Booli.ai is a cutting-edge startup revolutionizing the cybersecurity landscape with our advanced SIEM (Security Information and Event Management) and MDR (Managed Detection and Response) solutions. Founded in 2022, we've quickly established ourselves as an innovator in the field, serving clients across various industries including finance, healthcare, and technology. Our AI-driven platform provides real-time threat detection, automated incident response, and comprehensive security analytics, setting new standards in cybersecurity efficacy and efficiency.
## Role Overview
As the Vice President of Sales at booli.ai, you will be a key member of our executive team, reporting directly to the CEO. This role is critical in driving our ambitious growth plans, with a target to triple our revenue in the next 24 months. You will be responsible for building and leading a world-class, channel-focused sales organization that will establish booli.ai as the go-to solution in the SIEM and MDR markets.
## Key Responsibilities
### Sales Strategy and Execution
- Develop and implement a comprehensive 3-year sales strategy, with a focus on expanding our channel partnerships and direct sales efforts.
- Set and achieve quarterly and annual revenue targets.
- Establish key performance indicators (KPIs) for the sales team and channel partners, ensuring alignment with company objectives.
### Channel Development and Management
- Build a network of strategic channel partners within the first year, including MSPs, MSSPs, and technology resellers.
- Implement a partner relationship management (PRM) system to track and optimize channel performance.
### Team Leadership and Development.
- Implement a rigorous sales training program, including product knowledge, sales methodologies, and cybersecurity industry trends.
- Foster a high-performance culture with clear career progression paths and a robust incentive structure.
### Market Analysis and Product Strategy
- Conduct quarterly market analysis to identify emerging trends, competitor movements, and new opportunities in the SIEM and MDR space.
- Collaborate with the product team to influence the product roadmap based on market demands and customer feedback.
- Develop and refine ideal customer profiles (ICPs) and buyer personas for targeted sales and marketing efforts.
### Customer Engagement and Relationship Management
- Personally manage and nurture relationships with top 20 accounts and strategic partners.
- Implement a key account management program to ensure high retention rates (target: 95%+) and drive upsell opportunities.
- Regularly attend and speak at industry conferences to elevate booli.ai's brand and thought leadership position.
### Sales Operations and Analytics
- Oversee the implementation and optimization of our CRM system (Salesforce.com) to ensure accurate forecasting and pipeline management.
- Deliver weekly sales reports to the executive team, including pipeline health, win/loss analysis, and channel partner performance.
- Utilize advanced analytics and AI-driven tools to optimize sales processes and improve conversion rates.
## Qualifications
### Experience
- 12+ years of progressive sales leadership experience in the cybersecurity industry, with at least 5 years focused on SIEM, MDR, or related solutions.
- Proven track record of exceeding sales targets, with demonstrable experience scaling a business from $5M to $50M+ ARR.
- Extensive experience in building and managing channel partner networks, preferably in the cybersecurity or enterprise software space.
### Skills and Expertise
- Deep understanding of the SIEM and MDR market landscape, including key players, technologies, and industry trends.
- Strong financial acumen with the ability to manage complex sales forecasts and budgets.
- Excellent negotiation skills, with experience in closing multi-million dollar, multi-year contracts.
- Proficiency in modern sales technologies including Salesforce.com, LinkedIn Sales Navigator, and sales engagement platforms.
### Leadership and Personal Qualities
- Inspirational leader with the ability to motivate and mentor diverse sales teams.
- Strategic thinker with a data-driven approach to decision-making.
- Excellent communicator with the ability to articulate complex technical concepts to both technical and non-technical audiences.
- Adaptable and resilient, with the ability to thrive in a fast-paced startup environment.
### Education
- Bachelor's degree in Business, Computer Science, or related field required.
- MBA or advanced degree in a relevant field preferred.
- Industry certifications such as CISSP, CISM, or relevant sales methodologies (e.g., MEDDIC, Sandler) are a plus.
## Compensation and Benefits
- Competitive base salary commensurate with experience.
- Performance-based bonus structure with the potential to earn up to 100% of base salary.
- Equity package offering significant upside potential as the company grows.
- Comprehensive health, dental, and vision insurance.
- 401(k) plan with company match.
- Generous PTO policy and flexible work arrangements.
- Professional development budget for conferences, training, and certifications.
