Head of existing business

About OffSec

Founded in 2006 by the creators of Kali Linux, OffSec (formerly known as Offensive Security) is the leading provider of continuous professional and workforce development, training, and education for cybersecurity practitioners. OffSec’s distinct pedagogy and practical, hands-on learning help organizations fill the infosec talent gap by training their teams on today’s most critical skills. Become a part of our global presence and work from anywhere! With customers in 150+ countries and team members across 40+ countries, OffSec fosters a global, remote-first culture that values innovation and diversity. Our team includes internationally recognized cybersecurity experts, speakers, and professionals from top enterprises and government agencies. Think you can outwork, outlearn, and out-hustle the competition? Good. We like people who TRY HARDER. Excited about our mission and what we do? Apply and join us!

About the Job

OffSec is seeking a Director of Growth to lead the team that holds and grows our existing commercial customer base across the Americas. This leadership role owns the base: protecting what renews and building the rest of the number through expansion. Part of the number renews; the rest comes from expansion—going deeper into the accounts we already have and winning back the ones that drifted. Success requires knowing where real headroom exists and directing the team’s time accordingly. You’ll build the team and work in close partnership with Customer Success, alongside our acquisition, partner, and solutions teams. Renewal and expansion are earned through adoption and customer outcomes, so this partnership is central to the role.

About you

You’ve managed AEs on an existing customer base, and you have the judgment to tell an account nobody has worked from one that has genuinely stopped growing. You protect the base before chasing the gap. You coach both expansion and renewal. You know how a departmental foothold becomes an enterprise relationship, and you can teach reps to sell something the buyer did not already know they needed. You run a tight operating rhythm. You set a weekly cadence across pipeline generation, deal qualification, and value selling that people cannot drift out of, and you hire, assess, and performance-manage with conviction. You treat Customer Success as a true partner. You know that growth follows customer outcomes, and you build a shared operating rhythm with Customer Success so account health, adoption, risk, and expansion signals are visible well before a renewal date. Above all, you’re accountable for results and believe in OffSec’s mission: helping organizations develop the skills to defend against real-world threats. You approach each opportunity with curiosity, integrity, and a commitment to creating lasting customer value.

Duties and Responsibilities

• Hire into your open seats. Build the team by assessing talent quickly and filling open roles with sellers who can renew and expand.
• Protect the base before chasing the gap. Work renewals well ahead of the date so existing revenue is secure before the team pursues new growth.
• Partner with Customer Success on account health. Build a joint operating rhythm with Customer Success—shared account plans, regular health reviews, and clear handoffs—so adoption, risk, and expansion signals are spotted early and acted on together.
• Make customer outcomes the basis for growth. Ensure renewal and expansion conversations are grounded in measurable adoption and results, using value realization to show customers what their investment has produced.
• Work out where the expansion lives. Identify which accounts have real headroom and which are at their natural ceiling, and direct your team’s time accordingly.
• Coach expansion as well as renewal. Develop reps’ ability to grow accounts, including how a departmental foothold becomes an enterprise relationship.
• Run a disciplined weekly cadence. Hold a consistent rhythm across pipeline generation, deal qualification, and value selling that people cannot drift out of.
• Hold reps to breaking into named accounts. Set clear expectations for penetrating named accounts and track progress against them.
• Build toward multi-year agreements. Structure deals so accounts grow with us across the term instead of becoming a question at every renewal.
• Partner with the acquisition team. Coordinate on accounts graduating into the base so the transition is smooth and the growth plan starts on day one.

Qualifications

Experience managing AEs on an existing customer base, with the judgment to tell an account nobody has worked from one that has genuinely stopped growing. The ability to coach expansion and renewal, including developing reps who can grow departmental footholds into enterprise relationships. Experience partnering closely with Customer Success, including using adoption, usage, and account health data to protect renewals and identify expansion. A track record of selling something the buyer did not already know they needed, and building the business case to support it. A hiring track record, with the ability to assess talent quickly and the willingness to performance-manage.

Preferred qualifications: Experience selling SaaS, cybersecurity, technical training, or workforce development solutions. Experience engaging and re-engaging current and recent customers. Experience building program champions and identifying stakeholders. Experience working with channel partners, resellers, or distributors. Training in or practical experience applying MEDDPICC and/or Command of the Message to support opportunity qualification and value messaging.

EEO

OffSec provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.