Vice President of Sales – North America

Location: Nationwide (Remote U.S. & Canada)

The Vice President of Sales, North America, is the principal revenue driver responsible for accelerating One Identity's market leadership in the high-growth identity security sector across the U.S. and Canada. This executive leader will define and execute an aggressive Go-To-Market (GTM) strategy, leveraging high-touch enterprise sales motions, strategic alliances, and a robust channel partner network to deliver scalable, sustainable revenue growth. The successful VP is a dynamic, data-driven leader who thrives on building high-performance teams and translating cutting-edge security technology into tangible business outcomes for Fortune 1000 clients.

Strategic Leadership & Market Penetration

• Develop and execute a comprehensive North American sales strategy aligned with corporate objectives, focusing on high-growth areas within the identity security landscape.
• Analyze market trends, competitive dynamics and customer insights to identify and capture new growth opportunities.
• Build precise annual and quarterly sales forecasts, set aggressive revenue targets, and refine go-to-market plans that ensure market share expansion.

Team Management & Leadership Development

• Lead, mentor, and scale a high-performing, multi-tier sales organization, including regional sales directors, account executives, and inside sales teams.
• Establish clear performance expectations, data-driven KPIs, and competitive compensation plans that drive accountability and reward high performance.
• Foster a culture of accountability, collaboration, continuous improvement, and a commitment to customer success.

Revenue Growth & Pipeline Execution

• Own the full sales cycle for enterprise, mid-market, and strategic accounts, with a strong emphasis on "land and expand" strategies utilizing One Identity's broad portfolio (IAM, PAM, IGA, AD Management).
• Drive robust pipeline development through direct sales efforts, strategic channel partnerships, and close alignment with demand-generation marketing teams.
• Collaborate closely with Marketing, Product, Finance, and Customer Success to ensure seamless execution and exceptional customer experience that drives high Net Revenue Retention (NRR).

Customer & Partner Engagement

• Build and maintain executive-level relationships with key customers, prospects, and top-tier partners, engaging directly with CISOs, CIOs, CTOs, and IAM architects.
• Articulate complex value propositions, translating technical identity security solutions into compelling business outcomes focused on risk reduction and operational efficiency.
• Represent the company as a key spokesperson at industry events, trade shows, and executive-level customer meetings.
• Grow and manage strategic alliances with key technology and channel partners (VARs, SIs).

Sales Operations & Process Optimization

• Oversee sales operations, ensuring exceptional forecasting accuracy, robust CRM hygiene and clear, actionable reporting.
• Implement world-class sales methodologies and enablement programs that improve efficiency, conversion rates, and decrease rep ramp time.

We are looking for a proven executive leader with a track record of achievement, not just tenure.

Required Experience:

• Deep Domain Expertise: 10+ years of progressive enterprise sales leadership experience ideally within the Identity & Access Management (IAM) or broader Cybersecurity software industry, with at least 5 years leading multi-region teams in this specific space.
• Proven Quota Attainment: Demonstrated history of consistently exceeding multi-million dollar annual quotas and achieving significant (25%+) YoY growth in highly competitive enterprise software markets.
• Executive Leadership: Proven experience managing a distributed, second line of management (Directors and above) across North America.
• Market Knowledge: In-depth understanding of the North American GTM landscape, buyer personas (CISO, Risk & Compliance, Infrastructure), and key channel dynamics.
• Skills: Excellent interpersonal, negotiation, and executive communication skills with an innate ability to build C-level trust.
• Travel: Ability to travel regionally and internationally as needed.

Success Metrics (KPIs)

Performance in this role will be measured by:

• Achievement of quarterly and annual ACV targets.
• Pipeline Health: Maintaining a consistent 3x rolling 4-quarter pipeline coverage ratio and growth in average deal size.
• Expansion of enterprise customer footprint and growth in channel-generated revenue.
• Team performance, retention, and time-to-full productivity outcomes.
• Forecast accuracy and overall sales operational efficiency.

Why Join One Identity?

We are a recognized leader in a market that is critical to global business security. Identity is the new perimeter, and One Identity is uniquely positioned with a unified security portfolio that simplifies complexity for our customers. Join our mission to secure the identities of the world’s leading enterprises. We offer a highly competitive compensation package, a culture of innovation and accountability, and the resources you need to build a market-leading sales organization.

-Life at One Identity means collaborating with dedicated professionals with a passion for technology. 

-When we see something that could be improved, we get to work inventing the solution. 

-Our people demonstrate our winning culture through positive and meaningful relationships. 

-We invest in our people and offer a series of programs that enables them to pursue a career that fulfills their potential. 

-Our team members’ health and wellness is our priority as well as rewarding them for their hard work. 

One Identity is an Equal Opportunity Employer and Prohibits Discrimination and Harassment of Any Kind: One Identity is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at One Identity are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. One Identity will not tolerate discrimination or harassment based on any of these characteristics. One Identity encourages applicants of all ages. 

Come join us. For more information, visit us on the web atOne Identity Careers | Explore Opportunities with the OI Team 

Job seekers should be aware of fraudulent job offers from online scammers and only apply to roles listed on quest.com/careers using our applicant system. Note: We do not use text messaging or third-party messaging apps like Telegram to communicate with applicants, so please exercise caution if you are approached in this way and only interact with people claiming to be Quest employees if they have an email address ending in @quest.com. You can report job scams to the FTC (ReportFraud.ftc.gov) or your state attorney general. 

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