Director, Strategic Sales - West

About this role

Role Overview
1Kosmos is seeking a Strategic Sales Director – West to lead and accelerate commercial growth across a defined set of target verticals and the broader Western United States. This is a senior individual contributor and market development role for someone who can carry a complex, six- and seven-figure enterprise sales cycle from first conversation to signed contract, and who can operate credibly with CISO, CIO, and procurement stakeholders across industries where identity fraud and credential-based breaches carry direct financial and operational risk.
1Kosmos has built significant momentum across identity verification and passwordless authentication. On the identity verification side, deployments span patient and customer onboarding, account recovery, and step-up verification for high-risk transactions. On the authentication side, the platform delivers passwordless access for enterprise workforce users and shared/frontline workstations alike, using facial biometrics, FIDO2 hardware keys, and passkeys. This combination, verified identity carried into reusable, passwordless authentication, sits on top of a customer's existing identity infrastructure rather than replacing it.
1Kosmos was named a Leader in the 2026 Gartner Magic Quadrant for Identity Verification, holding the highest product score for workforce use cases for the second consecutive year, and is recognized as a leader in passwordless authentication for the enterprise by KuppingerCole. The platform holds a differentiated compliance profile, including NIST 800-63-3 certification at AAL2 and IAL2 (with an IAL3 step-up option), FedRAMP High authorization, Department of Defense IL4, and Kantara certification as a full Credential Service Provider, one of a small number of vendors globally at that level.
This role will own go-to-market strategy and execution across 1-2 assigned target verticals plus the Western U.S. territory for opportunities outside the company's target vertical set, driving pipeline from initial engagement through close and working cross-functionally with Solutions Engineering, Product, Marketing, and Customer Success to deliver outcomes for enterprise customers.
Key Responsibilities
Territory and Market Development

• Own a combination territory: 1-2 assigned target verticals (drawn from Manufacturing, Financial Services, Retail, BPO, Distribution & Supply Chain, and Travel & Entertainment) plus the Western United States geography for opportunities outside the company-wide target vertical set.

• Build and execute a territory plan that prioritizes account targeting, whitespace mapping, and partner coverage across the assigned verticals and geography.

• Generate pipeline through direct outreach, partner co-sell motions, industry events, and referral networks across CISO, CIO, VP of Identity, and IT leadership audiences.

• Develop and maintain a qualified pipeline sufficient to support consistent quarterly and annual revenue targets.

• Identify and pursue whitespace opportunities across the full 1Kosmos use case portfolio, including identity verification (onboarding, account recovery, step-up authentication) and passwordless authentication (enterprise and shared/frontline workstation).
Sales Execution and Deal Management

• Own the full sales cycle from discovery through contract execution on net-new and expansion opportunities.

• Lead executive-level engagement with CISO, CIO, VP of Identity, Security, and Procurement stakeholders.

• Articulate 1Kosmos' differentiated value across identity verification and passwordless authentication, connecting both to the specific fraud, compliance, and operational risks relevant to each account's industry.

• Navigate complex, multi-stakeholder deal cycles including security reviews, legal, procurement, and compliance approvals common to enterprise purchasing environments.

• Work with channel partners including Optiv, VARs, and GSIs on partner-assisted and partner-sourced deals.
Customer and Stakeholder Engagement

• Act as the primary executive sponsor and relationship owner for strategic accounts throughout the sales cycle.

• Translate identity security requirements into business outcomes, including reduced help desk volume, fraud loss prevention, and reduced risk of credential-based breaches.

• Partner with Solutions Engineering on proof-of-concept design and execution, ensuring technical validation aligns with customer requirements.

• Coordinate with Customer Success post-sale to support smooth onboarding and expansion planning.
Cross-Functional Collaboration

• Work closely with the SVP of Americas Sales on territory planning, forecast accuracy, and executive account strategy.

• Partner with Marketing on vertical-specific campaigns, event strategy, and collateral including case studies, use case briefs, and competitive positioning.

• Provide structured feedback to Product on vertical-specific requirements, integration depth, and use case gaps.

• Collaborate with the Partnerships team to activate and co-sell with systems integrators and technology alliance partners active in the assigned verticals and territory.
Reporting and Forecast Management

• Maintain accurate pipeline, opportunity, and forecast data in CRM.

• Provide regular updates to the SVP of Americas Sales on progress, risks, blockers, and competitive intelligence.

• Track and report on key performance metrics including pipeline coverage, win rates, average contract value, and time to close.
The 1Kosmos Opportunity
Identity fraud and credential-based attacks are accelerating across every industry, from synthetic identities and deepfakes used to defeat onboarding, to social engineering used to compromise help desks and account recovery flows. Manufacturing, financial services, retail, BPO, distribution and supply chain, and travel and entertainment organizations each face a version of this problem: high-volume identity events, distributed or frontline workforces, and growing regulatory…