Sales Director

PACE ANTI-PIRACY

Sr. Sales Director, B2B

Campbell, CA (Hybrid) | Remote Considered for Exceptional Candidates

Full-Time | Offices in Campbell, CA & Glasgow, Scotland

Base Salay 130,000- $160,000 plus commission

About PACE Anti-Piracy

Since 1985, PACE Anti-Piracy has been a global leader in software protection, license management, and security. Our product suite — including Fusion, White-Box Works (White-Box Cryptography), Fusion AI, the iLok Licensing Platform, and our Code Signing Platform — is trusted by hundreds of millions of end users across industries including media, automotive, healthcare, and industrial sectors. With offices in Campbell, CA and Glasgow, Scotland, we operate at the intersection of cutting-edge cryptography and real-world software security.

Role Overview

We are seeking an experienced Sr. Sales Director to lead our B2B sales efforts in North America and beyond. This individual will be a self-starter with deep knowledge of software security solutions who can own the full sales cycle — from prospecting and lead generation through close and account expansion. You will be a key driver of revenue growth, representing PACE's portfolio to software vendors, enterprises, and technology partners.

This role is hybrid-based out of our Campbell, CA (Silicon Valley) headquarters, with remote work considered for the right candidate. Some travel is required for trade shows, customer meetings, and collaboration with our Glasgow team.

Key Responsibilities

•  Own the full B2B sales cycle from lead generation and qualification through negotiation and close

•  Proactively source and develop new leads through outbound prospecting, partner referrals, industry events, and inbound channels

•  Define and refine PACE's B2B sales strategy, including target verticals, go-to-market approach, and competitive positioning

•  Develop and maintain compelling sales decks and presentation materials that effectively communicate PACE's value proposition to both technical and executive audiences

•    Represent PACE at industry trade shows and conferences, building pipeline and brand presence

•    Manage all sales activity, pipeline, forecasting, and reporting within HubSpot CRM

•    Develop a deep understanding of PACE's product suite — Fusion, White-Box Works, Fusion AI, iLok Licensing, and the Code Signing Platform — and articulate their value to technical and business audiences

•    Identify and pursue new verticals and market segments aligned with PACE's growth strategy

•    Collaborate with engineering and product teams to align customer needs with product roadmap

•    Develop and execute account plans for strategic prospects and existing customers

•    Partner with our Glasgow-based team on international opportunities and accounts

•    Deliver accurate monthly and quarterly revenue forecasts to executive leadership

•    Build and maintain strong long-term relationships with key accounts and stakeholders

Required Qualifications

• 5 years of B2B software sales experience, with a proven track record of meeting or exceeding quota
• Demonstrated experience selling software security solutions (e.g., anti-tamper, DRM, cryptography, code signing, application shielding, or adjacent security products)
• Experience managing the full sales cycle in a complex, technical sales environment
• Proficiency with HubSpot CRM or comparable sales platform for pipeline management, reporting, and forecasting
• Experience sourcing your own leads and building pipeline through outbound and trade show activity
• Excellent communication and presentation skills — able to speak confidently to both technical and executive audiences
• Comfortable working in a smaller, entrepreneurial environment where you will wear multiple hats

Preferred Qualifications

•  Experience selling into software ISVs, automotive, banking, media & entertainment, and healthcare
• Familiarity with concepts such as white-box cryptography, code obfuscation, PKI/code signing, or AI model security
• Background working with international teams 
• Established trade show presence and network within the software security or application protection ecosystem

Compensation & Benefits

PACE Anti-Piracy offers a competitive compensation package commensurate with experience, including:

•  Base salary performance-based commission structure
•  Stock Options
•  Health, dental, and vision benefits
• 401k 3% of salary company contribution
•  Flexible hybrid work arrangement (Campbell, CA HQ preferred; open to remote for the right candidate)

Location

Primary: Campbell, CA (Hybrid — in-office and remote). Remote candidates with strong relevant experience will be considered. Travel required for trade shows and customer engagements.