Bring sector fluency to strategic client conversations

• Lead informed discussions about customers' detection and response capabilities, threat exposure, operational challenges and investment priorities.
• Understand the commercial and operational context of SOCs, SIEM, EDR, XDR, MDR, incident response, threat intelligence and offensive security.
• Discuss how red teaming, Black Teaming, Living off the Land and modern adversary tradecraft relate to gaps in visibility, detection and response.
• Demonstrate informed judgement about AI in security, including its potential value, operational limitations and the questions customers should ask of vendors.
• Develop sufficient command of HAPTAI, ACE and the wider THG portfolio to explain their relevance, relationships and differentiation accurately.
• Translate technical capability into outcomes that matter to senior buyers: stronger assurance, improved readiness, reduced exposure and better use of security investment.
• Work closely with the Security Solutions Engineer to turn strategic conversations into focused discovery, credible solutions and evidence-based evaluations.

Direct senior client and partner engagement

• Take ownership of the quality and purpose of THG's senior client interactions, from initial introductions through executive briefings, workshops, demonstrations and commercial negotiations.
• Plan each engagement around the audience, decision required and desired next step, briefing colleagues and coordinating commercial, technical and executive contributors.
• Represent THG with the polish and authority expected by Big Four partners, enterprise leadership teams and government and defence stakeholders.
• Design and lead joint account activity and go-to-market initiatives with partners, including expansion into new countries and joint events that generate pipeline and buyer readiness around Black Teaming and ACE.
• Use executive roundtables, industry events and targeted briefings to deepen relationships and create qualified opportunities, with a clear route from attendance to substantive engagement.
• Exercise sound judgement in sensitive or high-profile settings, making commitments that THG can deliver and maintaining credibility under scrutiny.

Build a repeatable enterprise growth model

• Prioritise opportunities in the UK and Netherlands, using customer demand, partner access and commercial evidence to guide further expansion into other countries.
• Convert relevant national programme and business council relationships into qualified enterprise opportunities, working with the colleagues who already lead those programmes.
• Work across all client-facing parts of the business to identify and convert sales opportunities for Services, partnering with the teams closest to our clients rather than relying solely on a fixed book of accounts.
• Establish disciplined qualification, account planning and forecasting, with clear visibility of deal quality, dependencies and commercial risk.
• Develop appropriate sales approaches for services engagements, platform adoption and software subscriptions, including opportunities to combine them.
• Feed market intelligence, competitive insight and customer buying priorities into THG's product, proposition and pricing decisions.
• Remain personally accountable for major deals while building, coaching and leading a small, high-calibre sales team as revenue scales, putting in place the pipeline management, forecasting and sales processes needed to scale predictably.

What we are looking for

• An established enterprise cybersecurity sales leader: a substantial senior-level track record in the cybersecurity market (detection and response, threat intelligence, incident response, offensive security or closely related services/software), recognised by senior customers, partners and industry peers, with an established network and clear evidence of turning relationships into significant commercial outcomes.
• Proven command of complex selling: you've personally originated, negotiated and closed material enterprise opportunities: winning executive sponsorship, navigating competing stakeholder priorities, building persuasive business cases, expanding accounts across business units or geographies, and growing recurring revenue through renewals, cross-sell and upsell. Strong new-business instincts, not just account management of what's already signed.
• Executive presence backed by substance: equally credible in a Big Four partner meeting, a CISO discussion, or a demanding negotiation, with the confidence to lead a room and the judgement to draw on other people's expertise.
• Intellectual and technical fluency: not a security practitioner, but able to reason strategically with experienced security leaders, understand how security capabilities are bought and evaluated, and connect technology and adversary behaviour to a credible commercial opportunity.
• Credibility across enterprise, government and defence: comfortable with the discretion, assurance and procurement discipline these settings require. Experience with Big Four firms, major consultancies or systems integrators is particularly valuable.
• The ability to build while delivering: comfortable carrying a number personally today while building a sales team and process from scratch as the business scales, eventually recruiting, coaching and leading strong salespeople.

Practical Requirements

• Based in, or able to work closely with, THG's UK and Netherlands operations.
• Willing to travel for strategic customer meetings, partner engagements and relevant events.
• Experience in or strong affinity with the cybersecurity sector is a plus, particularly a genuine interest in the mission of turning unconventional hacking talent into legitimate careers, alongside a clear commitment to building a commercially successful business.

How to Apply

Please send your CV to: hr@thg-v.com