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Filigran, founded in October 2022, is a fast-growing cybersecurity company trusted by over 6,000 public and private organizations worldwide. The company develops innovative open-source solutions designed to anticipate cyber threats, identify security gaps, and strengthen organizational security posture. North America is the fastest-growing region and largest investment area, with regional revenue multiplying over the past year and substantial team growth following a Series C funding round.
You will lead a team of Account Executives driving enterprise growth across North America in a hands-on sales management role. This position combines strong people leadership with active deal involvement and execution support.
Key responsibilities include:
- Leading, coaching, and developing a high-performing team of Account Executives across North America
- Driving consistent execution against individual and team revenue targets
- Coaching AEs on territory planning, pipeline generation, prospecting, deal strategy, negotiation, and closing
- Building a strong new-business culture emphasizing outbound prospecting, executive networking, partnerships, referrals, and events
- Actively supporting strategic and complex enterprise opportunities, including executive conversations and multi-stakeholder negotiations
- Establishing strong MEDDPICC discipline through deal reviews, pipeline inspection, forecasting, and risk identification
- Maintaining high standards around pipeline coverage, forecasting accuracy, CRM hygiene, and sales execution
- Recruiting, onboarding, and retaining high-performing sales talent as the North American organization scales
- Leveraging AI tools and methodologies to improve prospecting, account planning, coaching, forecasting, and sales productivity
- Identifying opportunities to improve sales processes, playbooks, tooling, and best practices
You will report to the SVP of Sales, North America and work closely with Solutions Engineers, Marketing, Customer Success, Product, Engineering, and Partners. You'll engage directly with senior executives and security leaders within strategic accounts.
Requirements:
- Proven experience leading and developing high-performing enterprise software sales teams
- Strong individual track record in complex B2B enterprise software sales before moving into leadership
- Proven experience coaching sellers through $200K+ ARR enterprise opportunities and complex, multi-stakeholder buying processes
- Strong forecasting, pipeline management, and operational discipline
- Ability to coach both performance and behaviors, give clear feedback, and hold people accountable for outcomes
- Comfortable being a hands-on leader who gets involved in deals and execution when needed
- Strong business acumen and executive presence
- Comfortable operating in a fast-paced, remote-first and rapidly evolving organization
- Experience leveraging AI-powered tools, including LLMs, copilots, and automation, to improve productivity, coaching, research, and sales execution
- Cybersecurity experience is a plus but not required; experience selling complex technical platforms to enterprise customers is highly valued
- Experience selling to CISOs, security teams, or other technical executive buyers is a strong plus
- French or Spanish is a plus
