Description:
You'll be our first sales hire. You own the full cycle from qualified lead to signed contract. You're not selling a vulnerability scanner. You're selling an AI agent that thinks like a pen tester, finds real vulnerabilities, and proves them vulnerability scanner. You're selling an AI agent that thinks like a pen tester, finds real vulnerabilities, and proves them with working exploits.
The product demos itself when you put it in front of the right person. Your job is to get in front of that person, run the demo, manage the pilot, and close.
Key Responsibilities:
Prospecting & Discovery:
- Work closely with the Growth Manager to convert marketing-qualified leads into sales-qualified opportunities
- Run your own targeted outbound when you spot high-value accounts you're not waiting for leads to land in your lap
- Map decision-makers and buying committees at target accounts: CISO, VP Engineering, CTO, Head of Product Security
- Qualify hard: understand their current pentesting process (manual firms? scanners? nothing?), compliance requirements, and budget cycle
Technical Demos & Value Selling:
- Run live Cipher demos show real-time AI reasoning, vulnerability discovery, and exploit generation against customer-relevant scenarios
- Translate technical findings into business language: "This BOLA vulnerability means any authenticated user can access any other user's data here's the working exploit proving it"
- Handle technical objections from security teams: false positive rates, coverage depth, how AI compares to a senior pentester
- Bring in engineering when needed for deep technical validation, but you should handle 80% of technical
questions yourself
Pilot Ownership:
- Lead the pilot process: help customers define scope (API, Web, Mobile, Network), onboard targets and credentials, and ensure they see findings their existing tools missed
- Be hands-on during the pilot check in daily, surface early wins, address blockers immediately
- Build the internal champion: arm your contact with the data they need to justify the purchase internally
Closing & Account Growth:
- Negotiate and close deals both individual assessments ($999) and enterprise credit pool contracts (multi- assessment annual deals)
- Own the full commercial relationship from first meeting to signed contract
- Identify expansion opportunities: new projects, additional assessment types, team upgrades
- Feed product insights back to engineering what objections keep coming up, what features would unlock deals
What We're Looking For:
3 to 6 years in B2B SaaS sales, full-cycle (cybersecurity, DevSecOps, or developer tools strongly preferred)
Technically credible can hold a conversation about APIs, OWASP Top 10, authentication bypasses, and why
"we run a quarterly scan" isn't a security strategy. You don't need to write exploits, but you need to understand what Cipher finds and why it matters
Demo skills you can run a live product demo without a sales engineer holding your hand. Comfortable with technical products and thinking on your feet when a prospect asks "can it test X?"
Hunter mentality you'll have pipeline support from the Growth Manager, but you also spot and chase opportunities on your own
Exceptional English verbal and written for a global-standard product
- Bonus: Existing network of CISOs, Security Leads, or Engineering Managers in India. If you can get us 5 meetings
- Bonus: Existing network of CISOs, Security Leads, or Engineering Managers in India. If you can get us 5 meetings from your contacts in week one, you're our person
- Bonus: Experience selling into BFSI, fintech, healthtech, or any compliance-heavy vertical in India
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