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Head of Inside Sales

Corelight, Inc.

Job Overview

Location

Remote

Job Type

Full-time

Full Job Description

📋 Description

• Own the global Inside Sales engine at Corelight, the category creator and market leader in open, evidence-based Network Detection & Response (NDR). You will inherit a high-velocity team that has tripled ARR in three years and is now scaling from tens to hundreds of millions.
• Architect the next-generation playbook: design segmentation, vertical specialization, and channel overlay models that compress the sales cycle for our 1,200+ enterprise and public-sector customers while expanding average contract value from low six figures to seven.
• Recruit, ramp, and retain a world-class organization. You will double the team to 40+ reps and SDRs within 18 months, build a data-driven onboarding program that produces quota attainment in <90 days, and institutionalize a culture of daily coaching, peer learning, and transparent scoreboards.
• Partner tightly with Marketing to create a unified demand engine. You will co-own pipeline coverage targets, implement account-based plays that convert 30 % of MQLs to SQLs, and launch vertical campaigns that generate $50 M in new pipeline every quarter.
• Instrument the entire funnel. You will select and administer the tech stack (Salesforce, Outreach, Gong, Clari, Drift, 6sense), define KPIs from lead to close, and build real-time dashboards that give reps, managers, and executives one source of truth.
• Collaborate with Product and Threat Research to translate bleeding-edge Zeek & Suricata detections into crisp value propositions. You will craft objection-handling guides for ransomware, supply-chain, and encrypted-attacks use cases that win technical bake-offs against legacy NDR and SIEM vendors.
• Co-create the customer expansion motion with Customer Success. You will land-and-expand inside existing accounts to drive 120 % net-revenue retention, design usage-based playbooks that surface upsell triggers, and build renewal SOPs that protect 95 %+ GRR.
• Represent Corelight at virtual and field events. You will keynote at BSides, SANS, and AWS re:Inforce, deliver ROI case studies that resonate with CISOs, and inspire early-career sellers to choose cybersecurity as their lifelong mission.
• Report to the CRO and serve on the Revenue Leadership Council. You will present board-level metrics on pipeline health, rep productivity, and market penetration, while lobbying for investment in new geos and verticals.
• Champion diversity, equity & inclusion. You will partner with HR to achieve 50 % gender or under-represented minority representation in hiring slates, sponsor employee-resource groups, and embed inclusive language in every outreach template.
• Model Corelight’s values: Default to Open, Evidence Wins, Protect the Customer, and Elevate Each Other. You will run weekly deal reviews that prize intellectual honesty, celebrate reps who share losses faster than wins, and volunteer your time to mentor university students pursuing cyber careers.

🎯 Requirements

• 7+ years leading inside-sales teams in B2B security or infrastructure software; must have carried a team number ≥ $30 M and scaled headcount from 10 → 40+ reps.
• Deep fluency in Salesforce, Outreach, and modern revenue-operations tooling; able to architect lead-routing, forecasting, and comp plans without external consultants.
• Demonstrated success selling to technical buyers (CISO, SOC analysts, cloud architects) and navigating 6- to 9-month enterprise procurement cycles in both commercial and U.S. public-sector markets.
• Nice-to-have: personal quota-carrying experience with network security, NDR, SIEM, or XDR products; existing TS/SCI clearance or familiarity with FedRAMP & IL5 environments.

🏖️ Benefits

• 100 % remote-first culture with quarterly, all-expenses-paid “Corelight Connect” off-sites in destinations such as Lake Tahoe, Austin, and Amsterdam.
• Competitive OTE + uncapped commission accelerators at 120 % quota; average performer earns 120 k+ equity upside, top 10 % clears 300 k+.
• Equity refresh grants and early-exercise 10-year option window so you benefit from every valuation inflection, plus zero-cost 401(k) match up to 4 % of base.
• Platinum medical, dental, vision for you and dependents at no premium cost, plus 16-week gender-neutral parental leave, annual 1 k wellness stipend, and 20 days PTO minimum.

Skills & Technologies

Remote

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Corelight, Inc.

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About Corelight, Inc.

Corelight provides open-source Zeek-powered network detection and response (NDR) solutions for enterprise security teams. Its sensors convert high-volume traffic into compact, actionable logs, enabling real-time threat hunting, incident response, and compliance. Deployed on-prem, in cloud, or hybrid environments, the platform integrates with SIEM, SOAR, and EDR tools to deliver evidence-rich data for defenders. Founded by Zeek’s creators, Corelight supports Fortune 500, government, and critical-infrastructure organizations worldwide with scalable analytics, machine-learning detections, and expert support services.

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