Major Sales Director, New England
Cato Networks · Boston, MA
Full health. Just posted.
New Business + Account Growth: you win new customers and grow existing ones.
- Base
- Not disclosed
- OTE
- Not disclosed
- Posted
- 4h ago
Still open · checked 3h agoon Cato Networks's careers page
The job
- What you'd do
- Sell Cato's security and networking products to the biggest companies in New England, winning new customers and selling more to existing ones. You'll run long, complicated deals that involve several top executives.
- What you'd sell
Connects and protects company networks and remote workers
When a company has to connect its offices, remote workers, and apps, it usually buys separate tools for networking and for security. The problem is, each tool has its own setup and settings, so the IT team juggles several systems and gaps can open between them. Cato Networks combines networking and security into one service delivered over the internet, so a company's offices and remote staff are connected and protected from one place.
In plain English, from their own job posts. Something wrong? Tell me · More Security companies →
- Who you'd sell to
- Heads of IT, security, security operations, and network and security design at a short list of very big companiesIn their words: “Build strong, trust-based executive relationships with CIOs, CISOs, Heads of SecOps, and Network/Security Architecture leaders.”
- Where deals come from
- Mostly you. Expect a lot of outbound: cold calls, emails and LinkedIn.
The Braun Read
Worth a lookSolid on the basics. Use the first call to fill in the gaps.
- Pay
- No pay listed at all.
- Transparency
- Shares 2 of 5: quota, attainment, deal size, territory, sales cycle.
- Time on market
- Brand new.
- Company hiring
- Ramping up: posted 14 sales roles in the last 30 days.
Red lights
- Pay. No pay listed at all.
Green lights
- States the quota. You know the number before the first call.
Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.
Questions to ask on the first call
Built from what this posting leaves out. How they answer tells you as much as what they say.
- 1.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
- 2.
What are the base and the OTE for this role?
No point investing hours before you know the number.
- 3.
What share of last year's closed deals did reps source themselves?
Shows how much pipeline you'll have to build on your own.
- 4.
How long is ramp, and what's the quota during it?
Full quota on day one means you start behind.
- 5.
What's a typical deal size and sales cycle?
Together they tell you how many deals it takes to hit your number.
- 6.
Why is this role open? Did someone leave, or is it new?
New headcount is growth. A replacement means someone left. Ask why.
› When the offer comes
Save these for later. They land better once they've said yes to you.
- 1.
Can I see the full comp plan in writing, including clawbacks and accelerators?
What's in writing is what gets paid. Read it before you sign.
- 2.
Can I see the actual comp distribution for the team last year, not just the OTE?
The spread shows what most reps really take home. OTE is just the target.
- 3.
I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?
Leaving money behind is a fair reason to ask. The worst answer is no.