VP, Sales Development

About Delinea

Delinea is the identity security platform that continuously controls what AI agents, humans and machines can do and for how long. It extends privileged access management from the point of access to the moment of action, using just-in-time authorization to reduce standing privilege across on-premises, multi-cloud and short-lived infrastructure, without adding friction for legitimate users. Delinea provides visibility across every identity type, scores the risk each one carries, and preserves the context behind access decisions, making them auditable and defensible. It supports both static and ephemeral access, letting teams apply Zero Standing Privilege where risk demands it without replacing existing infrastructure.

Position Summary

Reporting to the President, the VP, Sales Development will own the strategy, structure, and performance of Delinea's Global Sales Development organization. As the executive leader of this function, this role is charged with setting the multi-year vision for outbound pipeline generation and top-of-funnel growth across our target markets, and building the team and systems needed to deliver on it. Given our growth targets, this role is absolutely vital to our long-term success, so the ideal candidate brings executive-level business and sales acumen, a strategic eye on pipeline quality and conversion, and a track record of building and scaling teams through managers and team leads. This position is a core member of the Delinea GTM Leadership Team, partnering directly with the President and cross-functional executive peers to shape company-wide pipeline generation strategy.

What You'll Do

• Own and evolve the multi-year global sales development strategy to build and protect a healthy pipeline, setting the vision that guides how qualified opportunities are sourced and handed to Sales across the organization
• Build, scale, and lead a high-achieving global SDR organization - including managers and team leads - to successfully execute outbound and inbound qualification motions and deliver pipeline worldwide
• Set the executive-level strategy for market segmentation and account targeting, identifying whitespace and expansion opportunity, partnering with Product and Marketing leadership on positioning and messaging
• Own the pipeline generation forecast and its impact on bookings, implementing strategies for increasing conversion rates and outbound efficiency, and providing regular visibility to the CRO and executive team
• Set annual quota and territory strategy in partnership with Sales leadership, and serve as the executive escalation point for pain points surfaced by the Sales, Marketing, and/or RevOps teams
• Serve as the primary executive bridge between Sales, Marketing, and RevOps, aligning cross-functional roadmaps and priorities around pipeline generation
• Build and govern the processes, systems, and reporting infrastructure needed to identify pipeline trends early, communicate them to executive stakeholders, and drive appropriate follow-up action - including partnering with Marketing leadership to translate market feedback into GTM strategy

What You'll Bring

• Demonstrable experience building and scaling a sales development or outbound function at the VP level, ideally within a subscription/SaaS business, including a track record of leading leaders - coaching and developing managers, not just individual contributors
• Ability to design org structure, delegate through multiple layers of management, and prioritize effectively across a growing global team
• Excellent executive leadership competency, strong work ethic, self-driven, and people-centric, with the ability to operate as a strategic partner to the President and executive staff
• Exceptional strategic and analytical thinking and decision making skills, with experience presenting to senior leadership and/or the board, and a sustained focus on continuous improvement
• Capable of managing fast-paced situations in a dynamic and highly responsive environment
• Excellent executive communication, presentation (written and oral), and organization skills a must
• Ability to influence cross-functionally at the executive level to positively motivate internal teams and drive pipeline growth
• Winning, can-do attitude
• Proficiency in Salesforce

Why work at Delinea?

• We're passionate problem-solvers helping the world's largest organizations protect what matters most: their human and machine identities.
• We invest in people who are smart, self-motivated, and collaborative.
• What we offer in return is meaningful work, a culture of innovation and great career progression.

At Delinea, our core values are STRONG and guide our behaviors and success

• Spirited - We bring energy and passion to everything we do
• Trust - We act with integrity and deliver on our commitments
• Respect - We listen, value different perspectives, and work as one team
• Ownership - We take initiative and follow through
• Nimble - We adapt quickly in a fast-changing environment
• Global - We embrace diverse people and ideas to drive better outcomes

We believe weaving these core values into our day-to-day actions, and our process for hiring, evaluating, and promoting employees, helps us cultivate a work environment that embraces collaboration and camaraderie.

We take care of our employees. We offer competitive salaries, a meaningful bonus program, and excellent benefits, including healthcare insurance, as well as pension/retirement matching, comprehensive life insurance, an employee assistance program, time off plans, and paid company holidays.

Delinea is an Equal Opportunity and Affirmative Action employer and prohibits discrimination and harassment of any type with regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

Upon conditional offer of employment, candidates are required to complete comprehensive criminal background check, verification of education, and verification of employment, per employment policy. In addition, all publicly posted social media sites may be reviewed.

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