Headquarters: Remote Italy BeyondTrust is a place where you can bring your purpose to life through the work that you do, creating a safer world through our cybersecurity SaaS portfolio. Our culture of flexibility, trust, and continual learning means you will be recognized for your growth, and for the impact you make on our success. You will be surrounded by people who challenge, support, and inspire you to be the best version of yourself. The Role Identify, generate, qualify, and close new business for customers and prospects in a defined territory.  Responsible for managing the full sales lifecycle, and building the go-to-market plan (including direct and indirect business).  What You’ll Do Develop new and existing accounts within the defined territory. Establish and deliver a sales strategy that outlines a roadmap to quota attainment Sales forecasting, lead generation, prospecting, and strategic relationship development Upsell ‘New Products’ to existing customers. Work with assigned Account Executive – Enterprise Assist to cover and proactively hunt for Add-on opportunities within the territory intelligently. Maintain whitespace for all focus customers. Partner closely with the Vice President, SEs, PMs, and wider POD to deliver strategic goals Algin with the Channel team and Channel Partners to deliver value to our customers and BeyondTrust wherever possible Align with the SDR team to proactively cover your total addressable market (focus and non-focus territory accounts) Attend corporate trade shows and events Maintain sales pipeline activity in Salesforce Schedule and conduct product demonstrations and detailed presentations to prospects, customers, and partners Lead RFP responses for your accounts What You’ll Bring Must be located in the territory covered (Italy) Bachelor’s degree 8+ years’ sales experience with a demonstrated track record of consistently meeting or exceeding annual quota Knowledge of the Italian top account and mid-market landscape Experience with enterprise software, IT services, SaaS, IoT, or related managed services sales to global organizations Experience with Salesforce Already cyber security vendor on cloud/sub solutions channel oriented Able to command sales message and sales Experience leveraging the channel to drive business Excellent communication skills Ability to travel within the region Nice To Have Prior experience selling PAM software solutions Completed 2 professional sales training courses (Sandler, SPIN, DISC, TAS, or Miller) Strategic Account Management Better Together Diversity. Inclusion. They’re more than just words for us. They are the guiding values of how we build our teams, cultivate leaders, and create a culture where people feel connected. We take care of our employees so they can take care of our customers. Customers who come from all walks of life just like us. We hire incredible people from diverse backgrounds because when we are different together, we are stronger together. About Us BeyondTrust is the global identity security leader protecting Paths to Privilege™. Our identity-centric approach goes beyond securing privileges and access, empowering organizations with the most effective solution to manage the entire identity attack surface and neutralize threats, whether from external attacks or insiders. BeyondTrust is leading the charge in transforming identity security to prevent breaches and limit the blast radius of attacks, while creating a superior customer experience and operational efficiencies. We are trusted by 20,000 customers, including 75 of the Fortune 100, and our global ecosystem of partners. Learn more at www.beyondtrust.com.  #LI-BG1 To apply: https://weworkremotely.com/remote-jobs/beyondtrust-enterprise-account-manager

Headquarters: Remote - USA The Critical Situation Manager owns the customer-facing response when a customer's trust in the platform has been shaken by a significant efficacy or product concern.  This role engages when a customer's feedback is substantive and requires a coordinated investigation and response from R&D and other technical teams. The Critical Situation Manager leads that investigation, translates technical findings into clear, confidence-restoring customer communication, and owns the engagement through to a formal resolution and close-out. As a Critical Situation Manager, you are a skilled communicator who thrives at navigating complex customer challenges, influencing cross-functional teams, and restoring customer confidence. You bring a strong customer-first mindset, the ability to untangle technical and relationship issues, and the confidence to drive action across Customer Success, Product, Engineering, and Support. Your leadership and organizational skills will ensure that escalations are handled with urgency, transparency, and accountability.  You have held roles such as Support Engineer, Sales Engineer, or Technical Account Manager in enterprise SaaS or cybersecurity environments, and this background enables you to navigate complex technical issues and customer relationships effectively. The Critical Situation Manager will: Serve as the customer-facing owner for high-stakes technical situations where a customer's confidence in the platform needs to be restored. Assess incoming situations and determine the right level of response, from a clear explanation to a full cross-functional investigation. Coordinate with R&D and other technical teams to investigate customer-reported concerns, translating customer feedback into a precise, actionable investigation request. Translate technical findings back into clear, credible communication for customer stakeholders, up to and including executive audiences. Own the full arc of each engagement following the initial assignment, from investigation through resolution, and a formal close-out with the customer. Set and hold timeline expectations with customers throughout an engagement, ensuring no gaps in communication. Track outcomes and findings across engagements to identify recurring themes and inform product and process improvements. Build and drive the Critical Situation Management process and build playbooks for handling common scenarios Must Haves 5-7 years of customer-facing experience in a technical role (TAM, SE, Support, or related enterprise SaaS roles) with a proven track record in managing escalations Sufficient technical fluency in Abnormal's detection architecture and investigation tooling to engage credibly with both R&D and customers without a technical translator. Demonstrated success in leading de-escalations for complex, strategic customers, and strong judgment in assessing the right level of response to a customer concern Strong understanding of customer lifecycle, support workflows, and escalation management best practices Excellent verbal and written communication skills, including executive-level communication with customers and internal stakeholders Comfort owning complex, multi-week engagements through to resolution, not just leading an initial call. Strong organizational skills with the ability to prioritize multiple high-stakes issues simultaneously Demonstrated ability to build cross-functional trust quickly, including with technical teams outside your direct reporting line. Empathy-driven, customer-first orientation with a bias for action Experience in Cybersecurity is required   #LI-MC2Actual compensation will be determined based on several non-discriminatory factors including skills, experience, qualifications, and geographic location.In addition to base salary, this role may be eligible for bonus or incentive compensation, equity, and a comprehensive benefits package.Base salary range:$107,100—$154,000 USDA note on AI in our process: Abnormal AI uses AI-assisted tools to help our recruiting team prepare for candidate interviews. These tools analyze resume content and role requirements to suggest interview questions and areas for the interviewer to explore. They do not make hiring decisions or screen candidates automatically. Every decision about a candidacy is made by a person. Further, if your application is successful and Abnormal AI makes a conditional offer of employment, we will carry out pre-employment checks which must be successfully completed to progress to a final offer. All processes and pre-employment checks are in line with prevailing legislation and Abnormal AI's policies relevant to our security and privacy standards. Abnormal AI is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status or other characteristics protected by law. For our EEO policy statement please click here. If you would like more information on your EEO rights under the law, please click here. To apply: https://weworkremotely.com/remote-jobs/abnormal-critical-situation-manager

Headquarters: Remote Mumbai, India BeyondTrust is a place where you can bring your purpose to life through the work that you do, creating a safer world through our cybersecurity SaaS portfolio. Our culture of flexibility, trust, and continual learning means you will be recognized for your growth and for the impact you make on our success. You will be surrounded by people who challenge, support, and inspire you to be the best version of yourself. The Role We’re looking for a visible, driven, and strategic yet hands‑on sales leader who can accelerate our growth across India. In this role, you’ll build and execute the GTM strategy to maximise and fast‑track our growth in India. We’re looking for a leader who is operationally excellent, able to hold the team accountable, and ensure accurate forecasting, disciplined pipeline management, and strong Salesforce hygiene. This is a career‑defining opportunity for a leader who thrives in a high‑growth environment, blends strategic vision with hands‑on execution, and is passionate about driving impact at scale. What You’ll Do Identify, develop, and lead talent, including hiring and building a best-in-class team. Motivate and empower your team to drive revenue growth and profitability in alignment with company-wide objectives. Accurate quarterly sales forecasting and planning. Manage and motivate direct team by correlating performance expectations to business goals – including guiding account planning, proposal development, consistent performance feedback, etc. Create a culture of continuous improvement through ongoing performance analysis. Collaborate and work cross-functionally to provide insight to internal stakeholders across Product, Marketing, Analytics and Customer Success supporting product roadmap development. Develop and implement strategic sales plans. Take accountability for revenue growth and profit margins consistent with corporate objectives. Maintain up-to-date understanding of competitors' activities and competitive offerings. Provide negotiation assistance, training, and counselling to your team, in addition to assigning accounts, territories and sales quotas based on individual goals, capabilities, and pipeline activity. Identify and recommend business process improvements. What You’ll Bring Must be located in Mumbai India 5+ years’ hands-on sales leadership experience within the software security sector. Experience growing teams and revenue at a high-growth company across the defined territory Proven experience leading and developing software sales teams. Strong established relationships among key influencers within the Cyber Security Industry. Experience of analysing performance to identify areas of improvement/sales optimisation. Entrepreneurial mindset with a true sales hunter approach Sound business judgment, intellectual discipline, self-confidence and a commitment to continual improvement. Excellent knowledge of Salesforce Tech-savvy, with a passion for new technologies and up-to-date awareness of cybersecurity trends. Exceptional communication and negotiation skills. Highly organized and able to prioritize shifting responsibilities effectively At ease working in a fast-paced environment to deliver results Nice To Have Completed sales training (Sandler, SPIN, DISC, TAS, Miller) Better Together Diversity. Inclusion. They’re more than just words for us. They are the guiding values of how we build our teams, cultivate leaders, and create a culture where people feel connected. We take care of our employees so they can take care of our customers. Customers who come from all walks of life just like us. We hire incredible people from diverse backgrounds because when we are different together, we are stronger together. About Us BeyondTrust is the global identity security leader protecting Paths to Privilege™. Our identity-centric approach goes beyond securing privileges and access, empowering organizations with the most effective solution to manage the entire identity attack surface and neutralize threats, whether from external attacks or insiders. BeyondTrust is leading the charge in transforming identity security to prevent breaches and limit the blast radius of attacks, while creating a superior customer experience and operational efficiencies. We are trusted by 20,000 customers, including 75 of the Fortune 100, and our global ecosystem of partners. Learn more at www.beyondtrust.com. #LI-BG1 To apply: https://weworkremotely.com/remote-jobs/beyondtrust-director-sales

Job Type: DTTL - Secondment Work Model: Remote Reference code: 134779 Primary Location: Toronto, ON All Available Locations: Calgary, AB; Brossard, QC; Burlington, ON; Saint John, NB; Toronto, ON; Vancouver, BC Our PurposeAt Deloitte, our Purpose is to make an impact that matters.

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