Head of Sales

Why Join Delphos Labs? At Delphos Labs, you’ll work at the cutting edge of AI and cybersecurity. Every idea, experiment, and line of code contributes directly to innovations that could redefine how the world understands and secures software. We’re automating reverse engineering by using AI to analyze compiled software, understand its behavior, detect malicious patterns, and uncover vulnerabilities that traditional tools can’t see. We’re a lean, high-impact team where every person helps shape both the technology and the company. We move quickly, value initiative, and give every team member visibility into their impact. This isn’t just another role; it’s a chance to get in from the ground up and push the boundaries of what’s possible in AI-powered software security. What You'll Do 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. What You Bring 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. Bonus Qualifications: 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. Why Join Us? 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. Who We're Looking For 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. About Delphos Labs We’re building AI-powered tools to help organizations understand and secure software they can’t see inside. Our technology brings automation and intelligence to binary analysis and reverse engineering—strengthening software integrity and trust across critical systems. Our CEO, David Dubick, has worked at the CIA, Palantir, and Lookout Mobile Security before moving into venture capital and investing in cybersecurity companies. Our CTO, Caleb Fenton, a leading mobile reverse engineer and security researcher, was the AVP of Innovation at SentinelOne, where he led the development of several core AI and security projects. We’re a fully remote team of just under 20 people, with individuals from Google, the FBI, Palo Alto Networks, Synack, NASA, Exabeam, and more. We’ve raised from top-tier investors, including Jon Sakoda (Decibel), George Hoyem (In-Q-Tel, the Intelligence Community’s VC arm), Bill Coughran (Sequoia), and Matt Ocko (Data Collective/DCVC). What We Offer: Fully remote-first environment with in-person team offsites twice per year Competitive compensation with equity Comprehensive health benefits: medical, dental, and vision coverage; free One Medical annual membership 401(k) plan and Flexible Spending Account (FSA) 11 company holidays + unlimited PTO Home office stipend to support your remote workspace setup