Elite Talent

Head of PreSales / VP of PreSales

Remote, US$300,000-$350,000Posted 2 months ago

RemoteFull-Time General Leadership $200k+

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Job Description

About Our Client

Our client

is a fast-scaling Identity Observability and Protection company built for the AI era, giving enterprises the identity observability and protection they need as AI agents, automated workloads, and human users increasingly operate side by side across the enterprise. As organizations race to adopt agentic AI, their identity attack surface is expanding faster than most identity and security teams can track. This company was founded to meet that moment: continuously observing how every identity, AI agent, machine, or human, actually behaves, so security teams can see real risk in real time, not just what policy says should be happening.

*Building off a successful Seed round* and scaling OEM relationship, the company is growing quickly and already earning industry recognition: named a Gartner Cool Vendor in Identity-First Security, winner of the 2025 Global InfoSec Award for Most Innovative in Identity Observability, and recipient of the Cybersecurity Excellence Award for ITDR.

Its customer base includes major enterprises across finance, healthcare, and industrials: among them IBM, Fannie Mae, Waste Management, and Sigma Healthcare.

Role Overview

As the Head of Pre-Sales/Sr. Director of Pre-Sales, you'll be a technical and commercial driver of enterprise deals, owning key accounts and unblocking deployments, while building the scalable process and framework the pre-sales function will run on as the team grows. This is a hands-on, execution-first role for the first 12 months (roughly 65-70% direct execution, 30% process/strategy), evolving into a larger team-building and management scope as the company scales past Seed. You'll report directly to the CRO, and partner closely with Product, Post-Sales, and Engineering to deliver world-class technical and business outcomes for enterprise customers.

Key Responsibilities

Personally own and run some enterprise engagements along side the existing SE team: demos, technical discovery, POCs, and deployment support
Act as a hands-on escalation point: unblock stalled deployments, resolve technical gaps that put deals at risk.
Build the pre-sales playbook the team will scale on: a single, unified POC/RFP framework, discovery methodology, and demo script
Serve as a trusted advisor to executive clients, helping them understand how the platform integrates into complex enterprise environments.
Collaborate cross-functionally with Sales leadership, Product, and Engineering to drive customer success and revenue growth.
Partner with the CRO, CEO, and leadership to define go-to-market strategy and revenue enablement.
Drive process alignment with the technical team based in India.
As the team and function grow, take on a larger management and mentorship role: hiring, developing, and scaling the pre-sales organization.

Non-Negotiables

8+ years of experience in Pre-Sales, Solutions Engineering, or Technical Sales for enterprise B2B SaaS.
Comfortable operating as a hands-on executor of deals in a lean, early-stage team, not just a strategic leader delegating execution. Player-coach mentality is essential; this is not a purely managerial role in year one.
Strong understanding of identity security specifically: ITDR, IAM, identity observability, or adjacent (network/cloud security alone is not sufficient).
Experience working with enterprise clients (5,000+ employees) and complex sales cycles.
Technical fluency with APIs, system integrations, and DevOps principles (not hands-on coding, but capable of guiding implementation and troubleshooting alongside engineering).
Ability and willingness to travel internationally, including to India (1-2 times a year).
Exceptional communication and executive presence: this person will represent the company directly to CISOs and executive buyers of Fortune 100-10 companies.