Head of Sales

THE HACKING GAMES JOB OPENING

HEAD OF SALES

About the Role

Our mission is to create a generation of ethical hackers to make the world safer.

We identify elite, unconventional talent, Gen Z hackers surfaced through gaming, not degrees or recruitment pipelines, and evaluate them with our proprietary signal engine, HAPTAI (Hacking Aptitude AI).

The strongest operators work inside our lab, developing real attacker tradecraft against live environments, and we turn what they find into detection that keeps improving with every engagement.

That combination, human tradecraft and compounding AI, makes us a trusted source of attacker behavior intelligence for companies, critical infrastructure, and government.

Cyber and national defense are converging into a single problem, and that is exactly where The Hacking Games operates.

We're looking for an accomplished enterprise cybersecurity sales leader to own and scale revenue across our services, platform and software portfolio, starting with our anchor relationship at Deloitte and our broader commercial enterprises.

This is a senior, quota- owning appointment: you'll build senior commercial relationships, originate and close complex opportunities, and grow strategic accounts into substantial recurring revenue, shaping how THG engages enterprise customers and partners around detection and response, threat intelligence, adversary simulation, Black Teaming and ACE, our Adversary Chain Engine.

You must be credible in front of Big Four partners, CISOs, senior budget holders, and government and defence stakeholders with the fluency to explore their priorities, challenge assumptions and build a compelling case for action.

You'll lead the commercial engagement, supported by our Security Solutions Engineer and technical specialists for deeper discovery and solution design, and turn THG's existing HAPTAI-linked programmes and relationships into durable enterprise business: new customers, broader account penetration, cross-sell, upsell and annuity growth.

Key Responsibilities

• Own and deliver revenue targets across new business, strategic accounts and recurring revenue, acting as the primary sales owner of the Deloitte relationship and THG's wider commercial enterprises.
• Build account plans that identify decision makers, budget ownership, buying priorities and opportunities across practices, service lines and geographies.
• Distinguish between the partner as a customer, a route to market, and a joint solution or service provider, developing the right commercial approach for each.
• Expand initial engagements into wider relationships across THG's services, platform and software portfolio.
• Build a deliberate approach to renewal, cross-sell and upsell, ensuring early wins create a credible path to sustained account growth.
• Lead complex enterprise sales
• Own the sales cycle from opportunity creation and qualification through discovery, business case development, evaluation, negotiation and close.
• Navigate long sales cycles, competing priorities, multiple budget holders and matrixed organisations without losing momentum or control of the opportunity.
• Map stakeholders and their influence, motivations and decision criteria.

Build relationships across executive sponsors, technical evaluators, operational users, procurement, legal and finance.

• Develop internal champions while establishing direct access to economic buyers and senior decision makers.
• Understand how decisions will actually be made, including budget cycles, approval processes, procurement routes and the consequences of doing nothing.
• Build customer-agreed plans with clear outcomes, milestones and responsibilities, using technical evaluations to advance a buying decision.
• Negotiate commercial structures that support adoption and growth while protecting margin, delivery feasibility and long-term account value.
• Bring sector fluency to strategic client conversations
• Lead informed discussions about customers' detection and response capabilities, threat exposure, operational challenges and investment priorities.
• Understand the commercial and operational context of SOCs, SIEM, EDR, XDR, MDR, incident response, threat intelligence and offensive security.
• Discuss how red teaming, Black Teaming, Living off the Land and modern adversary tradecraft relate to gaps in visibility, detection and response.
• Demonstrate informed judgement about AI in security, including its potential value, operational limitations and the questions customers should ask of vendors.
• Develop sufficient command of HAPTAI, ACE and the wider THG portfolio to explain their relevance, relationships and differentiation accurately.
• Translate technical capability into outcomes that matter to senior buyers: stronger assurance, improved readiness, reduced exposure and better use of security investment.
• Work closely with the Security Solutions Engineer to turn strategic conversations into focused discovery, credible solutions and evidence-based evaluations.
• Direct senior client and partner engagement
• Take ownership of the quality and purpose of THG's senior client interactions, from initial introductions through executive briefings, workshops, demonstrations and commercial negotiations.
• Plan each engagement around the audience, decision required and desired next step, briefing colleagues and coordinating commercial, technical and executive contributors.
• Represent THG with the polish and authority expected by Big Four partners, enterprise leadership teams and government and defence stakeholders.
• Design and lead joint account activity and go-to-market initiatives with partners, including expansion into new countries and joint events that generate pipeline and buyer readiness around Black Teaming and ACE.
• Use executive roundtables, industry events and targeted briefings to deepen relationships and create qualified opportunities, with a clear route from attendance to substantive engagement.
• Exercise sound judgement in sensitive or high-profile settings, making commitments that THG can deliver and maintaining credibility under scrutiny.
• Build a repeatable enterprise growth model
• Prioritise opportunities in the UK and Netherlands, using customer demand, partner access and commercial evidence to guide further expansion into other countries.
• Convert relevant national programme and business council relationships into qualified enterprise opportunities, working with the colleagues who already lead those programmes.
• Work across all client-facing parts of the business to identify and convert sales opportunities for Services, partnering with the teams closest to our clients rather than relying solely on a fixed book of accounts.
• Establish disciplined qualification, account planning and forecasting, with clear visibility of deal quality, dependencies and commercial risk.
• Develop appropriate sales approaches for services engagements, platform adoption and software subscriptions, including opportunities to combine them.
• Feed market intelligence, competitive insight and customer buying priorities into THG's product, proposition and pricing decisions.
• Remain personally accountable for major deals while building, coaching and leading a small, high-calibre sales team as revenue scales, putting in place the pipeline management, forecasting and sales processes needed to scale predictably.
• What we are looking for

An established enterprise cybersecurity sales leader: a substantial senior-level track record in the cybersecurity market (detection and response, threat intelligence, incident response, offensive security or closely related services/software), recognised by senior customers, partners and industry peers, with an established network and clear evidence of turning relationships into significant commercial outcomes.

Proven command of complex selling: you've personally originated, negotiated and closed material enterprise opportunities: winning executive sponsorship, navigating competing stakeholder priorities, building persuasive business cases, expanding accounts across business units or geographies, and growing recurring revenue through renewals, cross-sell and upsell.

Strong new-business instincts, not just account management of what's already signed.

Executive presence backed by substance: equally credible in a Big Four partner meeting, a CISO discussion, or a demanding negotiation, with the confidence to lead a room and the judgement to draw on other people's expertise.

Intellectual and technical fluency: not a security practitioner, but able to reason strategically with experienced security leaders, understand how security capabilities are bought and evaluated, and connect technology and adversary behaviour to a credible commercial opportunity.

Credibility across enterprise, government and defence: comfortable with the discretion, assurance and procurement discipline these settings require.

Experience with Big Four firms, major consultancies or systems integrators is particularly valuable.

The ability to build while delivering: comfortable carrying a number personally today while building a sales team and process from scratch as the business scales, eventually recruiting, coaching and leading strong salespeople.

• Practical Requirements
• Based in, or able to work closely with, THG's UK and Netherlands operations.
• Willing to travel for strategic customer meetings, partner engagements and relevant events.
• Experience in or strong affinity with the cybersecurity sector is a plus, particularly a genuine interest in the mission of turning unconventional hacking talent into legitimate careers, alongside a clear commitment to building a commercially successful business.

How to Apply

Please send your CV to