Sr. Director of PreSales

As organizations race to adopt agentic AI, their identity attack surface is expanding faster than most identity and security teams can track. This company was founded to meet that moment: continuously observing how every identity, AI agent, machine, or human, actually behaves, so security teams can see real risk in real time, not just what policy says should be happening.

Building off a successful Seed round and scaling OEM relationship, the company is growing quickly and already earning industry recognition: named a Gartner Cool Vendor in Identity-First Security, winner of the 2025 Global InfoSec Award for Most Innovative in Identity Observability, and recipient of the Cybersecurity Excellence Award for ITDR.

Its customer base includes major enterprises across finance, healthcare, and industrials:  among them IBM, Fannie Mae, Waste Management, and Sigma Healthcare.

Role Overview
As the Head of Pre-Sales/ Sr. Director of PreSales, you’ll lead and scale the pre-sales function across North America. You’ll architect scalable processes, mentor a growing team, and partner closely with Product, Post-Sales, and Engineering to deliver world-class technical and business outcomes for enterprise customers. This is a high-impact role reporting directly to the CRO, where you’ll set the standard for technical excellence, customer alignment, and operational rigor.

Key Responsibilities

• Build and lead a high-performing Pre-Sales organization focused on enterprise engagements.


• Develop scalable pre-sales processes, from discovery through proof-of-value and implementation alignment.


• Create and continuously refine demo scripts, POC frameworks, RFP/security questionnaire responses, and discovery methodologies so the team can execute consistently as the business scales.


• Serve as a trusted advisor to executive clients, helping them understand how the company’s platform integrates into complex enterprise environments.


• Collaborate cross-functionally with Sales leadership, Product, and Engineering to drive customer success and revenue growth.


• Partner with the CRO, CEO and leadership to define go-to-market strategy, revenue enablement, and customer-centric solutions.


• Drive process alignment between global teams, including a technical team based in India.


• Act as both a leader and player-coach, willing to jump into customer calls, demos, or escalations when needed. Own some of the key accounts

Non-Negotiables

• 8+ years of experience in Pre-Sales, Solutions Engineering, or Technical Sales leadership for enterprise B2B SaaS.


• Proven experience managing and scaling Pre-Sales or Technical Services teams in fast-paced, startup or scale-up environments.


• Strong understanding of network security, cloud security, identity management, cybersecurity (ITDR, IAM, or related).


• Experience working with enterprise clients (5,000+ employees) and complex sales cycles.


• Technical fluency with APIs, system integrations, and DevOps principles (not hands-on coding, but capable of guiding implementation).


• Ability and willingness to travel internationally, including to India (2-3 times a year), for collaboration with technical teams.


• Exceptional leadership, process-orientation, and communication skills.
  
  

Nice to Have

• Has helped grow companies from Seed to Series B/C.


• Background in both Pre-Sales and Post-Sales management.


• Experience with tools like Salesforce, or CRM integrations.


• Former startup founder or early-stage builder mindset.

Compensation & Benefits

• OTE: $350K+ (Base + Bonus/Commission)


• Equity: Yes


• Benefits: Comprehensive health coverage, PTO.

Location

• Remote – East Coast (Central acceptable for exceptional candidates)


• Travel 20-30% required for key client engagements and international team collaboration.