VP Americas, Strategic Partnerships

Come on an exciting journey with us at Hex-Rays. We are the creators of IDA Pro, the world's leading software for reverse engineering and binary analysis. Trusted by the world's top product companies, intelligence services, defense agencies, and cybersecurity teams, IDA Pro is the gold standard in our field.

We are now entering an exciting new chapter, bringing a new generation of AI-powered products to market. To drive this growth across the North American market, we are seeking a VP, Strategic Partnerships: a seasoned dealmaker with deep roots in both enterprise technology and the US defense and intelligence community.

Location: USA (East Coast preferred)

Type: Full-time

Role Overview

As VP, Strategic Partnerships, you will be the commercial engine behind Hex-Rays' expansion in the North American market. You will own the full sales cycle for high-value, complex deals, from first engagement to signed contract, across enterprise technology companies, government agencies, and defense and intelligence organizations.

You will serve as the primary commercial interface between Hex-Rays and C-level and senior decision-makers at major organizations. Working hand-in-hand with our Technical Evangelist, you will drive structured, high-value deals that unlock the full potential of Hex-Rays' growing product portfolio.

Key Responsibilities

• Own go to market strategy and end-to-end sales cycles for high-value deals across enterprise technology, government, defense, and intelligence sectors in North America.

• Build and manage senior-level relationships with C-suite executives, procurement officers, and key decision-makers at major product companies and government agencies.

• Drive awareness and adoption of Hex-Rays' new product portfolio across the existing and prospective customer base.

• Develop and execute strategic account plans for key accounts, including structured upsell and expansion strategies for existing Hex-Rays customers.

• Partner closely with the Technical Evangelist to deliver compelling, tailored sales engagements, demos, and proposals that resonate at both technical and executive levels.

• Represent Hex-Rays at high-profile industry events, conferences, and government forums, positioning the company as the partner of choice in cybersecurity tooling.

• Collaborate with leadership and product teams to feed market intelligence back into product roadmap and go-to-market strategy.

• Meet and exceed revenue targets, building a robust pipeline and consistent forecasting discipline.

Key Qualifications

• 10+ years of experience in enterprise software sales or business development, with a consistent track record of closing high-value deals in cybersecurity or adjacent technical markets.

• Demonstrated experience selling to and building relationships within US government agencies and/or the defense industrial base — this is a required qualification.

• Strong network within the North American cybersecurity ecosystem, spanning enterprise technology companies and federal/defense buyers.

• Knowledge of cybersecurity principles, tooling landscapes, and emerging AI-driven security technologies; familiarity with reverse engineering, vulnerability research, or malware analysis is a strong plus.

• Proven ability to navigate complex, multi-stakeholder procurement processes, including Federal Acquisition Regulation (FAR) and defense contracting frameworks.

• Exceptional communication and executive presence — comfortable presenting to C-level audiences, agency leadership, and senior procurement officials alike.

• Highly autonomous and entrepreneurial: able to operate independently, build structure, and drive results in a lean, globally distributed team.

• Willingness to travel across North America for customer engagements, industry events, and conferences.

• Active or prior security clearance is a significant advantage.

Why Join Hex-Rays?

This is a rare opportunity to lead commercial growth for a globally renowned product at an inflection point — as it evolves from a single flagship tool into a full AI-powered platform for the security community.

• Competitive base salary with significant performance-based incentives tied to deal outcomes.

• Remote-first, flexible working environment.

• High autonomy and direct access to leadership — your decisions will have real, visible impact.

• The opportunity to represent the most trusted brand in reverse engineering to the world's most sophisticated buyers.

• Work alongside some of the sharpest minds in cybersecurity, backed by decades of domain expertise.

If you have the commercial instincts, the government and enterprise network, and the drive to build something significant in the cybersecurity market, we would love to hear from you.