Senior Director, Enterprise Sales

The Senior Director of Enterprise Sales at Keeper Security is responsible for developing comprehensive sales strategies to target enterprise accounts, building and leading a high-performing sales team, establishing scalable sales processes, and maintaining relationships with key decision-makers. This role also involves collaborating with the marketing and product teams, as well as monitoring sales performance metrics to ensure the achievement of revenue targets.

Candidates for the Senior Director of Enterprise Sales role at Keeper Security should possess at least 7 years of progressive leadership experience in enterprise SaaS sales, with a strong track record of exceeding revenue targets. Experience in the cybersecurity domain, specifically in privileged access management (PAM), is preferred. A Bachelor's degree in business administration or a related field is also required.

Success for the Senior Director of Enterprise Sales at Keeper Security is defined by the achievement of revenue targets, the performance and development of the sales team, and the ability to build strong client relationships. Furthermore, contributing to the growth of the company through effective market analysis and collaboration with other departments is essential.

At Keeper Security, the culture is focused on empowerment, teamwork, and inclusivity. The company values diversity and is committed to creating a work environment where everyone can thrive, encouraging innovation and collaboration among employees at all levels.

The Senior Director of Enterprise Sales role may require travel up to 50% of the time. This allows for building and maintaining crucial relationships with enterprise clients and attending industry events to promote Keeper Security’s brand and solutions.

When developing a sales strategy for a new product, it’s essential to first conduct thorough market research to understand customer needs, competitive landscape, and pricing strategies. Then, define clear objectives, identify key performance indicators, and align resources accordingly. Collaboration with marketing and product teams can help create targeted campaigns that resonate with potential customers.

In my previous role, I implemented a coaching program focused on individual team member strengths, ensuring personalized development. I set clear, measurable goals, encouraged open communication, and celebrated wins. This approach fostered a high-performing culture, and as a result, we collectively exceeded our revenue targets by over 20%.

Building relationships with key decision-makers involves active listening to understand their business needs and challenges. I prioritize regular check-ins, provide valuable insights, and maintain transparency to develop trust. Following up with relevant information helps keep the conversation going and positions you as a partner rather than just a vendor.

I use a combination of tools and methods to analyze market trends, including competitor analysis, customer surveys, and studying industry reports. Regular feedback sessions with clients can also provide deeper insights into customer satisfaction and emerging needs, allowing for proactive adjustments in the sales strategy.

In a previous role, I dealt with an enterprise client needing a tailored solution. I mapped out the stakeholders involved, identified their concerns, and ensured transparent communication throughout the process. The key was to remain flexible and adaptive, ultimately leading to a successful sale despite the complexities.

Motivating a sales team during tough times requires a mix of support and recognition. I focus on transparent communication about challenges, encourage team brainstorming sessions for solutions, and celebrate small victories to maintain morale. Regular one-on-one check-ins also provide opportunities for personalized motivation.

Collaboration with marketing and product teams is crucial for aligning sales initiatives with broader company objectives. Understanding the marketing strategy allows the sales team to leverage campaigns effectively, while feedback from sales can guide product development to better meet market needs.

I stay informed through a mix of industry publications, webinars, networking events, and actively engaging with peers. Joining professional groups and subscribing to relevant newsletters is beneficial for keeping up-to-date trends and competitive insights.

A successful enterprise sales process hinges on a thorough understanding of the client's needs, a strong value proposition, and building long-term relationships. Establishing a clear sales framework while remaining flexible to tailor the approach based on client feedback is essential.

I am passionate about the cybersecurity space and admire Keeper Security's commitment to innovation. The opportunity to lead enterprise sales for a company that values inclusivity and is dedicated to protecting user data deeply motivates me. I am excited by the prospect of contributing to maximal growth in such a pivotal area.