Job Responsibilities

Revenue Generation - Primary Focus

•      Own the full sales cycle end-to-end: prospecting, outreach, discovery, product demos, follow-ups, proposals, negotiation, and closing without relying on dedicated Sales Development Representatives (SDRs), sales engineers, or support staff at this time.

•      Drive new logo acquisition across SaaS (Velocity) and professional services (penetration testing, vCISO, compliance) - this is the primary measure of success in this role.

•      Grow existing customer accounts through upsell and expansion, including positioning the upcoming Velocity product expansion as a strategic upsell opportunity for current customers and free users.

•      Identify, engage, and convert free users in the Stern Security platform into paid customers, using usage data and engagement signals to prioritize outreach.

•      Maintain a cadence of at least three in-person customer and prospect touchpoints per week - including coffee meetings with existing customers, visits with new prospects, and attendance at local cybersecurity community events (ISSA, ISC2, Cloud Security Alliance, etc.).

•      Out-of-state travel expected at approximately 3-4 days per month. The majority of in-person activity is in North Carolina, but this role sells across the U.S.

•      Support the delivery team by occasionally visiting customer sites to assist with lightweight technical tasks - turning operational touchpoints into relationship-building and account growth opportunities.

Channel & Strategic Partnerships

•      Identify, recruit, and activate channel partners - MSSPs, VARs, consultants, and compliance firms - that can generate referral pipeline and co-sell opportunities.

•      Develop strategic alliances with complementary organizations that expand Stern Security’s reach and top-of-funnel pipeline.

•      Define and manage partner relationships, incentive structures, and co-sell motions in collaboration with the CEO.

•      Leverage cybersecurity community involvement and industry relationships to identify and develop new partnership opportunities.

Pipeline Management & Collaboration

•      Maintain a clean, accurate pipeline in HubSpot at all times - logging all activity, updating deal stages promptly, and coming prepared to weekly pipeline reviews.

•      Collaborate with marketing to align on messaging, campaigns, and lead generation strategies.

•      Work cross-functionally with the product and delivery teams to ensure smooth handoffs, customer satisfaction, and continuous feedback into the product roadmap.

•      Monitor market and competitive trends to inform positioning and strategy.

Team Building - As the Company Scales

•      As revenue grows, recruit, onboard, coach, and lead sales team members under this role.

•      Develop the sales playbook, processes, and metrics framework over time - building the foundation for a scalable sales organization. This is a future priority, not a day-one expectation.