ensuring they are aligned with sales objectives and market demands.  

Preferred Qualifications

• 12+ years in a sales leadership role, preferably within the tech or cybersecurity industry, showcasing your proficiency in navigating complex sales cycles and leading high-performing teams.
  
• Demonstrated success in developing and executing sales strategies that have materially increased company revenue and expanded market presence. 
• Strong capabilities in building and maintaining relationships with key stakeholders, clients, and partners, essential for effective sales leadership. 
• An in-depth understanding of the cybersecurity landscape, including current trends and market dynamics, is essential for effective sales strategies. 
• Proven strategic thinking and execution skills, with a track record of identifying and leveraging growth marketing opportunities
• Comfort with data-driven approaches to inform and guide sales strategies and decisions. 
• Strong communication skills, with the ab