VP, Sales Development

About Delinea:
Delinea is a pioneer in securing human and machine identities through intelligent centralized authorization empowering organizations to seamlessly govern their interactions across the modern enterprise. Leveraging AI-powered intelligence Delineas leading cloud-native Identity Security Platform applies context throughout the entire identity lifecycle across cloud and traditional infrastructure data SaaS applications and AI. It is the only platform that enables you to discover all identities including workforce IT administrator developers and machines assign appropriate access levels detect irregularities and respond to threats in real-time. With deployment in weeks not months 90% fewer resources to manage than the nearest competitor and a 99.995% uptime Delinea delivers robust security and operational efficiency without compromise. Learn more about Delinea on LinkedIn X and YouTube.

Join our passionate global team at Delinea and help us make the world a safer and more secure place. Our success is driven by world-class product leadership outstanding engineers and strategic investment from TPG. We value diversity innovation and a culture of respect and fairness. If youre ready to push boundaries and challenge the status quo in security we want to hear from you.

Apply today to help us achieve our mission.

Position Summary

Reporting to the President the VP Sales Development will own the strategy structure and performance of Delineas Global Sales Development organization. As the executive leader of this function this role is charged with setting the multi-year vision for software retention adoption and expansion across our customer base and building the team and systems needed to deliver on it. Given our subscription business model this role is absolutely vital to our long-term success so the ideal candidate brings executive-level business and sales acumen a strategic eye on customer focus and a track record of building and scaling teams through managers and team leads. This position is a core member of the Delinea GTM Leadership Team partnering directly with the President and cross-functional executive peers to shape company-wide retention strategy.

What Youll Do:

• Own and evolve the multi-year global renewals strategy to protect and grow Annual Recurring Revenue setting the vision that guides how renewal contracts are secured well in advance of expiration across the organization

• Build scale and lead a high-achieving global renewals organization including managers and team leads to successfully execute account management capabilities and bring renewals to closure worldwide

• Set the executive-level strategy to defend against competitive pressures and identify additional opportunities for expansion within current customer accounts partnering with Product and Marketing leadership on positioning

• Own the customer retention forecast and its P&L implications implementing strategies for increasing retention (reducing churn while maintaining price increases) and providing regular visibility to the CRO and executive team

• Set annual uplift and pricing strategy in partnership with Finance and serve as the executive escalation point for pain points surfaced by the Sales Customer Success Support and/or Product teams

• Serve as the primary executive bridge between Sales Finance and Customer Success aligning cross-functional roadmaps and priorities around retention

• Build and govern the processes systems and reporting infrastructure needed to identify churn trends early communicate them to executive stakeholders and drive appropriate follow-up action including partnering with Product leadership to translate customer feedback into product and GTM strategy

What Youll Bring:

• Demonstrable experience building and scaling a renewals retention or sales development function at the VP level ideally within a subscription/SaaS business including a track record of leading leaders coaching and developing managers not just individual contributors

• Ability to design org structure delegate through multiple layers of management and prioritize effectively across a growing global team

• Excellent executive leadership competency strong work ethic self-driven and people-centric with the ability to operate as a strategic partner to the President and executive staff

• Exceptional strategic and analytical thinking and decision making skills with experience presenting to senior leadership and/or the board and a sustained focus on continuous improvement

• Capable of managing fast-paced situations in a dynamic and highly responsive environment

• Excellent executive communication presentation (written and oral) and organization skills a must

• Ability to influence cross-functionally at the executive level to positively motivate internal teams and drive customer success

• Winning can-do attitude

• Proficiency in Salesforce

Why work at Delinea

• Were passionate problem-solvers helping the worlds largest organizations protect what matters most: their human and machine identities.

• We invest in people who are smart self-motivated and collaborative.

• What we offer in return is meaningful work a culture of innovation and great career progression.

At Delinea our core values are STRONG and guide our behaviors and success:

• Spirited - We bring energy and passion to everything we do

• Trust - We act with integrity and deliver on our commitments

• Respect - We listen value different perspectives and work as one team

• Ownership - We take initiative and follow through

• Nimble - We adapt quickly in a fast-changing environment

• Global - We embrace diverse people and ideas to drive better outcomes

We believe weaving these core values into our day-to-day actions and our process for hiring evaluating and promoting employees helps us cultivate a work environment that embraces collaboration and camaraderie.

We take care of our employees. We offer competitive salaries a meaningful bonus program and excellent benefits including healthcare insurance as well as pension/retirement matching comprehensive life insurance an employee assistance program time off plans and paid company holidays.

Delinea is an Equal Opportunity and Affirmative Action employer and prohibits discrimination and harassment of any type with regard to race color religion age sex national origin disability status genetics protected veteran status sexual orientation gender identity or expression or any other characteristic protected by federal state or local laws.

Upon conditional offer of employment candidates are required to complete comprehensive criminal background check verification of education and verification of employment per employment addition all publicly posted social media sites may be reviewed.

Required Experience:

Exec