Director of Sales and Alliances

GENERAL DESCRIPTION

The Director of Sales & Alliances is a full-time position with the expectation that he / she will work overtime as needed to fulfill job and client responsibilities. 360 Advanced is seeking an experienced, results-driven Director of Sales & Alliances to lead our New Business Sales organization while developing and expanding our strategic partner ecosystem. This role sits within the Revenue / Go-to-Market department and reports to the Chief Revenue Officer. The position is remote within the United States, with travel of approximately 1–2 trips per month, typically 2–3 days per trip.

POSITION DESCRIPTION

This role combines hands-on sales leadership with strategic relationship management, recognizing that in the cybersecurity, risk, and compliance industry, successful new business development is closely connected to a strong network of technology partners, consulting organizations, and industry alliances.

The Director of Sales & Alliances will be responsible for the day-to-day leadership, coaching, pipeline management, and performance of our Account Executive team across all market segments, from SMB through Enterprise. This individual will also directly manage our Alliances personnel, ensuring strong execution, accountability, and alignment between our direct sales and partner-led growth strategies.

In parallel, this leader will oversee the development and execution of our alliances strategy, strengthening existing partnerships, identifying and activating new strategic relationships, and ensuring our partner ecosystem consistently generates qualified pipeline and new revenue opportunities.

The ideal candidate is a proven sales leader who enjoys developing people, understands complex consultative sales cycles, and possesses the relationship-building skills necessary to turn strategic partnerships into measurable business outcomes. This is a highly visible, hands-on leadership role that requires equal comfort coaching an Account Executive through a complex opportunity and engaging senior executives at a strategic partner organization.

DUTIES & RESPONSIBILITIES

Sales Leadership & Team Development

• Lead, coach, and develop the New Business Account Executive team across SMB, Commercial, Mid-Market, and Enterprise segments.
• Establish a consistent operating cadence of individual coaching, pipeline reviews, deal strategy sessions, and performance accountability.
• Drive individual and team quota attainment through disciplined sales execution, effective opportunity management, and continuous development.
• Provide hands-on coaching and strategic guidance throughout complex sales opportunities, including discovery, competitive positioning, negotiations, and closing strategies.
• Identify performance gaps and implement targeted coaching and development plans.
• Lead recruiting, onboarding, and ramping of new Account Executives to accelerate productivity and build a scalable sales organization.
• Foster a high-performance, collaborative sales culture built around accountability, professional development, and client outcomes.
• Ensure consistent execution of sales processes, methodologies, and performance expectations across all market segments.

Pipeline Management & Revenue Execution

• Own the day-to-day management, inspection, and execution of the New Business Sales pipeline.
• Maintain accurate revenue forecasts and proactively identify pipeline risks, coverage gaps, and opportunities to improve conversion.
• Monitor leading and lagging sales indicators, including pipeline creation, stage conversion, win rates, sales velocity, average deal size, and quota attainment.
• Establish accountability for consistent pipeline generation and progression across the Account Executive organization.
• Ensure consistent adoption of sales methodologies, CRM standards, and opportunity management best practices.
• Collaborate with Business Development, Marketing, Revenue Operations, and Service Delivery to improve opportunity quality, sales effectiveness, and the client buying experience.
• Translate broader go-to-market priorities into clear, actionable execution plans for the sales organization.

Strategic Alliances & Partner-Led Growth

• Lead and develop the Alliances team, establishing clear priorities, performance expectations, and accountability for partner engagement and revenue contribution.
• Own and execute 360 Advanced's strategic alliances strategy, with a focus on generating qualified new business opportunities and strengthening market presence.
• Develop and expand existing relationships with key partners across the cybersecurity and compliance ecosystem, including GRC technology providers, consulting firms, cybersecurity advisors, value-added resellers (VARs), and other complementary service providers.
• Identify, recruit, and activate new strategic partnerships aligned with 360 Advanced's ideal customer profiles and growth priorities.
• Build relationships at multiple levels within partner organizations, including executive leadership, sales leadership, and individual sellers.
• Establish joint business plans, mutual account strategies, partner enablement initiatives, and regular engagement cadences with priority partners.
• Drive partner-sourced and partner-influenced pipeline through joint selling activities, introductions, co-marketing initiatives, and coordinated account planning.
• Ensure Account Executives are actively engaging relevant partners and effectively leveraging alliances throughout the sales process.
• Create accountability around partner engagement, lead follow-up, opportunity ownership, and partner relationship management.
• Develop repeatable processes for partner onboarding, enablement, lead management, and ongoing relationship development.
• Track and report on partner performance, including pipeline generation, opportunity conversion, revenue contribution, and relationship engagement.
• Represent 360 Advanced at strategic partner meetings, industry conferences, and ecosystem events.
• Ensure partner activities and commercial arrangements align with applicable auditor independence and professional standards.

Cross-Functional Collaboration

• Partner closely with the Chief Revenue Officer to execute the company's new business and alliances priorities.
• Collaborate with Marketing to develop partner campaigns, joint events, and targeted demand generation initiatives.
• Coordinate with Business Development to improve lead generation, qualification, and partner-related prospecting efforts.
• Work alongside Revenue Operations to strengthen forecasting, reporting, CRM adoption, and partner attribution.
• Collaborate with Service Delivery leadership to support complex sales opportunities and ensure appropriate scoping and client expectations.
• Maintain strong alignment between direct sales and partner-led opportunities to maximize revenue while delivering a consistent client experience.
• Provide regular visibility to revenue leadership on sales performance, strategic partnership development, pipeline health, and opportunities for improvement.

WHAT SUCCESS LOOKS LIKES

Success in this role will be measured by the ability to consistently deliver new business revenue while creating a scalable, productive, and strategically aligned alliances ecosystem. Key performance indicators include:

New Business Sales Performance

• Achievement of New Business Sales team revenue and quota targets.
• Consistent pipeline creation, healthy pipeline coverage, and accurate forecasting.
• Improved Account Executive productivity, win rates, and ramp times.
• Strong opportunity management, sales process adoption, and execution across all segments.

Alliances Performance

• Growth in qualified partner-sourced and partner-influenced opportunities.
• Increased revenue contribution from strategic alliances.
• Successful activation and development of new strategic partnerships.
• Strong engagement and measurable production from priority partner relationships.
• Effective collaboration between the Alliances team and Account Executives.

Leadership & Organizational Development

• Development and retention of high-performing sales and alliances talent.
• Consistent coaching, accountability, and performance management.
• Improved operational discipline and cross-functional alignment. Creation of repeatable, scalable processes that support continued revenue growth.

DESIRED QUALIFICATIONS

The most critical attributes for success within our team are having interest in what we do; a willingness to learn; exceptional work ethic; a commitment to quality and success; strong writing and communication skills; personal accountability; and loyalty in the way he or she treats their relationships. These attributes will be given preference to field of study or technical experience.

• Experience in cybersecurity, governance, risk, compliance, IT audit, or technology-enabled professional services.
• Familiarity with compliance frameworks such as SOC 2, ISO 27001, HITRUST, PCI DSS, FedRAMP, or CMMC.
• Existing relationships within the cybersecurity, GRC technology, or compliance advisory ecosystem.
• Experience developing partner-sourced pipeline, joint go-to-market initiatives, or channel programs.
• Experience leading sales teams across multiple customer segments.
• Experience selling professional services or other complex, relationship-driven solutions. Familiarity with sales engagement, conversation intelligence, and revenue forecasting technologies.

REQUIRED QUALIFICATIONS

The most critical attributes for success within our team are having interest in what we do; a willingness to learn; exceptional work ethic; a commitment to quality and success; strong written and communication skills; personal accountability; and loyalty in the way he or she treats their relationships. These attributes will be given preference to field of study or technical experience.

• 7+ years of experience in B2B sales, business development, or revenue-generating roles.
• 3+ years of direct sales leadership experience, including coaching, performance management, and ownership of team revenue targets.
• Demonstrated success leading consultative sales teams and consistently achieving revenue goals.
• Experience managing complex sales cycles involving multiple stakeholders and executive decision-makers.
• Strong pipeline management, forecasting, and sales execution capabilities.
• Demonstrated ability to establish, develop, and grow strategic business relationships.
• Experience collaborating with or leading partner, channel, or alliances initiatives.
• Proven ability to develop sales talent, build accountability, and improve team performance.
• Strong executive presence, communication, negotiation, and relationship management skills.
• Experience with CRM platforms and sales productivity tools.
• Ability and willingness to travel approximately 1–2 times per month for partner meetings, internal collaboration, and industry events.
• Ability to sit for prolonged periods of time. Ability to use hands/fingers for typing, writing, or handling materials.