销售总监
Director of Sales
我们所追求的
Apiiro 是一个代理式应用安全平台，旨在改变开发团队设计、开发和交付安全软件的方式。通过深度代码分析技术，我们为安全和工程团队提供所需的风险背景，使他们能够在不牺牲质量的前提下快速交付。作为 ASPM 领域的先驱，我们不仅跟上人工智能时代，更在定义其中的安全开发方式。如果你想产生行业变革性的影响，Apiiro 就是实现它的地方。
关于团队
你将加入 Apiiro 的企业销售团队，向我们的首席营收官汇报。该团队负责 Apiiro 最大的战略客户，交易涉及安全、工程和 IT 的利益相关者。你将与销售工程和内部利益相关者紧密合作，在整个销售周期中以技术深度引领。
你将负责的工作
你将从潜在客户开发到成交，全程负责销售流程，推动新业务增长，并拓展与年收入超过 10 亿美元的企业客户的战略合作关系，同时成为高级技术和安全领导者的可信赖合作伙伴。
- 通过在企业市场推动新业务，持续达成并超越配额。
- 与 CIO、CISO 和高级利益相关者建立并维护关系，将 Apiiro 定位为战略合作伙伴。
- 应对复杂的采购流程并影响高管决策。
- 与销售工程、产品、营销和客户成功团队紧密协作，提供无缝的客户体验。
- 跟踪竞争对手的动向，并将可操作的市场洞察带回公司。
- 在 Salesforce 中准确管理销售管道和预测。
我们寻找的人
- 6 年以上软件/技术领域的企业销售经验。
- 在 CIO/CISO 等级别买家中取得过成功销售并完成数百万美元的复杂交易。
- 在企业客户中具备出色的潜在客户开发、管道建设和新客户成交能力。
- 优秀的沟通、谈判和高管形象能力。
- 自我驱动者，能在快节奏、动态的环境中茁壮成长。
- 本科及以上学历，主修商业或相关专业（优先考虑）。
- 根据需要，能够进行最高 20% 的企业客户会议差旅。
我们在 Apiiro 坚持的价值观
以客户为中心。我们的客户是合作伙伴，而不仅仅是客户。我们预见他们的需求，超越预期证明业务成果，并以他们的成功来衡量我们的成就。
卓越心态。我们设定高标准，以好奇心拥抱挑战，永不满足。足够好
查看英文原文
What We're About
Apiiro is the Agentic AppSec Platform built to transform how development teams design, develop, and deliver secure software. Powered by Deep Code Analysis, we give security and engineering teams the risk context they need to ship fast without cutting corners. As pioneers in ASPM, we're not just keeping up with the AI era. We're defining what secure development looks like inside it. If you want to have an industry-changing impact, Apiiro is the place to build it.
About the Team
You'll join Apiiro's enterprise sales team, reporting to our CRO. The team owns Apiiro's largest strategic accounts, where deals span security, engineering, and IT stakeholders. You'll work closely with Sales Engineering and internal stakeholders to lead with technical depth throughout the sales cycle.
What You Will Do
You'll own the full sales cycle from prospecting to closing, driving net-new business and expanding strategic relationships with enterprise customers (>$1B in revenue), while acting as a trusted partner to senior technology and security leaders.
- Consistently achieve and exceed quota by driving new business within the enterprise market.
- Build and nurture relationships with CIOs, CISOs, and senior stakeholders, positioning Apiiro as a strategic partner.
- Navigate complex buying cycles and influence executive decision-making.
- Collaborate closely with Sales Engineering, Product, Marketing, and Customer Success to deliver seamless customer experiences.
- Stay ahead of competitive offerings and bring actionable market insights back to the business.
- Accurately manage pipeline and forecast in Salesforce.
What You're About
- 6+ years of enterprise sales experience in software/technology.
- Proven success selling into CIO/CISO-level buyers and closing multi-million-dollar, complex deals.
- Strong ability to prospect, build pipeline, and close new logos in the enterprise segment.
- Excellent communication, negotiation, and executive presence skills.
- Self-starter who thrives in fast-paced, dynamic environments.
- BA/BS degree in business or related field (preferred).
- Ability to travel up to 20% for enterprise client meetings as needed.
What We Stand For at Apiiro
Customer-First. Our customers are partners, not just clients. We anticipate their needs, go above and beyond to prove business outcomes, and measure our success by theirs.
Excellence Mindset. We set the bar high, embrace challenges with curiosity, and never settle. Good enough isn't in our vocabulary.
OneTeam. One mission, collective ownership, no silos. Our strength is in how we show up for each other and for our customers.
Accountability. We own our actions, our commitments, and our results. Integrity and follow-through are built-in.
Most companies react to security. We believe it should be built in from the start. If that mission resonates, let's talk.
Originally posted on Himalayas