About Adaptive:
Adaptive is a cybersecurity startup on a mission to stop AI-powered cyberattacks, founded by Brian Long and Andrew Jones—proven entrepreneurs behind Attentive (Forbes Cloud 100, $10B+ valuation) and TapCommerce (acquired by Twitter). In April 2025, Adaptive raised $43M, led by a16z and the OpenAI Fund, marking OpenAI's first-ever cybersecurity investment.
As generative AI drives new cyber threats, Adaptive is building the defense layer every organization needs. Our platform combines personalized security training, AI-driven attack simulations, and automated threat triage, all powered by the Adaptive Risk Intelligence Engine to quantify human risk at the individual level. Trusted by top banks, tech companies, and healthcare organizations, we protect teams from emerging threats like deepfakes, smishing, and voice scams. With a solid product foundation and a $200B+ market to transform, we're just getting started.
The Role: Build the Revenue Machine
We’re looking for a world-class VP of Sales to architect, scale, and lead Adaptive’s revenue organization from the ground up. You will report directly to the CEO. You will work out of our San Francisco office, where you’ll be responsible for building a repeatable, high-performing sales motion—hiring top talent, defining strategy, and driving aggressive growth.
This is a rare opportunity to join a rocket-ship startup at the inflection point. You’ll work directly with the founders and have full ownership of go-to-market execution. We’re not just looking for a closer—we’re looking for a builder.
What You’ll Do
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Recruit and lead a best-in-class revenue org: AEs, BDRs, Sales Ops, Enablement, and future frontline managers
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Build the infrastructure: GTM playbooks, territories, comp plans, pipeline hygiene, and sales processes that scale
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Own revenue targets: Forecast with precision, manage performance, and deliver on ambitious growth goals
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Drive enterprise deals: Roll up your sleeves and lead key conversations with Fortune 1000 prospects
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Collaborate across teams: Partner with Product, Marketing, and Success to align messaging, feedback loops, and lifecycle strategy
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Act as a thought leader: Represent Adaptive at industry events, analyst briefings, and executive meetings
Who You Are
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8–12+ years in B2B SaaS sales, with 3–5 years building and leading high-performance sales teams, HIGHLY PREFERRED startup experience at building companies from the ground up.
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Deep experience hiring and managing enterprise AEs and full-funnel GTM teams
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Strong background in cybersecurity, AI/ML, or deeply technical SaaS
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Analytical and process-driven—able to build from zero, then optimize at scale
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Executive presence and boardroom credibility—equally comfortable with clients and investors
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Hungry, competitive, and energized by the pace of a category-defining startup
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Must be based in San Francisco—this is an in-office leadership role
What We Offer
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A leadership seat at one of the most innovative cybersecurity startups in the world
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Equity in a high-upside, venture-backed business led by repeat founders
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A clear runway to build a $100M+ ARR machine—and a team you’ll be proud of
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Premium healthcare and wellness benefits
Team culture that moves fast, wins big, and has fun doing it
Top Skills
What We Do
Adaptive is a next-generation cybersecurity platform.
We're working with pioneering security teams to protect critical systems from AI-powered cyber attacks. Our customers today include one of the largest payment aggregators in the United States, hedge funds and private equity firms, regional and national banks, leading technology companies, and critical healthcare systems.
Join us in building the future of cybersecurity.
