Director of Sales

Outbreach is looking for a Director of Sales to own the global number across the UK, the UAE and the US. This is a build role with a team to hire. A regional manager in the GCC is in post, three Sales Manager seats are open, and a business development seat follows.
Our route to market is mostly indirect. Insurers, brokers, law firms, managed service providers and other incident response firms send us work, and public sector demand comes through frameworks including the Crown Commercial Service Cyber Security Services DPS. We are NCSC Cyber Incident Response Assured, which is a gate on a significant amount of that demand. Your job is to turn all of it into a predictable pipeline and a retained client base.
Key Responsibilities
Revenue ownership: own the global revenue number and the forecast behind it.
Team building: build and lead the sales team, including recruiting the three open Sales Manager seats.
Retainer motion: own retainer conversion, renewal and the commercial structure of standby agreements.
Partners and channel: own the partner programme across law firms, insurers, brokers, managed service providers, incident response firms and security vendors, including white label arrangements.
Public sector: own framework revenue, including CCS routes and formal tenders.
Commercial discipline: build qualification, pipeline hygiene, pricing consistency and a CRM that reflects reality.
Delivery alignment: work with the Director of Cyber on scoping and pricing so that what is sold can be delivered profitably.
Regional growth: grow the GCC and develop the US position from its current standing start.
Senior selling: sell credibly to CISOs, general counsel, insurers and boards, including during live incidents.
Skills and Experience
Cyber security experience is required for this role, with a minimum of 8 years in sales leadership.
Proven leadership in cyber security, professional services or another high trust technical services market.
Strong at closing yourself, not only at managing a team that closes. The number is small enough that you will carry deals.
Indirect routes to market, particularly through insurers, brokers or law firms.
Experience of retainer or subscription selling and the commercial mechanics of standby capacity.
Framework or public sector experience, and the patience formal procurement requires.
Built a sales function from a small base, including hiring and onboarding.
Credible with technical buyers and with a board. Our buyers can tell the difference.
Right to work in the UK, and willing to travel internationally.
Highly desirable, but not essential
Incident response or digital forensics market experience specifically.
Existing relationships with cyber insurers, brokers or law firm cyber practices.
GCC market experience.
Experience of CCS frameworks or the wider UK public sector.
Experience selling a productised service alongside consultancy.
This is a role for someone who wants to build a commercial function rather than inherit one. Everything from the pricing structure to the partner programme is either new or unfinished, and the role reports directly to the CEO. There is some out of hours availability, because emergency enquiries do not keep office hours.

Work arrangement
Yes