VP Revenue

Blackpanda /
Full-time /
Our story:
Blackpanda Group is Asia's leading local cyber incident response firm, dedicated to delivering world-class digital emergency response services to businesses in the region.

We help businesses strengthen their cyber resilience and secure their digital operations by supporting them with incident response delivered by local experts and cyber insurance underwritten by our Lloyd’s of London coverholder Pandamatics Underwriting.

Our mission is to make cyber resilience achievable for all, with services and solutions designed for the Asian market.

Our Mission: To democratise cyber resilience.

Our Vision: A world where organisations of all sizes have access to best-in-class cyber incident response and insurance solutions, so they can conduct business securely and sustainably.

What we are looking for: 
At Blackpanda, we are on the hunt for a visionary Vice President of Revenue who will lead our charge into the future, driving growth and cementing our status as Asia's cybersecurity powerhouse. This seasoned leader will possess a robust blend of strategic acumen and tactical prowess in B2B enterprise sales within the cybersecurity and SaaS sectors, particularly those with a deep dive into the cyber insurance market. Your arsenal should include an expansive network within the Managed Service Providers (MSPs), Managed Security Service Providers (MSSPs), and strategic telecommunications realms, ready to unlock the full potential of our IR-1 SaaS platform integrated with Pandamatics Underwriting insurance solutions. Your mission: to amplify Blackpanda’s footprint across Asia, transforming our innovative cybersecurity and insurance offerings into indispensable tools for businesses seeking to fortify their digital defenses.

In this pivotal role, you'll orchestrate the harmony of our Sales, Business Development, Marketing, and Customer Success teams, guiding them with a visionary yet pragmatic hand. Your leadership will be the beacon that not only drives aggressive revenue targets but also fosters a collaborative culture underpinned by data-driven strategies and a relentless pursuit of excellence. With a keen eye on the evolving landscape of cybersecurity threats and insurance demands, you will ensure Blackpanda remains at the forefront of delivering cutting-edge solutions. Your strategies will not only propel sales but also deepen the market's engagement with our unique blend of incident response services and cyber insurance products, setting new benchmarks for cyber resilience across the region.

As the VP of Revenue, your role extends beyond achieving sales excellence; it involves shaping the narrative around cyber resilience, and positioning Blackpanda and Pandamatics Underwriting as the definitive answer to Asia's cybersecurity IR and cyber insurance needs. We seek a leader passionate about this cause, ready to navigate the complexities of the cybersecurity landscape and leverage these challenges as opportunities for growth. Your success in this role will not only be measured by revenue figures but also by your ability to lead our teams in delivering unparalleled value to our clients, ensuring they have the tools and support needed to thrive securely in the digital age.

Responsibilities and Duties

    • Revenue Growth Strategy:
    • Develop and execute strategies to drive revenue growth across all business units, including Sales, Business Development, and Marketing.
    • Set revenue targets and ensure alignment with the company's financial objectives.
    • Identify and pursue new revenue opportunities and markets.

    • Sales and Business Development:
    • Oversee Sales and Business Development teams, providing leadership, direction, and coaching.
    • Collaborate with the sales team to define sales targets, sales cycles, and pricing strategies.
    • Establish and maintain key customer relationships, including engagement with high-profile clients and strategic partnerships.

    • Channel Management:
    • Manage and nurture relationships with channel partners, resellers, and distributors.
    • Develop and implement channel strategies to expand market reach and revenue channels.
    • Monitor channel performance and optimize partner relationships for mutual success.

    • Customer Success:
    • Lead the Customer Success team in ensuring customer satisfaction and retention.
    • Establish customer success metrics and KPIs to measure and improve client relationships.
    • Implement initiatives to enhance the overall customer experience and drive long-term value.

    • Marketing and Lead Generation:
    • Oversee the marketing team, including brand strategy, digital marketing, content development, and lead generation.
    • Develop and execute marketing campaigns to drive brand awareness and lead conversion.
    • Monitor marketing analytics to refine strategies and achieve marketing goals.

Qualifications and Experience

    • Industry Expertise: A minimum of 10 years of dynamic leadership in cybersecurity B2B enterprise sales, with a distinguished track record of driving growth through channels across Asia - no need to apply without relevant cybersecurity industry experience. Demonstrated success in this niche sector is crucial for understanding the unique challenges and opportunities Blackpanda faces.
    • Channel Strategy and Management: Extensive experience in developing, managing, and optimizing distributor and channel partnerships, preferably with a background in cybersecurity distribution or vendor roles. This includes a strategic approach to channel partner selection, engagement, and growth, ensuring alignment with Blackpanda’s mission and revenue objectives.
    • Strategic Network: A robust and active network of key decision-makers within the Asian cybersecurity ecosystem, including at least ten high-value contacts among telcos, MSPs, and MSSPs. These relationships should be leveraged from day one to accelerate Blackpanda's market penetration and sales of both our IR-1 SaaS platform and Pandamatics Underwriting insurance solutions.
    • Cross-Cultural Leadership: Exceptional ability to navigate, lead, and communicate effectively across diverse cultural landscapes, bridging Western and Asian business practices. This skill is vital for fostering a cohesive team environment and engaging with a broad spectrum of clients and partners across the region.
    • Industry Acumen: A deep and nuanced understanding of the cybersecurity market, including current trends, regulatory environments, and the competitive landscape. Knowledge of cyber insurance products and their integration into cybersecurity solutions will be a significant advantage.
    • Communication Excellence: Superior public speaking and presentation skills, with a proven ability to captivate and engage audiences during events, conferences, and high-stakes pitch meetings. The ability to articulate complex cybersecurity and insurance concepts in a clear, compelling manner is essential for driving Blackpanda’s growth and establishing thought leadership in the industry.

What We Offer

    • 40 days paid leave per year inclusive of public holidays, which may be taken at the discretion of the employee subject to compliance with our Leave Policy and the approval of their manager. 
    • Limited Work From Anywhere policy allotment, allowing for work from alternate locations contingent upon coverage provided by teammates and approved by manager for 5 days per quarter. 
    • 30-50% of time expected travel & entertainment to various APAC markets to engage with Distributors and MSP/MSSP partners.
    • Monday through Thursday are required to be in-office; no scheduled internal meetings on Fridays, unless absolutely necessary.
    • Enrolment in the company corporate health plan. 
    • Opportunities for inter-office travel, including a required annual week-long Tribe Onsite meet-up.
    • $5000 USD/year for professional training budget contingent on approval from manager with 12-month retention requirement.
S$400,000 - S$400,000 a year
Base Salary: SGD $200,000 per annum
OTE: SGD $400,000 per annum. Uncapped commissions beyond OTE targets with accelerator commission rates.

Equity: ESOP baseline award proportional to the annual compensation for a total of 75,000 options with a strike price set at current Fair Market Value, with a 5-year vesting period inclusive of a 1-year cliff.
Candidates who successfully pass the Interview stage will be required to complete a Case Study, used to evaluate their technical knowledge and application of their skills in practical scenarios relevant to the role.

Blackpanda is committed to building a culturally diverse company, and we value a broad set of opinions in our team. As we grow, we are looking to build a team with a range of viewpoints at its core, and we encourage applications from minority candidates and all genders however you identify (X/F/M).

Blackpanda does not accept unsolicited resumes from recruitment agencies. We will not be responsible for any fees related to unsolicited candidates submitted by recruiters with whom we have not established explicit, written agreements for our job vacancies. By submitting any candidate information, recruiters agree to forfeit any claim to fees should their candidate be hired without an established agreement with Blackpanda.