VP of Sales

Read This First

This is a hunter role. We are not handing you a pipeline, an SDR team, or a stream of inbound leads. We're a referral-driven firm, and every meaningful deal we've closed came through trust — a warm introduction, a network relationship, or an existing client expanding. That's not a weakness we're hiring you to fix with cold outbound; it's the model we're hiring you to scale.

If you need marketing to feed you, this isn't your job. If you have a real network of mid-market CEOs, CFOs, and CTOs — or the channel relationships (insurance brokers, PE operating partners, fractional CFOs, MSPs) that reach them — and you want uncapped commission on a book of recurring retainer revenue that compounds every year, keep reading.

About Framework Security

We're a boutique cybersecurity consulting firm based in Los Angeles serving mid-market companies in fintech, construction, healthcare, and SaaS. Our model is embedded, retainer-based security: most firms hand you a PDF and leave — we stay until the gaps are closed. That model produces sticky, recurring revenue and clients who renew and expand year after year.

Our services span compliance programs (SOC 2, ISO 27001, CMMC, NIST 800-171), penetration testing, incident response, vCISO/embedded security leadership, and AI security and governance — including a productized Shadow AI Audit that gives you a low-friction wedge offer to open doors.

Timing matters in two of our verticals right now: construction companies in the defense supply chain are facing a hard CMMC Level 2 deadline, and fintech companies are scrambling on AI compliance. You'd be selling urgency, not FUD.

Reporting & Compensation

• Reports to: Jerry Sanchez, CEO
• Location: Remote (US-based), Los Angeles a plus
• Compensation: Modest base + uncapped, commission-heavy variable + residuals on renewals + equity appreciation rights

What You'll Own

Your own sourced pipeline. You bring the relationships. You open the doors. The CEO partners with you as the technical closer on complex deals, but sourcing is yours — that's the whole point of the role.

Our referral channel programs. We have two partner referral programs in development — one targeting cyber insurance brokers, one targeting PE firms and fractional CFO practices. You'll take these over, build them out, and turn them into repeatable channels. If you already have relationships in these worlds, you'll hit the ground running.

A named-account reactivation list. Roughly $500K in named, previously lost deals — real companies with real budgets who didn't buy the first time. Not a warm pipeline, but not a cold start either.

Revenue accountability. You carry a self-sourced revenue number. We'll set it together based on your ramp plan, but the expectation is that within 12 months, revenue you sourced is a major line on our P&L.

The playbook. Document what works so the motion is repeatable. If your channel production justifies it, you'll make the case for the next sales hire — and lead them.

What You Will NOT Be Doing

• Working inbound leads or marketing-qualified leads (there is no lead machine here)
• Managing existing client accounts (our delivery team and CEO own those relationships)
• Running cold outbound sequences and hoping (we've tested it; it doesn't close in our business)
• Waiting for anyone to hand you anything

What We're Looking For

Must-haves:

• A demonstrable, current network of mid-market executive buyers (CEO/CFO/CTO) and/or channel partners — brokers, PE operating teams, fractional CFO shops, MSPs. In the interview process, we will ask you to walk us through specific relationships and where your first 10 conversations would come from. Come ready.
• 7+ years selling B2B services with a track record where the majority of your closed revenue was self-sourced — not marketing-fed, not inherited accounts.
• Experience closing $50K–$500K services and retainer deals with mid-market buyers.
• Comfort selling trust-based, relationship-driven engagements with 1–4 month cycles.
• Founder-led, small-team DNA. You build; you don't administrate.

Nice-to-haves:

• Background in cybersecurity, GRC, compliance (SOC 2, ISO, CMMC, HIPAA), or AI governance
• Existing relationships in construction, fintech, healthcare, or the cyber insurance ecosystem
• Experience monetizing partner/referral channels
• HubSpot fluency

Compensation Philosophy

We built this comp plan for a hunter, which means the ceiling is uncapped and the leverage is in the variable:

• Modest base salary — enough to be stable, not enough to be comfortable
• Uncapped commission on self-sourced revenue — meaningfully higher rate than any company-assisted deal
• Residual commission on renewals of retainers you originated — our clients renew, so your book compounds year over year instead of resetting to zero every January
• Equity Appreciation Rights available for the right candidate, 4-year vest
• Optional draw structure during ramp, recoverable against commission

If you're the network-rich hunter we're describing, this plan pays you more than a fat base ever would. If you're not, it won't — and that's by design.

What Success Looks Like

• 90 days: Your network is activated — first-degree conversations booked, both referral partner programs launched with signed partners, qualified self-sourced pipeline building.
• 6 months: First self-sourced retainer deals closed. Referral channels producing warm introductions monthly. Reactivation list fully worked.
• 12 months: Self-sourced and channel-sourced revenue is a major, growing line on the P&L, your renewals residual book is compounding, and the sales motion is documented well enough to hire behind you.

Why Framework Security

• Recurring retainer revenue model — you're building a compounding book, not chasing one-time projects
• Real proof points: marquee mid-market clients across defense-adjacent construction, fintech, healthcare, and nonprofit
• Genuinely differentiated positioning: embedded security model + combined AI and security expertise, with ISO 42001 pursuit underway
• Small enough that you shape the go-to-market; established enough that you're selling a real track record, not vaporware
• A CEO who closes alongside you as the technical authority — you're never selling without air support