About the role
About Dashlane
Dashlane’s mission is to deliver the credential security every business and employee needs to thrive. Millions of consumers, and over 25,000 brands worldwide, such as Michelin, Air France, and Forrester, trust Dashlane for industry-leading innovations, patented zero-knowledge security, and an unmatched user experience. Founded in Paris, Dashlane has since established offices in New York and Lisbon, and has grown to more than 300 Dashlaners globally.
We're looking for people who actively use AI tools to drive efficiency, creativity, and impact in their work. At Dashlane, we drive innovation and value learning, strive for excellence in everything we do, and thrive as one team. Learn more about life at Dashlane, including how we work, how we hire, and the benefits of being a Dashlaner.
About the role:
Dashlane is searching for an exceptional Director of Sales to lead our B2B Account Executive team in New York. You will build, inspire, and scale a high-performance sales team while driving significant revenue growth by focusing on primarily selling into Dashlane’s ICP of 1,000+ employee prospect and client accounts. This is not a role that requires managing through process alone; you will instill a culture of rigor, accountability, and continuous learning while fostering the innovation and teamwork that define Dashlane. You will also be integral to ensuring cross functional alignment with marketing, product, customer success, amongst other teams.
Beyond traditional sales leadership, you will pioneer how our sales organization leverages AI to research prospects and clients, compress sales cycles, improve deal quality, and accelerate team development. You will use data and intelligence to make decisions faster, coach smarter, and hire talent that accelerates our growth. This role sits at the intersection of operational excellence and transformational leadership.
What you'll do:
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Sales team leadership & culture
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Build, develop, and scale a high-performing team of Account Executives, translating company vision into individual excellence and collective momentum.
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Hire exceptional talent, identifying people who combine technical acumen with adaptability, ambition with humility, and individual drive with team-first mindset. Use predictive hiring, skills assessments, and rigorous interviewing to raise talent density.
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Create a culture of coaching and continuous improvement: model vulnerability, demand rigor in feedback, and celebrate growth as much as wins. Coach reps through call reviews, role plays, and real-time guidance, and participate on client meetings when required.
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Guide Account Executives through complex, multi-stakeholder sales cycles (CISO, CIO, procurement, legal)
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Foster a 'learn from failures' environment where reps and the team experiment boldly, iterate quickly, and extract lessons that compound over time.
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Hold the team accountable for pipeline build, deal efficacy, and quota attainment while maintaining psychological safety. Drive urgency and execution without burning people out.
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- Revenue growth & operational rigor
- Own net new ARR, inclusive of both expansion and new logo growth for your sales organization. Set aggressive but achievable targets, ensure consistent quarter-to-quarter progress, and drive pipeline discipline from day one.
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Establish and operationalize a repeatable sales process: define handoffs, qualify rigorously, forecast with confidence, and execute with precision. Use CRM and sales tools (Salesforce, Gong, ZoomInfo, Rattle) to create visibility and accountability.
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Develop expertise in cybersecurity, identity, and password management landscapes — understand our buyers, competitive positioning, and market dynamics deeply.
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Collaborate closely with Sales Development, Sales Engineering, Customer Success, and Marketing to align strategy, eliminate friction, and maximize conversion at every stage of the funnel.
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Work with Channel Partners to expand go-to-market and unlock new customer acquisition vectors.
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Own and deliver quarterly and annual revenue targets
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Forecast accurately and manage pipeline health across segments
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- AI-enabled sales leadership
- Actively embed AI into your sales operations: use AI to qualify leads faster, identify deal risk signals early, auto-summarize conversations for coaching, and surface patterns that improve win rates.
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Challenge your team to leverage AI tools (industry-specific platforms or predictive analytics) to accelerate research, generate personalized outreach, and focus high-touch selling on closing, not admin.
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Use data and AI insights to coach smarter: analyze Gong call recordings with AI assistance to identify coaching moments, uncover team strengths/gaps, and accelerate rep development.
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Experiment ruthlessly with AI across hiring, forecasting, and customer targeting. Model this innovation mindset for your team and share learnings across the org.
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Reduce sales cycle length by 15–25% in year one by embedding AI-informed strategies into prospecting, qualification, and deal acceleration.
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What we're looking for:
- Experience & Track Record
- 8+ years of progressive B2B SaaS sales experience, with at least 4 years managing sales teams (direct or matrix).
- Proven track record of exceeding revenue targets and hiring, developing, and retaining a high performing sales organization.
- Demonstrated success in cybersecurity, identity, or adjacent tech verticals that demand familiarity with enterprise buyer psychology and skeptical decision makers.
- Identified success in creating sales led campaigns to drive pipeline creation via outbound calling, emailing and social media outreach
- Experience driving complex B2B sales cycles, managing multiple stakeholders, and closing enterprise deals.
- Leadership & Intangibles
- Drive innovation: you embrace new approaches to solving problems. You are curious about AI, comfortable with ambiguity, and willing to experiment and iterate to find better ways.
- Strive for excellence: you hold yourself and your team to high standards. You act with urgency when your customers need you, celebrate wins together, and leave things better than you found them.
- Thrive as one team: you solve difficult problems collaboratively, empower colleagues by sharing information, trust others to act in Dashlane's best interest, and give credit, not blame.
- Lead through influence: you inspire and motivate others without relying solely on authority. You are effective at cross-functional collaboration and can present complex ideas to senior leadership.
- Combine rigor with coaching: you balance accountability with psychological safety. You provide clear feedback, invest in people development, and create an environment where reps want to grow.
- Think data-first — you make decisions based on evidence, not instinct. You can interpret sales metrics, identify key insights, and implement strategies backed by data.
- Actively use AI: you are already embedding generative tools into your workflow for analysis, strategy, and coaching. You expect your team to do the same.
- Skills & Competencies
- Exceptional communication, both verbal and written. You present clearly to prospects, colleagues, and senior leadership.
- Deep expertise in sales methodologies (Sandler, Challenger, MEDDIC, etc.) and ability to coach others in these frameworks.
- Fluency with sales tools: Salesforce, Gong call recording/analysis, CRM best practices, and ZoomInfo or similar account intelligence platforms.
- Subject matter expertise in cybersecurity, identity management, and/or password management, or demonstrated ability to learn complex technical landscapes quickly.
- Ability to collaborate at all levels of the organization, articulating the “why” behind decisions, keeping all stakeholders informed, surfacing risks early, and partnering strategically on goals and resource allocation.
Salary Range:
The base salary for this role is $200,000. Additionally, this position is eligible for a variable compensation plan tied to performance targets, with a total On-Target Earnings (OTE) $350,000.
Our salary ranges are based on paying competitively for our size and industry, and
Aplyr's read
Dashlane is a cybersecurity leader focused on password management, attracting tech-savvy professionals passionate about digital security and user privacy.
What's promising
- •Dashlane offers a strong focus on digital security, appealing to privacy-conscious professionals.
- •The company has a diverse range of roles, indicating growth and varied opportunities.
- •Dashlane's emphasis on AI privacy suggests innovation in cybersecurity solutions.
What to watch
- •Competition in the password management sector is intense, with many established players.
- •Limited public information about Dashlane's financial performance may concern some applicants.
- •The company's European presence may limit opportunities for non-EU residents.
Why Dashlane
- •Dashlane integrates AI for enhanced privacy features, setting it apart in cybersecurity.
- •The platform's user-friendly interface simplifies complex security tasks for non-experts.
- •Dashlane's focus on both individual and business solutions broadens its market reach.
Aplyr’s read is generated by AI from public sources. Was it useful?
About Dashlane
Dashlane is a leading password management and digital security platform that helps users securely store and manage their passwords, personal information, and payment details. By simplifying online security, Dashlane empowers individuals and businesses to protect their digital identities and enhance their online safety.
