Job description

DESCRIPTION At Opal, we’re building modern identity governance for the AI era—intelligent access management that empowers enterprises to move fast while staying secure. Our mission is to bring clarity, control, and confidence to complex enterprise environments, helping teams govern access without slowing down innovation. YOUR RESPONSIBILITIES - Define and execute sales strategies to meet and exceed assigned quota - Manage the full sales cycle through prospecting, qualifying, managing POVs, and closing opportunities - Partner with your CSM and SE counterparts to build strong partnerships, deliver continuous value, identity upsell opportunities, and ensure timely renewals for our customers - Acquire and maintain knowledge of the access management industry and emerging competitive landscape - Collaborate with the GTM team on sales best practices, key learnings of the industry and trends, and iterations of messaging and sales assets for pipeline generation and management - Be a voice for the customer/prospect with internal teams including Sales Engineering/POV team, Product and Marketing to ensure appropriate prioritization - Document your results and maintain accurate data across all sales systems OUR IDEAL CANDIDATE - 8+ years of quota-carrying field sales experience in a fast-paced and competitive market - Consistent track record of landing net new logos - Strong track record of meeting and exceeding sales quotas - Experience selling complex enterprise software, security and infrastructure management preferred - Strong executive presence, listening skills, and experience selling into the C-suite - Curious and highly driven self-starter with start-up experience Majority of the Opal team members work together in our San Francisco office but this role is remote. Visits to hang with the team in office will be welcome and encouraged :) Research shows that candidates from underrepresented backgrounds rarely apply unless they meet all the job criteria. We aren’t looking for someone who ticks every single box on a page; we’re looking for lifelong learners and people who can make us better with their unique experiences. If you think you’d be a great fit, then please get in touch to tell us about yourself. Opal is an Equal Employment Opportunity Employer.

Requirements

Must-haves

Define and execute sales strategies to meet and exceed assigned quota
Manage the full sales cycle through prospecting, qualifying, managing POVs, and closing opportunities
Partner with your CSM and SE counterparts to build strong partnerships, deliver continuous value, identity upsell opportunities, and ensure timely renewals for our customers
Acquire and maintain knowledge of the access management industry and emerging competitive landscape
Collaborate with the GTM team on sales best practices, key learnings of the industry and trends, and iterations of messaging and sales assets for pipeline generation and management
Be a voice for the customer/prospect with internal teams including Sales Engineering/POV team, Product and Marketing to ensure appropriate prioritization
Document your results and maintain accurate data across all sales systems
8+ years of quota-carrying field sales experience in a fast-paced and competitive market
Consistent track record of landing net new logos
Strong track record of meeting and exceeding sales quotas
Strong executive presence, listening skills, and experience selling into the C-suite
Curious and highly driven self-starter with start-up experience
Majority of the Opal team members work together in our San Francisco office but this role is remote. Visits to hang with the team in office will be welcome and encouraged :)

Nice-to-haves

Experience selling complex enterprise software, security and infrastructure management preferred

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

Platform: ashby
Effort: quick