Director Sales

About This Role

This player-coach role involves leading the next phase of the enterprise sales engine for FireCompass, an AI-powered offensive security platform, across India and global markets. The Director Sales will personally close strategic enterprise deals while building a repeatable sales motion, developing the sales team, and expanding the channel ecosystem. The role suits a candidate who combines large-enterprise sales discipline with startup-style ownership and speed.

Responsibilities

• Own and deliver India revenue targets, with a healthy, qualified, and predictable enterprise pipeline
• Personally lead strategic, complex enterprise sales cycles from prospecting through closure and commercial negotiation
• Engage CISOs, CIOs, CTOs, CROs, and DevSecOps leaders; build multi-stakeholder relationships and account strategies across Fortune 500, Global 2000, and large Indian enterprises
• Drive new logo acquisition and expansion, building business cases around cyber risk, exposure reduction, attack-path discovery, and security effectiveness
• Build, coach, and lead a high-performing sales organisation; identify capability gaps and build the talent bench
• Stay hands-on in strategic customer meetings, demos, POCs, negotiations, and closing conversations
• Coach AEs across prospecting, discovery, executive engagement, value articulation, objection handling, deal strategy, negotiation, and closing
• Establish a culture of ownership, urgency, accountability, and continuous improvement
• Build and scale a partner-led motion across MSSPs, VARs, GSIs, distributors, cybersecurity advisory firms, and strategic technology partners
• Recruit high-value partners, build joint GTM and business plans, and enable them on the platform, use cases, and positioning
• Establish partner KPIs, revenue targets, and performance reviews that generate predictable partner-sourced and partner-influenced pipelines
• Partner with the CEO and leadership team to define and execute India GTM priority industries, accounts, buyer personas, and segments
• Feed market intelligence and customer insight back into Product, Marketing, and Engineering, and refine positioning accordingly
• Identify emerging opportunities across Continuous Automated Red Teaming, Attack Surface Management, Exposure Management, and offensive security
• Establish a predictable sales process from lead generation to closure, with strong CRM discipline and pipeline hygiene
• Run pipeline and deal reviews, build accurate forecasting, and improve visibility into pipeline coverage, stage conversion, win rates, sales velocity, deal size, cycle time, and forecast accuracy
• Build repeatable playbooks and operating rhythms
• Represent FireCompass at customer meetings, conferences, and industry forums, and act as a trusted advisor to senior security executives