Head Global Distribution Sales jobs at Orca Security

• High-growth: Over the past six years, we’ve consistently achieved milestones that take other companies a decade or more. During this time, we’ve significantly grown our employee base, expanded our customer reach, and rapidly advanced our product capabilities.
• Disruptive innovation: Our founders saw that traditional security didn’t work for the cloud so they set out to carve a new path. We’re relentless pioneers who invented agentless technology and continue to be the most comprehensive and innovative cloud security company.
• Well-capitalized: With a valuation of $1.8 billion, Orca is a cybersecurity unicorn dominating the cloud security space. We’re backed by an impressive team of investors such as Capital G, ICONIQ, GGV, and SVCI, a syndicate of CISOs who invest their own money after conducting their due diligence.
• Respectful and transparent culture: Our executives pride themselves on being accessible to everyone and believe in sharing knowledge with the employees. Each employee has a place in shaping the future of our industry.

• Prospecting: Use various outbound methods, such as cold calling, emailing, and social selling, to identify and engage potential customers.
• Lead Generation: Generate high-quality leads and opportunities through proactive outreach efforts.
• Opportunity Qualification: Conduct thorough research to understand prospects’ business needs and qualify them as potential Orca Security customers.
• Pipeline Development: Collaborate with the sales team to build and maintain a robust sales pipeline.
• Relationship Building: Establish and nurture relationships with key decision-makers to drive engagement and interest in Orca Security’s solutions.
• Metrics Tracking: Maintain accurate records of all prospecting activities and provide regular reports on key performance metrics.
• Continuous Learning: Stay up-to-date on industry trends, product knowledge, and sales techniques to continuously improve performance.

• Strong work ethic and desire to grow and learn.
• Strong communication and interpersonal skills.
• Highly motivated with a passion for sales and technology.
• Ability to thrive in a fast-paced, results-oriented environment.
• Resilience and persistence in the face of challenges.
• Eagerness to learn and adapt to new processes and technologies.
• Competitive and curious.
• Previous sales or customer-facing experience is a plus but not required.
• Bachelor’s degree is preferred or equivalent practical experience.
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• Tough, tenacious, and looking to earn next steps in their career. This is not an easy job, but it is a fantastic opportunity for individuals who are willing to work hard and seize the chance to lay the groundwork for future success at Orca Security. If you are ready to take on challenges, grow professionally, and contribute to a leading cybersecurity company, we want to hear from you!

• Competitive salary, and commission structure.
• Competitive benefits.
• Comprehensive training and professional development opportunities.
• A fast-paced, dynamic work environment with opportunities for career advancement.
• Exposure to cutting-edge cybersecurity technology and solutions.
• Located in Austin, Texas (hybrid work from home and in-office schedule).

Highlights:

• High-growth: Over the past six years, we’ve consistently achieved milestones that take other companies a decade or more. During this time, we’ve significantly grown our employee base, expanded our customer reach, and rapidly advanced our product capabilities.
• Disruptive innovation: Our founders saw that traditional security didn’t work for the cloud—so they set out to carve a new path. We’re relentless pioneers who invented agentless technology and continue to be the most comprehensive and innovative cloud security company.
• Well-capitalized: With a valuation of $1.8 billion, Orca is a cybersecurity unicorn dominating the cloud security space. We’re backed by an impressive team of investors such as Capital G, ICONIQ, GGV, and SVCI, a syndicate of CISOs who invest their own money after conducting their due diligence.
• Respectful and transparent culture: Our executives pride themselves on being accessible to everyone and believe in sharing knowledge with the employees. Each employee has a place in shaping the future of our industry.

Key Responsibilities:

• Own and lead Orca’s global two-tier distribution strategy across North America, EMEA, and APJ.
• Identify, recruit, and grow high-performing distributors aligned with Orca’s GTM.
• Build scalable distribution programs, including onboarding, enablement, incentives, and partner communications.
• Align closely with AWS partner ecosystem and co-sell programs to amplify field impact.
• Collaborate across marketing, operations, legal, and regional channel teams to ensure consistent global execution.

What We’re Looking For:

• 8+ years in distribution leadership or channel sales, ideally in cybersecurity or SaaS.
• Proven success building and scaling global distribution networks.
• Strong experience with AWS-aligned GTM strategies, Marketplace, and co-sell integration.
• Ability to operate globally while executing regionally.
• Executive presence with a track record of cross-functional collaboration.

: Orca Security completely changed the way cloud is secured and is leading a new approach of how security solutions should be built. It’s completely agentless and detects every important risk in the cloud environment down to the data layer. It’s fast, simple, and complete.

Well-capitalized : With a valuation of $1.8 billion, Orca is a cybersecurity unicorn dominating the cloud security space. We’re backed by an impressive team of investors such as Capital G, ICONIQ, GGV, and SVCI, a syndicate of CISOs who invest their own money after conducting their due diligence.

● Founded and led by 8 architects and executives from Check Point and quickly joined by many senior engineers from Palo Alto and Check Point.

Senior Sales Engineer – AppSec/Cloud Security

• Provide pre-sales support for qualified opportunities and POC (proof of concept) process for the Orca Cloud Security solution
• Deliver technical presentations of the offering to new potential customers
• Collaborate with Enterprise Sales team to plan and implement sales strategies to win business
• A strong understanding of the Orca Cloud Solution –subject matter expert
• Provides support at vendor-sponsored events, trade shows, and user group meetings
• Stay on top of the administrative aspect for the role – timely updates of our CRM – and be engaged with Sales and Engineering
• Participate in and/ or conduct technical working sessions with Sales and the other Sales Engineer(s) to jointly architect solutions to business problems leveraging Orca’s Cloud solution with prospective new customers
• Acts independently to determine methods and procedures on new or special assignments
• Remain up-to-date on Orca’s solutions and product releases and maintain familiarity and adherence to all Company methods and procedures.
• Collaborate with sales to achieve revenue targets.

ABOUT YOU

• Bachelor’s degree, 5+ years of experience in a sales engineering role.
• 4+ years of cloud security sales engineering or related engineering experience.
• Ability to handle a fast-paced environment and continuously re-prioritize while maintaining a constant focus on the sales process.
• Passion about technology & cloud / cybersecurity.
• Outstanding presentation skills, focusing on dialogue rather than monologue; and, combining technology with real customer value.

Bonus Points If You Have:

• Hands On AWS / GCP / Azure experience
• Experience with CSPM / Vulnerability Management solutions

Highlights:

• High-growth: Over the past six years, we’ve consistently achieved milestones that take other companies a decade or more. During this time, we’ve significantly grown our employee base, expanded our customer reach, and rapidly advanced our product capabilities.
• Disruptive innovation: Our founders saw that traditional security didn’t work for the cloud—so they set out to carve a new path. We’re relentless pioneers who invented agentless technology and continue to be the most comprehensive and innovative cloud security company.
• Well-capitalized: With a valuation of $1.8 billion, Orca is a cybersecurity unicorn dominating the cloud security space. We’re backed by an impressive team of investors such as Capital G, ICONIQ, GGV, and SVCI, a syndicate of CISOs who invest their own money after conducting their due diligence.
• Respectful and transparent culture: Our executives pride themselves on being accessible to everyone and believe in sharing knowledge with the employees. Each employee has a place in shaping the future of our industry.

Key Responsibilities:

• Define global GSI strategy and priorities.
• Build and track joint business plans and GTM alignment.
• Coordinate with AWS Global Partner Organization (GPO).

What We’re Looking For:

• 8+ years in global alliances or GSI management.
• Executive presence and strong AWS understanding.
• Experience building co-sell service offerings with cloud hyperscalers.

: Orca Security completely changed the way cloud is secured and is leading a new approach of how security solutions should be built. It’s completely agentless and detects every important risk in the cloud environment down to the data layer. It’s fast, simple, and complete.

Well-capitalized : With a valuation of $1.8 billion, Orca is a cybersecurity unicorn dominating the cloud security space. We’re backed by an impressive team of investors such as Capital G, ICONIQ, GGV, and SVCI, a syndicate of CISOs who invest their own money after conducting their due diligence.

● Founded and led by 8 architects and executives from Check Point and quickly joined by many senior engineers from Palo Alto and Check Point.

Senior Sales Engineer – AppSec/Cloud Security

• Provide pre-sales support for qualified opportunities and POC (proof of concept) process for the Orca Cloud Security solution
• Deliver technical presentations of the offering to new potential customers
• Collaborate with Enterprise Sales team to plan and implement sales strategies to win business
• A strong understanding of the Orca Cloud Solution –subject matter expert
• Provides support at vendor-sponsored events, trade shows, and user group meetings
• Stay on top of the administrative aspect for the role – timely updates of our CRM – and be engaged with Sales and Engineering
• Participate in and/ or conduct technical working sessions with Sales and the other Sales Engineer(s) to jointly architect solutions to business problems leveraging Orca’s Cloud solution with prospective new customers
• Acts independently to determine methods and procedures on new or special assignments
• Remain up-to-date on Orca’s solutions and product releases and maintain familiarity and adherence to all Company methods and procedures.
• Collaborate with sales to achieve revenue targets.

ABOUT YOU

• Bachelor’s degree, 5+ years of experience in a sales engineering role.
• 4+ years of cloud security sales engineering or related engineering experience.
• Ability to handle a fast-paced environment and continuously re-prioritize while maintaining a constant focus on the sales process.
• Passion about technology & cloud / cybersecurity.
• Outstanding presentation skills, focusing on dialogue rather than monologue; and, combining technology with real customer value.

Bonus Points If You Have:

• Hands On AWS / GCP / Azure experience
• Experience with CSPM / Vulnerability Management solutions

Responsibilities:

• Prospecting: Use various outbound methods, such as cold calling, emailing, and social selling, to identify and engage potential customers.
• Lead Generation: Generate high-quality leads and opportunities through proactive outreach efforts.
• Opportunity Qualification: Conduct thorough research to understand prospects’ business needs and qualify them as potential Orca Security customers.
• Pipeline Development: Collaborate with the sales team to build and maintain a robust sales pipeline.
• Relationship Building: Establish and nurture relationships with key decision-makers to drive engagement and interest in Orca Security’s solutions.
• Metrics Tracking: Maintain accurate records of all prospecting activities and provide regular reports on key performance metrics.
• Continuous Learning: Stay up-to-date on industry trends, product knowledge, and sales techniques to continuously improve performance.

Requirements:

• Strong work ethic and desire to grow and learn.
• Strong communication and interpersonal skills.
• Highly motivated with a passion for sales and technology.
• Ability to thrive in a fast-paced, results-oriented environment.
• Resilience and persistence in the face of challenges.
• Eagerness to learn and adapt to new processes and technologies.
• Competitive and curious.
• Previous sales or customer-facing experience is a plus but not required.
• Bachelor’s degree is preferred or equivalent practical experience.

Ideal Candidate:

• Tough, tenacious, and looking to earn next steps in their career. This is not an easy job, but it is a fantastic opportunity for individuals who are willing to work hard and seize the chance to lay the groundwork for future success at Orca Security. If you are ready to take on challenges, grow professionally, and contribute to a leading cybersecurity company, we want to hear from you!

Benefits:

• Competitive salary, and commission structure.
• Competitive benefits.
• Comprehensive training and professional development opportunities.
• A fast-paced, dynamic work environment with opportunities for career advancement.
• Exposure to cutting-edge cybersecurity technology and solutions.
• Located in Austin, Texas (hybrid work from home and in-office schedule).

HIGHLIGHTS

• Fast growth: This company has momentum. It’s THE opportune time to join Orca Security.
• Disruptive technology : Orca Security completely changed the way cloud is secured and is leading a new approach of how security solutions should be built. It’s completely agentless and detects every important risk in the cloud environment down to the data layer. It’s fast, simple, and complete.
• Well-capitalized : Strong VC investment including $630 M since inception.
• Founded and led by 8 architects and executives from Check Point and quickly joined by many senior engineers from Palo Alto and Check Point.

As part of the job you’ll:

• Provide pre-sales support for qualified opportunities and POC (proof of concept) process for the Orca Cloud Security solution
• Deliver technical presentations of the offering to new potential customers
• Collaborate with Enterprise Sales team to plan and implement sales strategies to win business
• A strong understanding of the Orca Cloud Solution –subject matter expert
• Provides support at vendor-sponsored events, trade shows, and user group meetings
• Stay on top of the administrative aspect for the role – timely updates of our CRM – and be engaged with Sales and Engineering
• Participate in and/ or conduct technical working sessions with Sales and the other Sales Engineer(s) to jointly architect solutions to business problems leveraging Orca’s Cloud solution with prospective new customers
• Acts independently to determine methods and procedures on new or special assignments
• Remain up-to-date on Orca’s solutions and product releases and maintain familiarity and adherence to all Company methods and procedures.
• Collaborate with sales to achieve revenue targets.

ABOUT YOU

• Bachelor’s degree, 3+ years of experience in a sales engineering role.
• 2+ years of cloud security sales engineering or related engineering experience.
• Ability to handle a fast-paced environment and continuously re-prioritize while maintaining a constant focus on the sales process.
• Passion about technology & cloud / cybersecurity.
• Outstanding presentation skills, focusing on dialogue rather than monologue; and, combining technology with real customer value.

Bonus Points If You Have:

• Hands On AWS / GCP / Azure experience
• Experience with CSPM / Vulnerability Management solutions