Head of Direct Sales

The Company is seeking a Head of Direct Sales to lead its direct sales organization across North America and EMEA. The successful candidate will be responsible for setting and executing the direct sales strategy, leading a distributed team in new customer acquisition, account growth, and renewals. This hands-on sales leadership role requires a focus on thoughtful discovery, tailored proposals, and flexible deal structures, particularly in the context of security solutions for Linux and open-source software. The Head of Direct Sales will coach the team through live opportunities, shape complex deals, and build a sales approach that aligns with each customer's security and business needs. Applicants must have a proven track record of leading direct sales teams and achieving revenue targets, with a specific requirement for direct sales or sales leadership experience in software supply chain security, software composition analysis, application security, or DevSecOps. The role demands strong deal-coaching and value-selling skills, the ability to turn technical challenges into business cases, and experience with enterprise sales qualification methodologies. The Head of Direct Sales will also be expected to build strong relationships with strategic customers, partner with various internal teams to enhance go-to-market execution, and represent the company at industry events. A coaching style that combines support, clear expectations, and accountability is essential, as is the willingness to travel as needed.