Director of Sales
About Confiant Confiant is cybersecurity built for advertising. We secure the ad economy from the inside out, providing real-time intelligence and precise controls that detect and block malvertising, scams, disruptive creatives, and compliance risks before they reach users. By disrupting the business models of bad actors, Confiant empowers digital media to enforce standards, ensure quality, and uphold trust across the ad economy. We protect what matters most; revenue, reputation, and relationships, securing the foundation that allows good advertising to thrive. The Role Confiant has strong technology, deep customer relationships, and a defensible market position. The sales organization was built by our founders who got it off the ground and drove traction for 10 years. We now need to scale it professionally. The team needs a leader who can take what exists and turn it into a disciplined, predictable revenue engine. This means standing up process, pipeline discipline, and forecasting rigor that hasn't yet been professionalized. It means coaching a small team of enterprise sellers into consistent performers. And it means personally engaging on strategic deals while you build the machine around you. This is a building role, not an optimization role. If you've only ever inherited a working sales org and tuned it, this probably isn't the right fit. Responsibilities Improve on the sales motion. Define and implement qualification frameworks, pipeline stages, forecasting cadence, and deal inspection rhythms. Refine (or create where missing) the playbooks and operating discipline the team needs to execute consistently. Pipeline Ownership. You will own the pipeline numbers relevant to your team, and work closely with Marketing on ICP definition, segmentation, and channel strategy across inbound, outbound, and partner channels. Coach and develop sellers. Run weekly pipeline reviews. Coach reps through complex, multi-stakeholder enterprise deals — helping them navigate executive alignment, internal politics, and financial justification within customer organizations. Set clear performance standards and hold people to them. Carry strategic deals. This is a player-coach role. You'll personally lead engagement on the most important opportunities, particularly those involving C-suite relationships, complex commercial structures, or new market segments. Own the forecast. Deliver reliable pipeline visibility and revenue forecasts to the founders and executive team. Reduce late-stage slippage. Make the number predictable. Partner cross-functionally. Work closely with Product, Engineering, Security, Marketing, Sales Engineering, and Customer Success to align technical architecture with business value during sales cycles, and to feed market intelligence back into the product roadmap. Hire and scale. As the motion matures, build out the team. Recruit, onboard, and develop sellers who can operate in a complex, technical, ecosystem-driven sale. Requirements 7+ years in B2B technology sales with 3+ years leading a team, and a track record of building and scaling, not just inheriting. Experience in complex enterprise sales involving multiple stakeholders, technical buyers, and long or non-linear decision cycles. Deep familiarity with digital infrastructure, cybersecurity, adtech, or similarly complex ecosystem-driven markets. Direct adtech or ad security experience is a major plus, but pattern recognition in complex enterprise sales and technical credibility matter more than exact category match. Comfortable presenting to a Board and closing a deal in the same week. Strong analytical instincts: you build forecasts, read pipeline data, and use numbers to drive decisions, not narratives. Experience standing up sales process in a startup or early-stage environment where playbooks didn't exist yet or had gaps. A network in digital media or the cybersecurity space (publishers, platforms, agencies, enterprise tech companies) is a meaningful advantage. Proven experience coaching and developing sales talent. Benefits Fully Remote Unlimited Paid Time Off Sabbatical Stock Option Plan Exceptional Health Care Plans (Medical, Dental & Vision) FSA & Commuter Benefits Employee Sponsored Disability & Life Insurance 401(k) Plan with Automatic Employer Contribution Enhanced and Extended Family Leave Learning & Development Budget Yearly Office Supply Stipend Free Global Co-Working Membership