Sales Director

Since 2011, Ironwall by Incogni has been a leader in online privacy protection services for public servants: judges, law enforcement professionals, elected officials, social workers, and the public and private organizations that protect them. Ironwall is a subsidiary of Surfshark/Incogni, a global leader in consumer and enterprise digital privacy.

We have built a defensible position in a market that is only becoming more important. Privacy threats are escalating. Public trust is under pressure. The regulated organizations and high-trust individuals we serve cannot afford to get this wrong. They do not, because we do not.

This is a player-coach leadership role with full ownership of Ironwall's B2B and channel sales segments. These segments are driving our growth moving forward. You will inherit a high-functioning team of approximately 10 Sales Development Representatives, Account Executives, and a Subject Matter Expert, with budget and mandate to grow the team to ~20 within the next 12 months. You will report directly to our incoming Chief Revenue Officer and operate as a senior member of the sales leadership team.

We are moving toward an Account-Based Marketing (ABM) approach paired with a subject matter expert-based selling model. Your job is to lead and develop the team that brings that strategy to life: driving net-new logos in B2B enterprise direct sales and building out our newly launched channel motion. You will work alongside a well-resourced marketing organization and a dedicated Account Management team that owns existing accounts, so your team stays focused on net-new growth.

• Lead, develop, and scale a B2B and channel sales team of approximately 10 Sales Development Representatives, Account Executives, and Subject Matter Experts (growing to ~20 within 12 months).
• Drive an Account-Based Marketing approach to high-value enterprise and public sector accounts, partnering closely with marketing on target account selection, messaging, and execution.
• Build and operationalize a subject matter expert-based selling model that pairs deep industry expertise with consultative selling.
• Develop and execute strategies for securing high-end, marquee accounts in relevant verticals.
• Enhance and operationalize a consistent training program that compresses ramp time and prepares new hires for ABM and SME-based selling motions.
• Drive daily outbound activity. Ensure team members consistently meet or exceed KPIs through hands-on coaching, call reviews, live shadowing, and structured 1:1s.
• Analyze team performance metrics. Implement strategies that improve conversion rates, deal velocity, and segment-level revenue performance.
• Collaborate cross-functionally with marketing, account management, RFP, and adjacent sales teams to ensure alignment with broader corporate objectives.
• Maintain Salesforce CRM hygiene and reporting accuracy across the team.
• Represent Ironwall at industry tradeshows and contribute to strategic lead generation efforts.
• Partner directly with the Chief Revenue Officer on segment-level sales strategy, forecasting, and execution.

• 5 years leading B2B sales teams in a high-volume outbound environment, with a verifiable track record of consistently meeting or exceeding sales targets.
• 7 years of total outbound sales experience selling technology services, SaaS, or related digital products to SMB and mid-market segments.
• President's Club recognition or sustained, documented quota overachievement at both individual and team levels.
• Demonstrated experience leading SDR-to-AE-to-SME team structures with a disciplined coaching cadence and measurable ramp-time improvements.
• Working knowledge of Account-Based Marketing strategy and execution. Comfortable partnering deeply with marketing on target account programs.
• Salesforce CRM expertise. Data-driven mindset that uses pipeline metrics to inform coaching, hiring, and segment strategy.
• Strong consultative selling skills with the credibility to engage decision-makers.
• Excellent verbal and written communication. Strong executive presence on phone, video, and in person.
• Hands-on leadership style. Comfortable with player-coach responsibilities including live call shadowing, structured 1:1s, and direct coaching to specific skill gaps.
• Channel sales experience and selling through partners is a strong plus.
• Proficient with standard productivity tools and online research methods, including Boolean search techniques.

• Base salary: $150,000 – $200,000, commensurate with experience and demonstrated track record.
• Variable: 2% override on all net-new direct sales.
• On-target earnings: Approximately $300-400,000 in year one at strong performance, with significant additional upside as the channel sales motion scales.
• Medical and dental insurance: 100% company-paid for employee (50% paid for dependants). No premiums for direct employee.
• Time off: Generous vacation policy and full holiday schedule Birthday Free Day.
• Retirement: 401(k) plan.
• Environment: Casual but professional. Agile small-company speed with the operational discipline of an established business.

This is a full-time, in-office position at our Mission Viejo, California headquarters. Remote and hybrid arrangements are not available for this role. Local candidates and candidates prepared to relocate to the Orange County area are encouraged to apply.

Ironwall serves judges, federal agencies, and the most security-conscious organizations in the country. We cannot succeed in this market without integrity, and we are explicit about that standard.

We hire and retain people who win the right way. Ironwall is a company and culture of high performers who carry ourselves with professionalism, respect, and ethical clarity.