Vice President Sales

About Astra:
Astra Security is a leader in the penetration testing space, recognized by G2 in the Pentest category. With headquarters in the US & India, Astra is the trusted security partner for leading brands including Muthoot Finance, Loom, CompTIA, NIIT, Goldcast, HackerRank, Sprinto, ITC & more. Its one-of-a-kind continuous pentest platform is trusted by 1,200+ companies across 100+ countries, from fast-growing startups to Fortune 100 giants.
Astra's autonomous pentest platform pairs AI agents with certified human pentesters to continuously pentest applications and infrastructure at scale. Vulnerabilities are discovered, validated, and chained the way a real attacker would. Beyond pentesting, Astra's suite includes a DAST Scanner, Cloud Vulnerability Scanner, and API Security Platform, giving teams continuous coverage across web apps, cloud environments, and APIs from a single dashboard. With over 18,000 vulnerabilities detected daily, Astra helps customers prevent millions in potential losses while saving thousands of developer hours. Last year alone, Astra uncovered more than 6.8 million vulnerabilities for its customers.
Astra's research team actively contributes to the OWASP community, including helping shape the OWASP Autonomous Penetration Testing Standard (APTS) and contributing to the OWASP Top 10 for LLM and Generative AI Security Risks. Astra is CREST-accredited, CERT-IN empaneled, and a PCI ASV, reflecting its commitment to the highest standards of security testing.
We've been awarded by the President of France Mr. François Hollande at the La French Tech program and Prime Minister of India Shri Narendra Modi at the Global Conference on Cyber Security. Loom, MamaEarth, Muthoot Finance, Canara Robeco, ScripBox etc. are a few of Astra’s customers.
Roles & Responsibilities:
North Star KPI - Driving annual revenue goal of the company
Own and lead the entire revenue function: new business sales, existing business, and channel partnerships which you’ll have to unlock as a repeatable channel
Define and execute a scalable global go-to-market strategy spanning inbound, outbound, and partner-led channels
Build, hire, and coach a high-performing team of Account Executives, SDRs, and Success Managers each of which also roll into their own department heads for inbound sales & customer success
Own the full sales cycle for strategic and enterprise accounts, from pipeline development through negotiation and close
Define ICP, customer segmentation, territory design, and quota structures aligned with company growth goals
Build and grow a channel and reseller partnerships program to unlock new distribution
Drive customer retention and net expansion by working in close coordination with the Customer Success team
Oversee revenue forecasting, pipeline health, and performance reporting for the leadership team and board
Collaborate with marketing on demand generation, account-based campaigns, and MQL-to-pipeline conversion
Work closely with engineering team on market feedback, roadmap input, and competitive positioning
Evaluate and implement sales tools and processes to improve efficiency across the revenue organization
Be hands-on and carry a personal quota alongside leading the team
Travel to meet high-value prospects, customers, and partners as needed
Required Qualifications & Skills:
12+ years of B2B SaaS sales experience, with at least 5 years in a revenue or sales leadership role
Proven track record of building and scaling revenue teams targeting the US and European markets
Experience in cybersecurity or an adjacent technical SaaS vertical strongly preferred
Demonstrated ability to own both new business (AE/SDR) and existing business functions under one charter
Deep familiarity with enterprise sales cycles, multi-stakeholder deals, and navigating technical buyers (CTOs, CISOs, engineering leads)
Experience building and managing a channel or reseller partnerships program
Strong analytical mindset with the ability to build revenue operations frameworks from the ground up
Excellent communication, presentation, and executive presence - comfortable pitching to C-suite and board audiences
Experience with HubSpot or a comparable CRM; ability to enforce CRM discipline across the team
Entrepreneurial, high-ownership mindset; comfortable operating in a fast-moving, startup environment
We Offer:
Competitive compensation: salary, performance bonus, and eventually meaningful equity
Health insurance for you and your partner
Flexible, high-ownership working environment with a strong async culture
Opportunity to build a world-class revenue function from the ground up at a category-defining cybersecurity company
Direct collaboration with founders and the leadership team
Annual team retreats (beaches or mountains - team decides)
Open, transparent, and collaborative company culture

Work arrangement
No