Stern Security is an innovative cybersecurity company headquartered in Raleigh, NC. Our premier product is Velocity, the most effective and accurate cybersecurity insights platform based on internal and third-party risk assessments. Our services include some of the best Penetration Testing your company will ever see and insightful vCISO work.

Job Responsibilities

Revenue Generation - Primary Focus

•      Own the full sales cycle end-to-end: prospecting, outreach, discovery, product demos, follow-ups, proposals, negotiation, and closing without relying on dedicated Sales Development Representatives (SDRs), sales engineers, or support staff at this time.

•      Drive new logo acquisition across SaaS (Velocity) and professional services (penetration testing, vCISO, compliance) - this is the primary measure of success in this role.

•      Grow existing customer accounts through upsell and expansion, including positioning the upcoming Velocity product expansion as a strategic upsell opportunity for current customers and free users.

•      Identify, engage, and convert free users in the Stern Security platform into paid customers, using usage data and engagement signals to prioritize outreach.

•      Maintain a cadence of at least three in-person customer and prospect touchpoints per week - including coffee meetings with existing customers, visits with new prospects, and attendance at local cybersecurity community events (ISSA, ISC2, Cloud Security Alliance, etc.).

•      Out-of-state travel expected at approximately 3-4 days per month. The majority of in-person activity is in North Carolina, but this role sells across the U.S.

•      Support the delivery team by occasionally visiting customer sites to assist with lightweight technical tasks - turning operational touchpoints into relationship-building and account growth opportunities.

Channel & Strategic Partnerships

•      Identify, recruit, and activate channel partners - MSSPs, VARs, consultants, and compliance firms - that can generate referral pipeline and co-sell opportunities.

•      Develop strategic alliances with complementary organizations that expand Stern Security’s reach and top-of-funnel pipeline.

•      Define and manage partner relationships, incentive structures, and co-sell motions in collaboration with the CEO.

•      Leverage cybersecurity community involvement and industry relationships to identify and develop new partnership opportunities.

Pipeline Management & Collaboration

•      Maintain a clean, accurate pipeline in HubSpot at all times - logging all activity, updating deal stages promptly, and coming prepared to weekly pipeline reviews.

•      Collaborate with marketing to align on messaging, campaigns, and lead generation strategies.

•      Work cross-functionally with the product and delivery teams to ensure smooth handoffs, customer satisfaction, and continuous feedback into the product roadmap.

•      Monitor market and competitive trends to inform positioning and strategy.

Team Building - As the Company Scales

•      As revenue grows, recruit, onboard, coach, and lead sales team members under this role.

•      Develop the sales playbook, processes, and metrics framework over time - building the foundation for a scalable sales organization. This is a future priority, not a day-one expectation.

30 / 60 / 90 Day Expectations

First 30 Days - Learn

•      Develop a deep understanding of Stern Security's product offerings, current customers, competitive positioning, and the opportunity within our free user base. Begin building familiarity with the Velocity product expansion and the pricing and packaging conversation that comes with it. Identify your top prospects and channel partner targets from your existing network.

 

First 60 Days – Engage

•      Begin meeting current customers in person to build relationships and identify expansion opportunities. Initiate conversations with potential channel and referral partners. Develop a clear picture of the free user base and begin identifying the highest-priority conversion opportunities. Actively participate in shaping the pricing strategy for the Velocity product expansion and begin positioning it with existing customers to generate early interest and commitments.

First 90 Days – Execute

•      Present a high-level go-forward sales plan to the CEO covering new logo targets, channel partner strategy, free user conversion approach, and pipeline goals. Have active opportunities in progress across new business, existing account expansion, and at least one channel partner relationship in development. Be actively working to lock in early customers for the Velocity product expansion.

 

Job Skills & Qualifications

Required

•      Proven track record of personally sourcing and closing new business in B2B cybersecurity or enterprise SaaS - not just managing a team, inheriting a territory, or working inbound leads.

•      Experience selling to senior security and technology buyers: CISOs, VPs of Information Security, Heads of Risk, CIOs, and Heads of Vendor Management and Supply Chain.

•      Experience selling both SaaS and professional services (penetration testing, vCISO, managed security, compliance, etc.).

•      Demonstrated ability to build or contribute to a channel partner or referral network - MSSPs, VARs, consultants, or similar.

•      Deep relationships within the cybersecurity community with both buyers and potential channel partners.

•      Sufficient technical fluency to demo our product confidently and discuss cybersecurity concepts with both technical and non-technical buyers without requiring extensive internal support.

•      Expertise in consultative and solution-based selling - coming in as a trusted advisor, not a traditional salesperson.

•      Proficiency with CRM tools (HubSpot preferred) and disciplined pipeline management and forecasting.

•      Startup mentality: hands-on, self-motivated, adaptable, and comfortable building where no playbook exists.

•      Reliable and consistent availability for in-person customer meetings and occasional evening professional events. A predictable schedule is essential to building customer trust.

Preferred

•      Active involvement in cybersecurity community organizations (CSA, ISSA, ISC2, or similar).

•      Familiarity with compliance frameworks (SOC 2, CIS, NIST, etc.) and how they influence buying decisions.

•      Prior success in a founder-led or early-stage company.

•      Experience hiring, mentoring, or developing sales team members.

•      Positive, calm demeanor with a proactive, ownership-driven approach.

Benefits

• 100% Company paid medical/dental/vision for employees.
• 4% match on company retirement plan
• 3 weeks mandatory vacation per year + all federal holidays

Additional Compensation

• Variable Commission
• Equity