About the Role

We’re seeking a high-performing sales professional to drive growth within the U.S. public sector. This role focuses on building deep relationships with federal, state, and local government agencies, as well as education and other public institutions, helping them improve their cyber resilience and meet compliance requirements.

The ideal candidate thrives in complex, consultative sales environments, understands government procurement processes, and has a proven track record of exceeding quotas in enterprise SaaS sales, especially within security software.

Core Responsibilities

• Own the sales cycle from prospecting to close, targeting net-new and expansion opportunities in the public sector.
• Develop and execute territory plans aligned with strategic goals and revenue targets.
• Engage C-level, technical, and procurement stakeholders, positioning our solutions as the best fit for their security needs and compliance mandates.
• Navigate government procurement frameworks, contracts, and RFP processes to accelerate deal closure.
• Partner closely with Sales Engineers, Channel Account Managers/Partners, Customer Success, and Product teams to deliver compelling demonstrations, proposals, and proof-of-concept engagements.
• Maintain accurate forecasting, pipeline management, and CRM hygiene.
• Represent the company at key industry events, conferences, and government technology forums.

Qualifications

• 8+ years in enterprise software sales, with at least 5 years focused on security or compliance solutions for the federal government.
• Deep understanding of public sector procurement cycles, FAR/DFARS, grant funding, and key agency structures.
• Consistent overachievement of multi-million-dollar quotas in SaaS.
• Exceptional consultative selling, negotiation, and account management skills.
• Ability to grasp complex cybersecurity concepts and translate them into business value for non-technical stakeholders.
• Works well with and has established relationships with channel partners.

The expected total compensation range for this role is $240,000-$300,000 (base pay + commission). Compensation at Black Kite is more than just base pay — we offer a total rewards program that includes performance-based bonuses, equity, flexible healthcare options, paid time off, and retirement savings programs. The annual base salary range for this position represents a nationwide market range and reflects a broad spectrum of salaries for this role across the United States. Actual compensation will depend on factors such as qualifications, skills, experience, and the scope, complexity, and location of the role.

The Opportunity

Ready to launch your career in tech sales and become an expert in the critical field of third-party cyber risk management? Black Kite is looking for a motivated and ambitious individual to join our team.

As a Sales Development Representative (SDR), you will be the engine of our growth. You'll be the first point of contact in our sales cycle, responsible for identifying and engaging with decision-makers at target companies and fueling the pipeline for our Account Executives. This is a chance to learn from seasoned professionals, make a tangible impact, and build a clear career path within our sales organization.

Your Responsibilities & Impact

• Execute high-volume outbound prospecting utilizing tools such as Apollo, Orum, Clay, and LinkedIn.
• Nurture leads until they are qualified by researching accounts, identifying key players, generating interest, and developing relationships.
• Work in lock-step with Account Executives to build a robust pipeline and meet team revenue goals.
• Coordinate and schedule qualified meetings, ensuring a seamless handoff to the sales team.
• Log all activity with precision, maintaining accurate and up-to-date data in our CRM.
• Consistently meet and exceed monthly, quarterly, and yearly goals.

The Ideal Candidate Profile

We believe the most successful SDRs share these core traits:

• You have a relentless drive to win. You are a self-starter with a competitive spirit and a deep-seated motivation to succeed. For you, goals are not a ceiling; they are the starting point.
• You are a clear and compelling communicator. You can cut through the noise of a crowded inbox or a busy schedule. You're a storyteller who can articulate a complex idea with clarity and conviction.
• You are intellectually curious. You love digging into a company's business model, understanding their pain points, and connecting the dots in a way no one else can.
• You are exceptionally resilient. You understand that outbound has its challenges. You see feedback not as criticism, but as fuel, and you treat every "no" as a data point that gets you closer to a "yes."

Qualifications

• Bachelor's degree or equivalent life/work experience.
• 1+ years of experience in a role supporting sales, customer service, or marketing initiatives is preferred but not required for candidates who demonstrate the right traits.

Why Black Kite?

• The work you do here has a real-world impact, protecting businesses from the ever-evolving threats in the cyber landscape.
• Join a collaborative environment where transparency, hard work, and celebrating wins as a team are core to who we are.
• We don't just hire SDRs, we invest in your growth - 12% of our current GTM team members began their journey at Black Kite as an SDR! 

The base salary range for this role is $50,000 - $60,000, with bonus earnings opportunity for a potential overall total compensation range of $70,000-$80,000. Compensation at Black Kite is more than just base pay — we offer a total rewards program that includes performance-based bonuses, equity, flexible healthcare options, paid time off, and retirement savings programs. The annual base salary range for this position represents a nationwide market range and reflects a broad spectrum of salaries for this role across the United States. Actual compensation will depend on factors such as qualifications, skills, experience, and the scope, complexity, and location of the role.

Looking to work with the best folks in cyber third-party risk management? We are seeking a motivated Mid-Atlantic based Account Executive (AE) to drive new business and revenue growth within commercial and mid-market accounts. This role manages the full sales cycle, from prospecting and pipeline development to closing deals. The ideal candidate is eager to build relationships, grow expertise in cybersecurity, and consistently contribute to meeting and exceeding sales goals.

Key Responsibilities

• New Business Sales Generation: Generate new business by targeting and managing commercial and mid-market customer accounts.
• Sales Process Management: Manage the full sales cycle, including prospecting, qualifying opportunities, leading product demonstrations, and closing deals.
• Collaboration with Teams: Partner with sales engineering, channel, and customer success teams to deliver a seamless onboarding and customer experience.
• Pipeline Development: Build and maintain a healthy sales pipeline, converting qualified leads into closed opportunities.
• Customer Engagement: Develop and nurture relationships with decision-makers and key contacts in commercial accounts to drive growth and retention.
• Channel Partner Support: Collaborate with Channel Managers and reseller partners by engaging in joint sales activities and supporting partner-led opportunities.
• Reporting and Forecasting: Maintain accurate account and opportunity information in Salesforce (SFDC), contribute to forecasts, and participate in business reviews.
• Market and Field Collaboration: Share customer feedback and market insights with Marketing and Product to support future growth initiatives.

Qualifications

• 4+ years of sales experience, ideally in cybersecurity, SaaS, or IT solutions, with a focus on mid-market accounts.
• Understanding of the sales process and ability to manage a book of commercial business.
• Strong customer-facing and presentation skills.
• Ability to identify customer needs and align them with Black Kite’s value proposition.
• Organized, detail-oriented, and able to manage multiple deals at once.
• Familiarity with Salesforce or other CRM systems.
• Demonstrated ability to achieve or exceed sales targets.
• Team-oriented mindset and eagerness to collaborate across sales, marketing, and product functions.

The expected total compensation range for this role is $160,000-$200,000 (base pay + commission). Compensation at Black Kite is more than just base pay — we offer a total rewards program that includes performance-based bonuses, equity, flexible healthcare options, paid time off, and retirement savings programs. The salary range for this position represents a nationwide market range and reflects a broad spectrum of salaries for this role across the United States. Actual compensation will depend on factors such as qualifications, skills, experience, and the scope, complexity, and location of the role.

Come join the leader in cyber third-party risk intelligence! Black Kite gives organizations a comprehensive, real-time view into cyber ecosystem risk so they can make informed risk decisions and improve business resilience while continuously monitoring more vendors, partners, and suppliers in an ever-changing digital landscape. Through an automated process, and a combination of threat, business and risk information, Black Kite provides cyber risk intelligence that goes beyond a simple risk score or rating. Black Kite serves more than 3,000 customers in a wide range of industries and has received numerous industry awards and recognition from customers. Learn more at www.blackkite.com.

About the role

The Director of Revenue Operations plays a strategic role in optimizing revenue growth across the entire customer lifecycle. They are responsible for aligning and streamlining sales, marketing, customer success, and operations processes to drive efficiency, improve forecasting, and enhance data-driven decision-making.

The Director of RevOps oversees revenue analytics, systems, and process optimization to ensure scalability and predictability in revenue generation. They work cross-functionally with leaders from Sales, Marketing, Finance, and Customer Success to remove friction in the revenue engine and accelerate business growth. This is a hybrid role based in our Boston office headquarters. 

What you’ll do

Revenue Strategy & Optimization

• Develop and implement a comprehensive revenue operations strategy to drive predictable revenue growth.

• Align sales, marketing, and customer success operations to maximize efficiency and effectiveness.

• Identify and remove bottlenecks in the revenue funnel by optimizing workflows, lead handoffs, and customer lifecycle management.

• Own pipeline forecasting and revenue modeling, ensuring accuracy and data integrity.

• Partner with Finance to support quota setting, incentive planning, and budgeting processes.

Process & Systems Optimization

• Oversee the tech stack (CRM, marketing automation, analytics tools) to ensure seamless integration and data accuracy.

• Lead the selection, implementation, and optimization of key RevOps tools such as Salesforce, HubSpot, Outreach, Gong, and others.

• Improve lead routing, account scoring, and sales engagement workflows to increase conversion rates.

• Standardize SLA agreements between Marketing, Sales, and Customer Success for handoffs and follow-ups.

Analytics & Insights

• Build and maintain real-time revenue dashboards to track key performance indicators (KPIs) across the revenue funnel.

• Own sales performance analytics, including conversion rates, win rates, deal velocity, and customer retention metrics.

• Provide data-driven insights to executive leadership, enabling strategic decision-making.

• Lead attribution modeling and campaign performance analysis to measure marketing ROI.

Collaboration & Leadership

• Serve as a trusted advisor to Sales, Marketing, and Customer Success leadership, offering strategic insights to drive revenue efficiency.

• Establish and enforce data governance policies to maintain CRM and reporting accuracy.

Required Skills & Expertise

• 5-10 years of experience in Revenue Operations, Sales Operations, or a related field within a B2B SaaS company.

• Strong expertise in CRM systems (e.g., Salesforce, HubSpot) and revenue intelligence tools.

• Deep understanding of B2B SaaS revenue models, sales funnels, and customer lifecycle management.

• Proven ability to analyze data, forecast revenue trends, and drive strategic decision-making.

• Experience working cross-functionally with Sales, Marketing, Finance, and Customer Success teams.

• Strong project management and process improvement skills.

• Excellent communication, leadership, and stakeholder management skills.

The expected base salary range for this role is $175,000 - $225,000 USD per year. Compensation at Black Kite is more than just base pay — we offer a total rewards program that includes performance-based bonuses, equity, flexible healthcare options, paid time off, and retirement savings programs. The annual base salary range for this position represents a nationwide market range and reflects a broad spectrum of salaries for this role across the United States. Actual compensation will depend on factors such as qualifications, skills, experience, and the scope, complexity, and location of the role.

About Black Kite

Black Kite helps organizations manage and mitigate third-party cyber risk by providing actionable intelligence across their supply chain. Our platform delivers deep insights into cybersecurity threats, helping enterprises strengthen their security posture and protect their reputation. We’re redefining how businesses understand and address third-party risk.

The Role

As a Senior Sales Engineer, you’ll be the technical backbone of the sales team, helping a mix of commercial and enterprise customers evaluate and implement Black Kite’s platform. You’ll lead technical discovery, deliver compelling product demonstrations, and develop tailored solutions to meet complex security and risk management needs. This role requires a mix of deep technical expertise, problem-solving, and the ability to translate complex cybersecurity concepts into real business value.

What You’ll Do

• Technical Discovery & Demonstrations: Run in-depth technical discovery sessions and deliver product demonstrations that are highly customized to customer needs. Take a hands-on, consultative approach in leading Proof of Concepts (POCs), ensuring a seamless experience that reinforces value and drives adoption.

• Solution Development: Design and develop technical solutions that align with both business and cybersecurity objectives. Adapt and integrate Black Kite’s platform into complex enterprise environments.

• Customer Enablement & Technical Advocacy: Identify opportunities for product enhancements and proactively address technical challenges. Serve as a bridge between customers and internal teams, ensuring feedback translates into meaningful improvements.

• Strategic Advising: Work closely with customer-facing teams to provide guidance on product best practices and technical issue resolution. Influence product development and roadmap priorities based on customer needs and industry trends.

• Enterprise Expertise: Support high-value engagements by addressing technical objections and positioning Black Kite as the best-fit solution for risk and compliance challenges.

What You Bring

• Experience: 5+ years as a Sales Engineer, Solutions Consultant, or similar role, focusing on enterprise accounts with a strong background in cybersecurity, third-party risk management, or adjacent fields.

• Technical Skills:

• Strong knowledge of cybersecurity fundamentals, including risk assessment, threat intelligence, and vulnerability management.

• Hands-on experience with OSINT (Open-Source Intelligence) techniques to assess supply chain risk and external attack surfaces.

• Familiarity with ethical hacking, penetration testing, vulnerability scanning, and social engineering tactics.

• Experience with network reconnaissance, digital forensics, and incident response tools.

• Knowledge of data privacy regulations (GDPR, CCPA) and compliance standards in cybersecurity.

• Expertise in technical integrations, including APIs, data exchanges, and system architectures to ensure seamless functionality is a plus.

• Enablement & Advising: Proven ability to support customer-facing teams with technical expertise, helping them navigate complex sales cycles and customer challenges.

• Customer-Focused Mindset:

• Experience working with strategic partners, supporting joint technical initiatives.

• Ability to customize solutions to meet enterprise customer needs, leveraging integrations and partnerships.

• Sales Methodologies: Familiarity with common enterprise sales processes and frameworks.

• Travel: occasional travel to conferences, customer sites,

• Location:

• Hybrid for those who live in the greater Boston area, close to Black Kite HQ.

• Remote option for those who reside outside of Massachusetts (PA, AZ, TX, IL, RI, NY, NJ, FL, CA, NH, VA, MD)

The expected base salary range for this role is $140,000 - $170,000 USD per year. Compensation at Black Kite is more than just base pay — we offer a total rewards program that includes performance-based bonuses, equity, flexible healthcare options, paid time off, and retirement savings programs. The annual base salary range for this position represents a nationwide market range and reflects a broad spectrum of salaries for this role across the United States. Actual compensation will depend on factors such as qualifications, skills, experience, and the scope, complexity, and location of the role.