Job Overview
Location
Remote
Job Type
Full-time
Category
Sales
Date Posted
September 25, 2025
Full Job Description
đź“‹ Description
- • Own the full sales cycle for Cobalt’s offensive-security platform across the Small & Mid-Market segment (10-1,000 employees), from first hello to signed order form and expansion upsell.
- • Build and prioritize a high-velocity pipeline of 150+ qualified opportunities per quarter by blending inbound SDR hand-offs, marketing leads, channel partners, and your own outbound prospecting across email, phone, LinkedIn, and community events.
- • Run discovery that goes beyond “checkbox pentesting” to uncover each prospect’s regulatory pressure, release cadence, DevOps maturity, and security-team pain—then translate those insights into a tailored business case that positions Cobalt’s SaaS platform as the fastest path to continuous, developer-friendly security.
- • Deliver concise, visual demos of the Cobalt Core portal, showcasing real-time findings, remediation workflows, and integrations with Jira, GitHub, Slack, and CI/CD tools; tailor every demo to the economic buyer (CISO), champion (AppSec lead), and end user (engineering manager).
- • Negotiate commercials, security reviews, and MSA redlines with procurement and legal teams; keep deals moving by anticipating objections around budget cycles, SOC-2 timelines, and competing scanner budgets.
- • Maintain MEDDPICC rigor in Salesforce: complete next steps, stakeholder maps, and mutual success plans within 24 hours of every call; forecast within 5% accuracy every week so Revenue Ops can predict cash flow and product teams can spot feature gaps.
- • Collaborate with Customer Success to craft 90-day onboarding goals that guarantee first pentest completion, first finding closed, and executive business review—setting the stage for 120% net-revenue retention.
- • Relay market feedback to Product & Engineering: pricing sensitivity, requested integrations (e.g., Azure DevOps, ServiceNow), and emerging frameworks like DORA and NIS2; your voice directly shapes the quarterly roadmap.
- • Mentor new AEs and SDRs by sharing call recordings, objection-handling playbooks, and closed-won stories; contribute to a culture of radical candor and continuous learning in our all-remote environment.
- • Exceed quarterly ARR quotas of $400-500k while keeping average sales-cycle under 45 days and win-rate above 25%; top performers earn Presidents Club and the option to rotate into Mid-Market, Enterprise, or Channel leadership tracks.
🎯 Requirements
- • 1–3 years of full-cycle SaaS closing experience with deal sizes $15k-$100k ARR and proven track record meeting or exceeding quota for at least 4 consecutive quarters.
- • Fluent in modern B2B sales process (MEDDIC/MEDDPICC, Force Management, Value Selling) and comfortable running 8–10 demos per week to both technical and non-technical audiences.
- • Working knowledge of cybersecurity concepts—OWASP Top 10, SOC-2, ISO 27001, GDPR—and ability to map them to business risk and ROI without relying on a sales engineer.
- • Self-starter who thrives in a 100% remote, asynchronous culture: you default to over-communication in Slack, record Loom videos instead of scheduling meetings, and close laptops with next steps documented.
- • Experience with Salesforce, Outreach, Gong, and ZoomInfo; ability to build multi-step sequences, analyze conversion metrics, and iterate without waiting for ops support.
🏖️ Benefits
- • $110k-$130k OTE (50/50 split) with uncapped commission and accelerators starting at 100% quota attainment—top SMB reps earned $190k+ last year.
- • Fully remote-first culture: choose your home office or co-working space, receive $1,500 annual stipend for ergonomic gear, and meet your teammates twice a year at off-sites in destinations like Lisbon or Mexico City.
- • 25 days PTO plus 12 company holidays, quarterly Recharge Fridays, and a $1,000 annual wellness allowance that covers gym memberships, therapy apps, or ski passes.
- • Equity in a fast-growing, profitable cybersecurity scale-up backed by Highland Europe and Salesforce Ventures—participate in tender offers every 18 months.
- • 100% employer-paid medical, dental, and vision for you and 75% for dependents, plus $50/month mental-health support and 16 weeks gender-neutral parental leave.
Skills & Technologies
Remote
About Cobalt Labs Inc.
Cobalt provides a Pentest as a Service platform that connects organizations with a vetted community of security researchers for on-demand application and infrastructure penetration testing. The SaaS solution delivers structured workflows, real-time collaboration, and remediation guidance to help security and development teams identify, prioritize, and fix vulnerabilities faster. Founded in 2013 and headquartered in San Francisco, Cobalt serves mid-market to Fortune 500 companies across finance, technology, and healthcare sectors, integrating its services with existing DevOps and security tooling to embed continuous security testing into the software development lifecycle.
