Position Summary

ExtraHop is redefining cyber defense for the AI era. As an innovator and leader, we help organizations secure the transition to the "Agentic Enterprise" by defending against AI-powered attacks while delivering full visibility across their AI estate. We turn the network into "Decision-Grade Intelligence"—the high-fidelity context that enables security teams to detect threats, investigate faster, and respond at machine speed. If you are an experienced sales professional who thrives in the Very Large Enterprise (VLE) security market and can help large complex multinational customers navigate the transition to an Agentic SOC, we want to hear from you.

This key position requires someone who is able to learn and maintain in-depth knowledge of ExtraHop’s vision, products and technologies, and industry trends. You are primarily responsible for maintaining and increasing revenue in assigned regions/territories through identifying, recruiting and developing opportunities for generating net new logos with our channel and alliance partnerships. This role offers significant earning potential for sales professionals who consistently deliver results. With a strong portfolio of strategic VLE accounts, meaningful revenue opportunities, and a performance-driven compensation structure, successful representatives have the opportunity to earn as they grow existing relationships, close new business, and expand their account footprint.

Key Responsibilities

• Own and grow a portfolio of strategic VLE accounts
• Identify prospects for ExtraHop products through cold calls, and lead follow-up and face-to-face meetings
• Align with senior executives to understand the business, decision-making, and financing processes of your territory; ability to align ExtraHop leadership with correct decision makers
• Demonstrate a strong understanding of the unique cybersecurity challenges facing VLE organizations including scale, operations and regulatory compliance
• Present and demonstrate ExtraHop products to customers
• Provide customer and competitor feedback and field intelligence where available and necessary
• Articulate the value of the 'Agentic Enterprise' and the need for decision-grade intelligence to drive security outcomes.
• Help customers transition from reactive, disconnected alerts to proactive, autonomous workflows within their SOC.
• Sell the platform's unique ability to provide visibility across the entire AI estate, including traffic patterns and AI-model interactions.
• Demonstrate how ExtraHop serves as the foundational 'source of truth' for both human analysts and autonomous AI agents.
• Identify opportunities to solve for modern threats, including AI-powered attacks, identity-based attacks, and shadow AI usage.
• Prepare and implement strategic sales account plans for all customers and identify business growth opportunities in assigned customer base
• Ensure resellers and field sales engineers and management are working together in the sales process, lead generation, registering opportunities, accurately forecasting revenue, and tracking to required revenue goals established by their discount tier
• Work with resellers to grow business in your territory
• Prepare and maintain an accurate sales forecast for your territory
• Network in customer and related organizations

Required Qualifications

• Four-year degree or equivalent in a related discipline (e.g., information technology, computer science, business, or engineering)
• 8-10 years experience in technology sales with a consistent track record of exceeding sales targets in the FinServ market
• 5 years security sales experience
• Existing relationships with senior level leaders within VLE market (vertical specialism beneficial)
• Demonstrated technical acumen to articulate ExtraHop's value proposition in a differentiated and compelling manner
• Strong communication, organizational, and interpersonal skills
• Deep understanding of the modern SOC landscape, specifically the shift toward Agentic SOC and the need for run-time asset visibility.
• Proven ability to sell NDR or complex security solutions that integrate across existing infrastructure.
• Ability to articulate the risks associated with AI adoption and the importance of visibility and governance across the AI estate.
• Experience mapping sales strategy to business outcomes like reduced mean time to detect/respond and improved security ROI.
• Strong AI skills, communication, organizational, and interpersonal skills
• Demonstrated ability to secure meetings and close deals with senior level executives
• Solid understanding of enterprise networking technologies: switches, routers, firewalls, load balancers, WAN optimization technologies, AI/Agentic AI, Data Lake, SIEM, SOAR and so forth is a plus
• Background in software/hardware sales and distribution with large software, hardware, and/or networking companies
• Ability to travel at least 50% of the time, with day to day jobs on the road but works remotely.
• Work cooperatively with others within the organization and other cross-functional stakeholders.
• Work well in fast-paced, high-stress environments.
• Has predictable, reliable attendance.