We are Hex-Rays, the creators of IDA Pro, the world's leading software for reverse engineering and binary analysis. Trusted by the world's top technology companies, intelligence services, defense agencies, government organizations and cybersecurity teams, IDA Pro is the gold standard in our field.
We are entering an exciting new chapter, expanding our portfolio and bringing a new generation of AI-powered products to market. To drive this growth across the Americas, we are seeking a VP, Strategic Partnerships: a seasoned dealmaker with deep roots in enterprise technology and the US government, defense and intelligence communities.
Location: USA (East Coast preferred)
Type: Full-time
Role Overview
As VP, Strategic Partnerships, you will drive our commercial expansion across the Americas, owning the full sales cycle for high-value, complex deals, from initial 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. You will drive growth across the full Hex-Rays portfolio: winning new customers, expanding our established relationships, and accelerating the rollout of our newest technologies.
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 the Americas.
- Build and manage senior-level relationships with C-suite executives, procurement officers, and key decision-makers at major technology 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.
- Build strategic technology and channel partnerships that create new routes to market and meaningful long-term revenue.
- Partner closely with our Technical Evangelist and product teams on strategic opportunities, combining technical depth and commercial acumen in complex customer engagements.
- Represent Hex-Rays at high-profile industry events, conferences, and government forums, engaging senior customers, partners and stakeholders across the market.
- Collaborate with leadership and product teams to feed market intelligence back into product roadmap and go-to-market strategy.
- Meet and exceed revenue targets, creating a robust pipeline and maintaining 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.
- Proven success both expanding major existing accounts and winning significant new business.
- Demonstrated experience selling to and building relationships within US government agencies and/or the defense industrial base — this is a required qualification.
- Strong network across the cybersecurity ecosystem in the Americas, 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, entrepreneurial and hands-on: able to operate independently, build structure and drive growth in a lean, globally distributed team.
- Willingness to travel across the Americas for customer engagements, industry events, and conferences.
- Active or prior security clearance is a significant advantage.
The person we hope to meet
You create business; you don't just manage a pipeline. You see how a customer relationship can grow over years, spot opportunities before they become obvious, and know when a technical conversation has the potential to become a much larger commercial one.
You know when an account deserves patience, when a deal needs momentum, and when the opportunity is bigger than the transaction on the table.
You turn strong relationships and complex opportunities into meaningful, long-term business.
Why Join Hex-Rays?
For decades, IDA Pro has defined how the world's best security teams understand software. As AI transforms security research, Hex-Rays is shaping what comes next. This is a rare opportunity to lead the commercial strategy for that next chapter across the Americas.
- An attractive financial package with substantial, uncapped performance-based incentives tied directly to growth in the Americas.
- 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, network and track record to build significant business across complex technology, government and defense markets, we would like to hear from you.
Please send your resume or LinkedIn profile to jobs@hex-rays.com.
