Regional Sales Manager, Lacework
$216-330k
OTE
Includes a base salary + variable compensation + Equity
Data driven cloud-native application protection platform
Open for applications
Data driven cloud-native application protection platform
501-1000 employees
Open for applications
$216-330k
OTE
Includes a base salary + variable compensation + Equity
501-1000 employees
Company mission
To be the security platform for the cloud.
Role
Who you are
- BA/BS required
- 5+ years of experience in an individual quota carrying capacity
- Experience in a high-velocity, monthly-driven SaaS environment
- Experience selling security and application monitoring solutions
- Experience managing the entire sales cycle from prospecting to close
- Proven ability to independently manage, develop, and close new customers
- Successful track record in driving consistent activity, pipeline development and quota achievement
- Expertise in a disciplined sales process, forecasting, and qualification methodologies
- Highly motivated, driven and self-directed individual with grit
- Excellent communication, persuasive, and listening skills
What the job involves
- The Regional Sales Manager (RSM) role is a critical function of the Lacework sales team and is responsible for building new client relationships and managing the sales process for editing and prospective customers in assigned territory
- The RSM will drive contact and relationships with customers (new and established), meet sales objectives and targets, move prospects through the discovery and proof-of-concept phases, and meet established sales goals and quota per the annual plan objectives
- They will develop and execute strategies and sales tactics in the following areas: territory planning, outbound lead generation, relationship development, pricing, negotiations, closing, and managing contracts
- You will be required to diligently track all customer interactions in our CRM system and maintain a disciplined sales process and forecast hygiene
- Prospect for and develop a pipeline that is 3-5X assigned quota
- Maintain a high level of daily activity including end-user calls, partner calls, meetings and pipeline generation
- Qualify new opportunities, overcome objections, negotiate and close business over the phone, via Zoom and in-person
- Learn the Lacework product and be able to confidently demo the platform to customers
- Execute a highly disciplined and metric-driven sales process
- Provide accurate sales forecasts and activity metrics in CRM
- Maintain a high level of relevant technical & industry knowledge
Our take
Lacework is a cloud security startup that simplifies cloud security, reduces incident noise, and cuts down on the number of interfaces that businesses need to use. It helps businesses reduce their expenses and the time spent manually tracking issues.
Lacework offers a full package of cloud security services for its customers, covering security for infrastructure as code, scanning for vulnerabilities in build-time and run time, runtime security for cloud-native environments, and configuration and compliance.
The company faces competition from businesses like Threat Stack, Prisma Cloud, and Aqua Platform. However, as more companies move online and the need for secure cloud-native services continues to grow, Lacework has ample opportunity to see continued growth as the leading CNAPP solution.
Freddie
Company Specialist
Insights
-6% employee growth in 12 months
Company
Funding (last 2 of 4 rounds)
Nov 2021
$1.3bn
SERIES D
Jan 2021
$525m
SERIES D
Total funding: $1.9bn
Company benefits
- Competitive medical, dental, and vision plans
- Employer contribution to health savings account (HSA)
- Flexible Spending Accounts (FSAs)
- Employee Assistance Program
- Flexible vacation time
- Parental leave for birthing and non-birthing parents
- Recharge days
- Paid holidays
- 401(k) for eligible employees & competitive global retirement plans
- Life insurance for eligible employees
- Short term disability
- Long term disability
- Flexible health and mental wellness stipend
- Home internet & cell phone stipend
- Commuter benefits
Company values
- Customers First - Customers are our reason for being. Our plans, actions, and culture put them at the heart of all we do. Because we know that when they win, we win
- Create a Legacy - We, Lacers, feel a deep sense of passion and purpose to change the world of security for the better. We believe the impact we make will be our legacy and highlight our mark on the world
- Be Open - Openness is woven into our DNA. We’re at our best when we embrace it in ourselves to grow, to give feedback, to coach others, and help one another shine our brightest. Even in tough conversations, we approach them with respectful candor
- Be Bold and Learn Fast - To go beyond what’s been done before, we push ourselves to make bold, courageous decisions. We don’t fear failure. We fear failure without the learnings that come with it to make us better, both personally and professionally
- Get Shit Done - We face challenges head on. But we’re realists and know that shit happens. We take it as a challenge to finish what we start, go bigger, and own it
- Win as a Team - Win for the customer and partner. Win for the company. Win for yourself. When we make it about “we” instead of “me” there’s exponential possibility
Articles
Leadership
Vikram Kapoor
(CTO)Studied Computer Science at Indian Institute of Technology, and University of Minnesota. Worked as a Senior Software Engineer at Valicert Inc; Kuokoa Networks; and Pillar Data Systems. Worked for over 6 years at Oracle Corporation in Development Management. Was Senior Director of Engineering at Bromium. Was Entrepreneur in Residence at Sutter Hill Ventures.
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