Business Development Manager, Cybersecurity

Описание вакансии

About Gruve

Gruve is an innovative software services startup dedicated to transforming enterprises to AI powerhouses. We specialize in cybersecurity, customer experience, cloud infrastructure, and advanced technologies such as Large Language Models (LLMs). Our mission is to assist our customers in their business strategies utilizing their data to make more intelligent decisions. As a well-funded early-stage startup, Gruve offers a dynamic environment with strong customer and partner networks.

About the Role

We are seeking a high-performing Business Development Manager to lead our growth in the Cybersecurity sector. This is a Hunter role dedicated to New Logo Acquisition within the enterprise space.

The ideal candidate will focus on direct-to-customer engagement, providing end-to-end security solutions. This includes reselling Tier-1 cybersecurity products such as Palo Alto Networks and structuring complex service models such as Build-Operating-Transfer (BOT) and Managed Security Service Provider (MSSP). You will be the primary driver in helping strategic accounts secure their digital assets through a combination of industry-leading technology and expert managed services.

Key Responsibilities

• Strategic New Business Acquisition: Drive revenue by identifying and securing new enterprise logos through high-touch direct sales of both security products and services.
• Technology Reselling: Manage the full sales cycle for Cybersecurity product licensing and hardware resale, ensuring clients have the best-in-class technology foundation.
• SOC Service Solutions: Consult with clients to design and sell sophisticated SOC (Security Operations Center) models, focusing on BOT (Build-Operating-Transfer) and MSSP frameworks.
• Direct Enterprise Engagement: Build and lead the end-to-end sales process directly with the client from initial cold outreach and prospecting to executive-level negotiations and closing.
• Holistic Value Proposition: Position Gruve’s integrated portfolio combining product resale with high-value professional services as a strategic advantage for CISOs and CIOs.
• Pipeline and Forecast Management: Maintain an active and healthy pipeline, accurately forecasting both product resale and recurring service revenue.

Basic Qualifications

• 10+ years of Enterprise Sales experience in Cybersecurity, with a proven ability to sell both products (resale) and professional services.
• Proven Hunter Track Record: Demonstrated success in New Logo Acquisition through direct engagement. Candidates with only channel-led or renewal experience will not be prioritized.
• Direct Sales Expertise: Extensive experience managing complex, long-cycle enterprise sales without heavy reliance on third-party channels.
• Security Industry Insight: Strong understanding of the cybersecurity market, including product licensing models (SaaS/Subscription) and SOC operations.
• Bachelor’s degree in Business, Technology, or a related field.

Preferred Qualifications

• Tier-1 Security Vendor Ecosystem: Hands-on experience reselling global Tier-1 cybersecurity solutions or working within leading security vendor environments.
• SOC and Service Model Specialization: Prior experience selling BOT (Build-Operating-Transfer) or MSSP models to multinational corporations.
• APAC Market Experience: Expertise in navigating multi-national customer environments and cross-border deals within the APAC region.
• Consistent Quota Achievement: History of consistently meeting or exceeding 1M dollar plus annual sales quotas (combined product and service revenue).
• Master’s degree or MBA in a related field.

Why Gruve

At Gruve, we foster a culture of innovation, collaboration, and continuous learning. We are committed to building a diverse and inclusive workplace where everyone can thrive and contribute their best work. If you’re passionate about technology and eager to make an impact, we’d love to hear from you.

Gruve is an equal opportunity employer. We welcome applicants from all backgrounds and thank all who apply; however, only those selected for an interview will be contacted.