VP, Sales Development
About Delinea:
Delinea is a pioneer in securing human and machine identities through intelligent, centralized authorization, empowering organizations to seamlessly govern their interactions across the modern enterprise. Leveraging AI-powered intelligence, Delinea’s leading cloud-native Identity Security Platform applies context throughout the entire identity lifecycle - across cloud and traditional infrastructure, data, SaaS applications, and AI. It is the only platform that enables you to discover all identities - including workforce, IT administrator, developers, and machines - assign appropriate access levels, detect irregularities, and respond to threats in real-time. With deployment in weeks, not months, 90% fewer resources to manage than the nearest competitor, and a 99.995% uptime, Delinea delivers robust security and operational efficiency without compromise. Learn more about Delinea on Delinea.com, LinkedIn, X, and YouTube.
Join our passionate, global team at Delinea and help us make the world a safer and more secure place. Our success is driven by world-class product leadership, outstanding engineers, and strategic investment from TPG. We value diversity, innovation, and a culture of respect and fairness. If you're ready to push boundaries and challenge the status quo in security, we want to hear from you.
Apply today to help us achieve our mission.
Position Summary
Reporting to the President, the VP, Sales Development will own the strategy, structure, and performance of Delinea's Global Sales Development organization. As the executive leader of this function, this role is charged with setting the multi-year vision for software retention, adoption, and expansion across our customer base, and building the team and systems needed to deliver on it. Given our subscription business model, this role is absolutely vital to our long-term success, so the ideal candidate brings executive-level business and sales acumen, a strategic eye on customer focus, and a track record of building and scaling teams through managers and team leads. This position is a core member of the Delinea GTM Leadership Team, partnering directly with the President and cross-functional executive peers to shape company-wide retention strategy.
What You’ll Do:
Own and evolve the multi-year global renewals strategy to protect and grow Annual Recurring Revenue, setting the vision that guides how renewal contracts are secured well in advance of expiration across the organization
Build, scale, and lead a high-achieving global renewals organization - including managers and team leads - to successfully execute account management capabilities and bring renewals to closure worldwide
Set the executive-level strategy to defend against competitive pressures and identify additional opportunities for expansion within current customer accounts, partnering with Product and Marketing leadership on positioning
Own the customer retention forecast and its P&L implications, implementing strategies for increasing retention (reducing churn while maintaining price increases) and providing regular visibility to the CRO and executive team
Set annual uplift and pricing strategy in partnership with Finance, and serve as the executive escalation point for pain points surfaced by the Sales, Customer Success, Support, and/or Product teams
Serve as the primary executive bridge between Sales, Finance, and Customer Success, aligning cross-functional roadmaps and priorities around retention
Build and govern the processes, systems, and reporting infrastructure needed to identify churn trends early, communicate them to executive stakeholders, and drive appropriate follow-up action - including partnering with Product leadership to translate customer feedback into product and GTM strategy
What You’ll Bring:
Demonstrable experience building and scaling a renewals, retention, or sales development function at the VP level, ideally within a subscription/SaaS business, including a track record of leading leaders - coaching and developing managers, not just individual contributors
Ability to design org structure, delegate through multiple layers of management, and prioritize effectively across a growing global team
Excellent executive leadership competency, strong work ethic, self-driven, and people-centric, with the ability to operate as a strategic partner to the President and executive staff
Exceptional strategic and analytical thinking and decision making skills, with experience presenting to senior leadership and/or the board, and a sustained focus on continuous improvement
Capable of managing fast-paced situations in a dynamic and highly responsive environment
Excellent executive communication, presentation (written and oral), and organization skills a must
Ability to influence cross-functionally at the executive level to positively motivate internal teams and drive customer success
Winning, can-do attitude
Proficiency in Salesforce
Why work at Delinea?
We're passionate problem-solvers helping the world's largest organizations protect what matters most: their human and machine identities.
We invest in people who are smart, self-motivated, and collaborative.
What we offer in return is meaningful work, a culture of innovation and great career progression.
At Delinea, our core values are STRONG and guide our behaviors and success:
Spirited - We bring energy and passion to everything we do
Trust - We act with integrity and deliver on our commitments
Respect - We listen, value different perspectives, and work as one team
Ownership - We take initiative and follow through
Nimble - We adapt quickly in a fast-changing environment
Global - We embrace diverse people and ideas to drive better outcomes
We believe weaving these core values into our day-to-day actions, and our process for hiring, evaluating, and promoting employees, helps us cultivate a work environment that embraces collaboration and camaraderie.
We take care of our employees. We offer competitive salaries, a meaningful bonus program, and excellent benefits, including healthcare insurance, as well as pension/retirement matching, comprehensive life insurance, an employee assistance program, time off plans, and paid company holidays.
Delinea is an Equal Opportunity and Affirmative Action employer and prohibits discrimination and harassment of any type with regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
Upon conditional offer of employment, candidates are required to complete comprehensive criminal background check, verification of education, and verification of employment, per employment policy. In addition, all publicly posted social media sites may be reviewed.