VP, Sales Development

Position Summary

Reporting to the President, the VP, Sales Development will own the strategy, structure, and performance of Delinea's Global Sales Development organization. As the executive leader of this function, this role is charged with setting the multi-year vision for software retention, adoption, and expansion across our customer base, and building the team and systems needed to deliver on it. Given our subscription business model, this role is absolutely vital to our long-term success, so the ideal candidate brings executive-level business and sales acumen, a strategic eye on customer focus, and a track record of building and scaling teams through managers and team leads. This position is a core member of the Delinea GTM Leadership Team, partnering directly with the President and cross-functional executive peers to shape company-wide retention strategy.

What You’ll Do:

• Own and evolve the multi-year global renewals strategy to protect and grow Annual Recurring Revenue, setting the vision that guides how renewal contracts are secured well in advance of expiration across the organization
• Build, scale, and lead a high-achieving global renewals organization — including managers and team leads — to successfully execute account management capabilities and bring renewals to closure worldwide
• Set the executive-level strategy to defend against competitive pressures and identify additional opportunities for expansion within current customer accounts, partnering with Product and Marketing leadership on positioning
• Own the customer retention forecast and its P&L implications, implementing strategies for increasing retention (reducing churn while maintaining price increases) and providing regular visibility to the CRO and executive team
• Set annual uplift and pricing strategy in partnership with Finance, and serve as the executive escalation point for pain points surfaced by the Sales, Customer Success, Support, and/or Product teams
• Serve as the primary executive bridge between Sales, Finance, and Customer Success, aligning cross-functional roadmaps and priorities around retention
• Build and govern the processes, systems, and reporting infrastructure needed to identify churn trends early, communicate them to executive stakeholders, and drive appropriate follow-up action — including partnering with Product leadership to translate customer feedback into product and GTM strategy

What You’ll Bring:

• Demonstrable experience building and scaling a renewals, retention, or sales development function at the VP level, ideally within a subscription/SaaS business, including a track record of leading leaders — coaching and developing managers, not just individual contributors
• Ability to design org structure, delegate through multiple layers of management, and prioritize effectively across a growing global team
• Excellent executive leadership competency, strong work ethic, self-driven, and people-centric, with the ability to operate as a strategic partner to the President and executive staff
• Exceptional strategic and analytical thinking and decision making skills, with experience presenting to senior leadership and/or the board, and a sustained focus on continuous improvement
• Capable of managing fast-paced situations in a dynamic and highly responsive environment
• Excellent executive communication, presentation (written and oral), and organization skills a must
• Ability to influence cross-functionally at the executive level to positively motivate internal teams and drive customer success
• Winning, can-do attitude
• Proficiency in Salesforce