Head of Sales

At Delphos, you're stepping into a role where your work will pioneer uncharted territories. Here, every line of code and every idea contributes directly to innovations that could redefine global standards in cybersecurity. You’re not just a cog in the machine. If you think something is broken, fix it. If you do great work, we will all see the needle move. This isn’t just another job; it’s a chance to explore and expand the limits of what’s possible.

As the Head of Sales, you’ll take charge of driving revenue growth and expanding Delphos’ customer base. This is a “ninja” sales role not a regular sales role, ie. we’re a seed-stage pre-product market fit cybersecurity company. We have a ground-breaking technology platform and a massive opportunity in front of us, but we don’t yet have a scalable product. We’re looking for someone who can chart a course, work with sales engineers, make their own collateral, and otherwise get the job done without needing a huge support organization.

You’ll be responsible for building and executing a sales strategy that positions Delphos as the leader in binary code analysis and a trusted partner in software supply chain security. This is a high-impact, hands-on role in a fast-moving startup where you’ll directly contribute to customer acquisition, retention, and revenue growth in a highly technical market.

Key responsibilities include:

• Sales Strategy & Execution: Define and implement a comprehensive sales strategy to acquire enterprise clients, with experience selling to CISOs, BISOs, SOC Directors, DevSecOps leaders, and/or U.S. national security agencies (DoD, SDA, USSF, NSA, CISA). Develop and scale an outbound sales motion to drive consistent pipeline growth and revenue generation.

• Sales Leadership: Lead, mentor, and scale a high-performance sales team that executes on revenue goals, pipeline generation, and customer acquisition.

• Account Management & Growth: Manage key accounts and strategic partnerships, ensuring customer success and driving expansion opportunities.

• Market Insights: Stay ahead of cybersecurity industry trends, competitor moves, and customer needs to shape and refine sales strategies.

• Sales Enablement: Collaborate closely with marketing and product teams to develop sales materials, case studies, and demos that articulate Delphos’ value proposition.

• Pipeline Management: Own the end-to-end sales process, from prospecting to closing, with a focus on effective pipeline management and accurate forecasting. Build and maintain a high-converting sales pipeline while leveraging HubSpot to track progress and forecast revenue on a monthly basis.

• 5+ years of sales experience, with a proven track record in cybersecurity, enterprise software, or technical B2B markets.

• Experience leading and scaling sales teams in fast-paced, early-stage companies.

• Strong expertise in building and executing sales strategies, closing deals, and growing accounts in technical industries.

• Exceptional communication and negotiation skills, with the ability to build trust with senior executives, security professionals, and developers.

• A deep understanding of sales tools and CRM platforms, with a data-driven approach to pipeline and performance optimization.

• A collaborative mindset, working closely with cross-functional teams to align on business goals and drive growth.

• Experience in a high-growth startup or launching category-defining products.

• A strong network within the cybersecurity space, with the ability to leverage connections for sales opportunities.

• Familiarity with AI-driven products and their applications in security.

• Be a key player in a high-growth company at the forefront of AI and cybersecurity.

• Work alongside industry-leading experts from Palo Alto Networks, SentinelOne, Facebook’s Red Team, and Lookout Mobile Security.

• Join a mission-driven environment focused on shaping the future of software security.

• Take on a high-impact role, leading Delphos’ market expansion and driving significant revenue growth.

We’re seeking a seasoned sales leader who can build and scale a sales team from the ground up. This individual should be strategic, results-driven, and experienced in managing complex sales cycles and closing high-value deals in technical markets.

Key Qualifications:

• Proven Sales Performance: Demonstrated success in exceeding sales goals and driving revenue growth.

• Sales Leadership & Strategy: Experience in building, leading, and scaling a sales team while managing the full sales cycle.

• Cybersecurity & Technical Expertise: A cybersecurity background is mandatory. Deep understanding of the cybersecurity landscape with the ability to communicate complex technical concepts to enterprise clients.

Growth & Scaling Experience: Proven track record at a successful enterprise or cybersecurity company, with experience leading or contributing to the success of a pre-PMF company scaling to ~$20M+ in revenue.

We’re building languages models that can understand compiled code • We’re focused on code security, with applications in software supply chain security, vulnerability management, vendor risk management, and application security • We’re still in the early days—our team is just under ten people • We’ve raised from top-tier VCs (Jon Sakoda at Decibel, George Hoyem from In-Q-Tel, Bill Coughran from Sequoia, and Matt Ocko from Data Collective) •

Our CEO has worked in product management roles at the CIA, Palantir, and Lookout Mobile Security before moving into venture capital.  • Our CTO was the VP of Innovation at SentinelOne, where he led the development of several core AI + Security projects.