VP, Sales Development

VP, Sales Development

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.

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

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

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.

Spirited
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Trust
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Respect
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Ownership
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Nimble
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Global
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