This role will be responsible for coaching, developing, and leading a high-performing team of ISRs focused on generating qualified pipeline, driving demand creation, and creating strategic opportunities across SMB accounts.
This is a critical front-line leadership role within Fortinet's sales organization. You will play a key role in executing go-to-market initiatives, developing prospecting strategies, and scaling repeatable outbound and inbound motions that accelerate pipeline growth across Fortinet's cybersecurity portfolio, including Network Security, SASE, SecOps, Cloud Security, and Zero Trust solutions.
You will partner closely with Regional Sales Leaders, Account Managers, Sales Engineers, Marketing, Channel Partners, and Operations teams to drive pipeline generation, improve conversion rates, and ensure alignment across the customer acquisition journey. The ideal candidate is passionate about coaching talent, fostering a culture of accountability, and leveraging data-driven insights to optimize team performance and business outcomes.
Key Responsibilities
- Lead, coach, and develop a team of ISRs to consistently achieve pipeline goals.
- Drive prospecting excellence through outbound calling, email campaigns, social selling, and account-based engagement strategies.
- Partner with Sales leadership to align territory plans, target accounts, and pipeline priorities.
- Establish and maintain a culture of accountability, continuous learning, and high performance.
- Analyze team metrics and pipeline trends to identify coaching opportunities and improve productivity.
- Collaborate with Marketing to maximize campaign effectiveness and lead conversion.
- Work cross-functionally with Channel and Overlay teams to uncover new opportunities and accelerate pipeline progression.
- Support hiring, onboarding, training, and career development initiatives for the BDR organization.
- Champion CRM discipline and best practices across Salesforce and sales engagement platforms.
- Qualified pipeline generated
- Meetings booked and conversion rates
- Team attainment against quarterly targets
- ISR productivity and activity effectiveness
- Employee engagement and retention
- Internal promotion and talent development rates
This role provides a unique opportunity to influence Fortinet's growth strategy while building the next generation of cybersecurity sales talent.
Required Experience & Skills
- Servant leadership approach; you serve the team you lead
- Ability to mentor and lead a group of individual contributors towards a common goal
- History of performance within an individual contributor role
- Technologically Savvy; understands how to use SaaS applications to drive productivity
- Excellent written and verbal communication skills
- Well organized with effective time and activity management skills
- Ability to manage multiple tasks at the same time
- Goal oriented, able to meet and exceed goals
Fortinet offers employees a variety of benefits, including medical, dental, vision, life and disability insurance, 401(k), 11 paid holidays, vacation time, and sick time as well as a comprehensive leave program.
Wage ranges are based on various factors including the labor market, job type, and job level. On target earnings for this position is expected to be $119,000 - $165,000 per year. Exact salary offers will be determined by factors such as the candidate's subject knowledge, skill level, qualifications, experience, and geographic location.
All roles are eligible to participate in the Fortinet equity program, and this position is also eligible for commissions based on the terms of the Sales Compensation Plan
About UsFortinet makes possible a digital world that we can always trust through its mission to protect people, devices, and data everywhere. This is why the world’s largest enterprises, service providers, and government organizations choose Fortinet to securely accelerate their digital journey. The Fortinet Security Fabric platform delivers broad, integrated, and automated protections across the entire digital attack surface, securing critical devices, data, applications, and connections from the data center to the cloud to the home office. Ranking #1 in the most security appliances shipped worldwide, more than 615,000 customers trust Fortinet to protect their businesses. And the Fortinet NSE Training Institute, an initiative of Fortinet’s Training Advancement Agenda (TAA), provides one of the largest and broadest training programs in the industry to make cyber training and new career opportunities available to everyone.Skills Required
- Lead, coach, and develop a team of ISRs to achieve pipeline goals
- Proven ability to mentor and lead individual contributors toward common goals
- History of performance within an individual contributor sales role
- Technologically savvy; understands how to use SaaS applications to drive productivity
- Champion CRM discipline and best practices across Salesforce and sales engagement platforms
- Excellent written and verbal communication skills
- Well organized with effective time and activity management skills
- Ability to manage multiple tasks simultaneously
- Goal oriented, able to meet and exceed goals
