Lead, coach, and develop a team of Enterprise Account Managers focused on named accounts within the vertical.
Set clear performance expectations, conduct regular pipeline and deal reviews, and hold the team accountable to quota attainment and activity KPIs.
Recruit, onboard, and retain top sales talent; build a diverse, high-performing team culture aligned with TrendAI's values.
Provide structured coaching on enterprise sales methodology (e.g., MEDDPICC/MEDDIC), executive engagement, competitive positioning, and negotiation.
Identify individual development needs and partner with Sales Enablement to close skills gaps and accelerate ramp time for new hires.
Vertical Strategy & Go-to-Market
Define and execute the go-to-market strategy for the assigned vertical, including territory planning, account segmentation, and coverage model design.
Develop deep expertise in vertical-specific business drivers, threat landscapes, compliance requirements (e.g., HIPAA, PCI-DSS, NERC CIP, FedRAMP), and technology buying cycles.
Create vertical-specific value propositions, reference architectures, and sales plays in partnership with Product Marketing, Solutions Engineering, and Alliances.
Identify whitespace and expansion opportunities within existing accounts and net-new prospects; prioritize investment of team resources accordingly.
Represent the vertical's needs internally-providing market feedback to Product, Engineering, and Marketing to influence roadmap and messaging.
Executive Sponsorship & Strategic Selling
Directly engage C-suite and board-level stakeholders at named strategic accounts as an executive sponsor and trusted security advisor.
Lead or co-lead complex, multi-stakeholder enterprise deals from qualification through negotiation and close, applying a consultative, outcome-based selling approach.
Orchestrate internal resources-Solutions Engineering, Professional Services, Customer Success, and Legal-to deliver compelling proposals and ensure deal velocity.
Drive land-and-expand motions by partnering with Customer Success to grow platform adoption and contract value post-close.
Revenue & Business Management
Own the vertical's revenue number and forecast with accuracy; maintain rigorous pipeline discipline using Salesforce CRM.
Deliver consistent quarter-over-quarter growth against ARR, new logo, and pipeline coverage targets.
Develop and present business plans, vertical QBRs, and investment cases to senior leadership.
Partner with Channel, Alliances, and MSSP teams to build vertical-specific partner programs that extend TrendAI's reach and accelerate deal cycles.
Cross-Functional Collaboration & Thought Leadership
Act as the internal voice of the vertical-sharing market intelligence, win/loss patterns, and competitive dynamics with Product, Marketing, and Executive teams.
Represent TrendAI at industry conferences, events, and executive roundtables to build brand presence and pipeline within the vertical.
Collaborate with Solutions Engineering and Services to shape repeatable delivery models and vertical-specific professional services offerings.
Requirements
10+ years of enterprise technology sales experience, with at least 3-5 years in a sales management or leadership role managing quota-carrying teams.
Demonstrated track record of exceeding revenue targets (≥2M+ ARR quota) and leading teams to consistent quota attainme
Benefits
Health insuranceRemote work options
Additional Information
TrendAI™, the global AI security leader and enterprise business unit of Trend Micro, empowers organizations with full AI visibility and consolidated security that inspires confidence, drives innovation, and eliminates risk.
At TrendAI™, we're always seeking exceptional talent; people who want to collaborate with the best and push boundaries together. Here, your work goes beyond building a career. You will help protect what matters and play a vital role in shaping a safer, more trustworthy AI-powered future.
AI Fearlessly.
Location: The ideal candidate will be located US Remote , TX.
Position Summary:
The Vertical Leader is a senior sales leader responsible for driving TrendAI's revenue and market share within a defined industry vertical. As a player-coach, this individual combines deep knowledge of the assigned vertical's business landscape, regulatory environment, and technology priorities with proven enterprise sales leadership skills. They manage, coach, and develop a team of Enterprise Account Managers while directly sponsoring and influencing the largest, most strategic accounts within their vertical.
This role sits at the intersection of technology and business strategy-translating TrendAI's cybersecurity platform into quantifiable business outcomes for customers in industries such as Financial Services, Healthcare & Life Sciences, Government & Public Sector, or Industrial & Energy. The Vertical Leader is expected to serve as a visible thought leader and trusted advisor both internally and in the market.
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