Director of Sales - North America

At FireCompass, we’re building more than a cybersecurity product — we’re creating and

leading the category of Continuous Automated Red Teaming (CART) and Automated Pen

Testing. Our AI-based platform emulates real-world attacks across enterprise environments to

proactively discover and prioritize exposures — before adversaries strike.

Why FireCompass?

● $20M Series A, backed by global cybersecurity leaders.

● Gartner Hype Cycle Leader for 4 consecutive years — featured in CART and ASM

categories.

● Visionary Founders: Serial entrepreneur with multiple exits to NASDAQ-listed

companies, Fortune 40-Under-40 honoree, RSA & TEDx speaker, and founder of CISO

Platform, one of the world’s largest cybersecurity communities with 40,000+ members.

Our leadership team has held key roles at British Telecom, Tech Mahindra, Synopsys,

MetricStream, Capgemini, IBM, and more.

● Award-Winning Innovation & Patents: Selected for the RSAC Innovation Showcase (US)

and honored with the NASSCOM Emerge 50 award. Our platform is backed by multiple

granted patents.

● Security Research Legacy: Teams that discovered critical CVEs in Microsoft, Intel, HP,

broke BitLocker, and presented at DEF CON.

● Fortune 500 Customers: Trusted by Fortune 500 and Global 2000 clients across North

America, the Middle East, and Asia.

● Media Spotlight & Book Features: Featured on national TV (CNBC TV18), in the

Economic Times, Dark Reading, Security Magazine, and more. Covered in books such as

The Game Changers, Silicon Dragon, and Startup Asia.

Why This Role Matters:

North America is FireCompass’ largest and most strategic market. As Director of Sales – NAM,

you will serve as the operational and revenue execution leader for the region, partnering

closely with the VP of Sales to drive predictable growth, accelerate enterprise pipeline

conversion, and scale both direct and partner-led revenue motions.

This is a highly visible player-coach role requiring a leader who can personally win complex

enterprise deals while building repeatable go-to-market processes, channel ecosystems, and

high-performing sales teams.

The ideal candidate combines enterprise cybersecurity sales expertise with strong technical

acumen, channel development experience, and a track record of scaling revenue in high-growth

SaaS environments.

What You’ll Do:

Revenue & Pipeline Leadership

● Partner with the VP of Sales to drive execution across the North American business and

exceed revenue targets.

● Own strategic enterprise opportunities from prospecting through close.

● Build, manage, and advance a healthy pipeline across net-new, expansion, and partner-

sourced opportunities.

● Lead complex multi-stakeholder sales cycles involving CISOs, Security Operations,

Infrastructure, Risk, Compliance, and Executive Leadership teams.

● Drive disciplined pipeline management, forecast accuracy, and deal inspection

processes.

Enterprise & Technical Selling

● Conduct executive-level discovery sessions, value-based selling engagements, and

technical product demonstrations.

● Lead proof-of-concept (POC) engagements and coordinate technical resources to ensure

successful evaluations.

● Translate offensive security capabilities into measurable business outcomes and risk

reduction metrics.

● Position FireCompass against traditional VAPT, Red Teaming, BAS, Exposure

Management, and Attack Surface Management solutions.

Channel & Ecosystem Growth

● Develop and scale strategic relationships with MSSPs, VARs, GSIs, and cybersecurity

advisory partners.

● Build partner-led pipeline generation programs and co-sell motions.

● Identify new routes to market and create scalable revenue streams through strategic

partnerships.

● Drive partner enablement, joint account planning, and executive alignment.

Sales Process & Operational Excellence

● Maintain best-in-class CRM hygiene and forecasting discipline.

● Run weekly pipeline reviews, QBRs, and account strategy sessions.

● Develop repeatable sales playbooks for outbound, inbound, channel, and expansion

motions.

● Analyze funnel metrics and pipeline health to improve conversion and forecast

predictability.

Coaching & Team Development

● Mentor and coach Account Executives on discovery, technical positioning, objection

handling, negotiation, and closing strategies.

● Support onboarding and enablement of new sales hires.

● Foster a culture of accountability, collaboration, and continuous improvement.

Cross-Functional Leadership

● Partner closely with Marketing, SDR, Product, Customer Success, and Security Research

teams.

● Provide market intelligence, competitive insights, and customer feedback to influence

product strategy and GTM execution.

● Act as a trusted advisor to customers and internal stakeholders throughout the

customer lifecycle.

What We're Looking For

Required Experience

● 7–15 years of enterprise cybersecurity sales experience with a proven track record of

exceeding quota in North America

● Minimum 3+ years of hands-on experience in Web Application Penetration Testing,

Application Security, Red Teaming, or Offensive Security consulting.

● Strong understanding of:

• WASP Top 10
• Web Application Penetration Testing methodologies
• Secure SDLC
• Application Security Testing (SAST, DAST, IAST)
• Vulnerability Management
• Attack Surface Management
• Continuous Security Validation
• Red Teaming and Adversary Emulation

● Ability to independently conduct technical discovery sessions, security workshops,

product demonstrations, and proof-of-concept engagements.

● Experience selling to CISOs, Application Security leaders, Security Engineering teams,

DevSecOps leaders, Security Operations teams, and Risk & Compliance stakeholders.

● Proven success closing complex enterprise opportunities with Fortune 500 and Global

2000 organizations.

● Strong understanding of enterprise security architectures, cloud environments, APIs,

web applications, and modern attack vectors.

● Experience navigating multi-stakeholder buying committees and building executive-level

relationships.

● Demonstrated ability to translate technical security findings into business risk and

measurable outcomes.

● Partner with customer AppSec, Security Engineering, and Red Team functions to identify

attack paths and demonstrate business impact.

● Lead technically sophisticated POCs that validate FireCompass' ability to discover

exploitable attack chains across cloud, application, identity, and infrastructure layers.

● Serve as a trusted advisor to CISOs and security teams on offensive security strategy,

continuous validation, and exposure management.

Preferred Experience : Background as a Penetration Tester, Security Consultant, Security

Engineer, Solutions Engineer, or Technical Account Manager before moving into sales.

Experience selling offensive security services or platforms, including:

● Penetration Testing

● Red Teaming

● BAS

● CART

● Exposure Management

● Attack Surface Management

● Application Security Platforms

Experience working alongside security researchers and offensive security teams.

Experience building strategic relationships with MSSPs, security consultancies, VARs,

and GSIs.

Familiarity with CVEs, exploit development concepts, attack chains, MITRE ATT&CK, and

threat actor methodologies.

Ideal Candidate Profile

The successful candidate will bring many of the following attributes:

The ideal candidate is a technically credible cybersecurity sales leader who can comfortably engage with

both CISOs and penetration testers.

They have sold offensive security or application security solutions into large enterprises and can

confidently discuss web application vulnerabilities, attack paths, adversary emulation, and remediation

strategies without relying heavily on pre-sales support.

They combine the consultative approach of a trusted security advisor with the execution rigor of a top-

performing enterprise seller. They are equally comfortable leading a boardroom discussion with

executives, whiteboarding attack scenarios with security engineers, or driving a technical proof of

concept to successful completion.

Most importantly, they possess the curiosity, technical depth, and commercial mindset required to help

define the future of Continuous Automated Red Teaming and Automated Penetration Testing.

● Consistent top-performer with a history of exceeding quota.

● Strong player-coach leadership style.

● Experience creating and scaling channel-led revenue motions.

● Ability to convert strategic enterprise prospects into successful POCs and long-term customers.

● Comfortable operating in ambiguity while building structure and repeatability.

● Entrepreneurial mindset with a bias toward action.

● Exceptional communication, negotiation, and executive presentation skills.

● Passion for cybersecurity and emerging security technologies.

If you've built an enterprise pipeline, developed strategic partner ecosystems, won complex

cybersecurity deals, and want to help define the future of Continuous Automated Red Teaming, we'd

love to talk.

Send us an email on gauri.khotele@firecompass.com