Senior Director, Field Sales - SLED
WFA Digital Insight
Delinea’s Senior Director, Field Sales - SLED sits at the intersection of identity security and public‑sector growth. The role is unique because it blends hands‑on selling to state, local and education customers with the responsibility of coaching a specialist seller team. Candidates will be expected to translate complex, AI‑driven security concepts into clear business value for IT admins, while also navigating channel partnerships that extend Delinea’s reach. The reporting line to the SVP of Field Sales ensures visibility into broader go‑to‑market strategy, making this position a pivotal lever for scaling revenue in a highly regulated space. Anyone considering the job should be comfortable with the full sales cycle, from prospecting to post‑sale expansion, and eager to mentor peers in a remote‑first environment.
Job Description
About Delinea: Delinea is a pioneer in securing human and machine identities through intelligent, centralized authorization, empowering organizations to seamlessly govern their interactions across the modern enterprise. Leveraging AI-powered intelligence, Delinea’s leading cloud-native Identity Security Platform applies context throughout the entire identity lifecycle – across cloud and traditional infrastructure, data, SaaS applications, and AI. It is the only platform that enables you to discover all identities – including workforce, IT administrator, developers, and machines – assign appropriate access levels, detect irregularities, and respond to threats in real-time. With deployment in weeks, not months, 90% fewer resources to manage than the nearest competitor, and a 99.995% uptime, Delinea delivers robust security and operational efficiency without compromise. Learn more about Delinea on Delinea.com http://Delinea.com, LinkedIn https://nam12.safelinks.protection.outlook.com/?url=https%3A%2F%2Fwww.linkedin.com%2Fcompany%2Fdelinea%2F&data=05%7C02%7CMichele.Eaton%40delinea.com%7C766420d58b9a492d94ca08ddd6949f59%7C18d6ed03f0e5486183d2bb7b6c7c2bb2%7C0%7C0%7C638902656186877399%7CUnknown%7CTWFpbGZsb3d8eyJFbXB0eU1hcGkiOnRydWUsIlYiOiIwLjAuMDAwMCIsIlAiOiJXaW4zMiIsIkFOIjoiTWFpbCIsIldUIjoyfQ%3D%3D%7C0%7C%7C%7C&sdata=b1LCPIWSjxvblUYLlabUnRZ43S8rcspTQcBZsz0UbmU%3D&reserved=0, X https://nam12.safelinks.protection.outlook.com/?url=https%3A%2F%2Fx.com%2Fdelineainc&data=05%7C02%7CMichele.Eaton%40delinea.com%7C766420d58b9a492d94ca08ddd6949f59%7C18d6ed03f0e5486183d2bb7b6c7c2bb2%7C0%7C0%7C638902656186902236%7CUnknown%7CTWFpbGZsb3d8eyJFbXB0eU1hcGkiOnRydWUsIlYiOiIwLjAuMDAwMCIsIlAiOiJXaW4zMiIsIkFOIjoiTWFpbCIsIldUIjoyfQ%3D%3D%7C0%7C%7C%7C&sdata=goZhva9hWR8F0P5pO6SQUEwigdbvbZiWqmw5%2BHhhf1A%3D&reserved=0, and YouTube https://nam12.safelinks.protection.outlook.com/?url=https%3A%2F%2Fwww.youtube.com%2F%40Delinea&data=05%7C02%7CMichele.Eaton%40delinea.com%7C766420d58b9a492d94ca08ddd6949f59%7C18d6ed03f0e5486183d2bb7b6c7c2bb2%7C0%7C0%7C638902656186928751%7CUnknown%7CTWFpbGZsb3d8eyJFbXB0eU1hcGkiOnRydWUsIlYiOiIwLjAuMDAwMCIsIlAiOiJXaW4zMiIsIkFOIjoiTWFpbCIsIldUIjoyfQ%3D%3D%7C0%7C%7C%7C&sdata=uXgjuXTFu4kHWBJZ1XdNWN88Mrk5iT9Y24Ejw8fFBi8%3D&reserved=0. Join our passionate, global team at Delinea and help us make the world a safer and more secure place. Our success is driven by world-class product leadership, outstanding engineers, and strategic investment from TPG. We value diversity, innovation, and a culture of respect and fairness. If you're ready to push boundaries and challenge the status quo in security, we want to hear from you. Apply today to help us achieve our mission. Senior Director, Field Sales - SLED Summary: The Senior Director, Field Sales - SLED leads a team of SLED Sellers and supports the delivery of the full sales cycle to organizations with IT security needs. In this role, you’ll work with your team to identify prospects, understand their challenges, and highlight how Delinea solutions will enhance and simplify their IT security efforts. You will work with clients directly and through our channel partners to close deals and get our award-winning product suite into the hands of IT Admins across the identified region! The ideal candidate will be passionate for success and have a “player-coach” mentality. Through mentoring and continued enhancement of the Sales team skills, the Senior Director, Field Sales - SLED will help Delinea support development of individuals and continue the growth plans of the company. This position requires an exceptional leader and people manager who will be responsible for all net new and XU-sell sales within their region. This role will report to the Senior Vice President, Field Sales.
What You'll Do
- Accomplish regional sales and human resource objectives by recruiting, orienting, training, assigning, scheduling, coaching, counseling, and disciplining employees in assigned districts; communicating job expectations; planning, monitoring, appraising, and reviewing job contributions; planning and reviewing compensation actions; enforcing policies and procedures - Achieve regional sales operational objectives by contributing regional sales information and recommendations to strategic plans and reviews; preparing and completing action plans; implementing production, productivity, quality, and customer-service standards; resolving problems; identifying trends; determining regional sales system improvements; implementing change.
- Meet regional sales financial objectives by forecasting requirements; preparing an annual budget; scheduling expenditures; analyzing variances; initiating corrective actions.
- Establish sales objectives by creating a sales plan in support of national objectives.
- Maintain and expand customer base by counseling Enterprise Account Executives; building and maintaining rapport with key customers; identifying new customer opportunities.
- Recommend product lines by identifying new product opportunities, and service changes; surveying consumer needs and trends; tracking competitors.
- Update job knowledge by participating in educational opportunities; reading professional publications; maintaining personal networks.
- Accomplish sales and organization mission by completing related results as needed.
- Define go-to market strategy and establish and develop regional team.
- Support/close deals with the Enterprise Account Executives and Account Executives.
- Consistently meet/exceed objectives and sales targets.
- Have a strong focus on op creation via partner/end user engagement and deal registration push.
- Never stop learning!
- Bachelors degree or equivalent - Exceptional leadership and people skills with proven success leading a regional team.
- Classic training in a proven sales methodology (i.e., Miller Heiman Strategic Selling, MEDDIC or similar).
- Experience working with Channel Partners - Experience selling into the SLED Market - Ability to conduct both executive level presentations and high-level technical presentations.
- Experience cultivating and controlling complex sales cycles with audiences of multiple stakeholders in Enterprise organizations.
- Track record of success in identifying, cultivating and closing five to six figure+ transactions.
- Ability to work and sell in a highly collaborative teamed environment.
- Detail oriented, relationship-building skills, and a focus on a high level of customer service.
- Excellent written and verbal communication skills - Positive attitude and “love of selling”.
- Proven ability to handle, adapt, and overcome change.
- Focus and time management skills to work remotely.
- Working knowledge of Information Security and/or Network Architecture. Why work at Delinea?
- We're passionate problem-solvers helping the world's largest organizations protect what matters most: their human and machine identities.
- We invest in people who are smart, self-motivated, and collaborative.
- What we offer in return is meaningful work, a culture of innovation and great career progression.
How to Stand Out
- Highlight specific SLED wins or public‑sector deals in your resume; recruiters look for proven government experience.
- Prepare a concise 5‑minute case study showing how you used Salesforce and Excel to drive a multi‑year contract.
- Emphasize remote‑team leadership achievements; share metrics on coaching impact or team quota attainment.
- During interviews, be ready to discuss how you translate technical security features into ROI for budget‑constrained agencies.
- Research Delinea’s Identity Security Platform beforehand and reference a feature that aligns with a known public‑sector challenge.
- Ask about the channel partnership model and how the director collaborates with partners—demonstrates strategic thinking.
- When discussing compensation, focus on total‑on‑target earnings and equity rather than base salary, as the package is undisclosed.
This is a remote position listed on WFA Digital, the platform for professionals who work from anywhere. Browse more remote jobs across all categories.