About Black Kite

Come join the leader in cyber third-party risk intelligence! Black Kite gives organizations a comprehensive, real-time view into cyber ecosystem risk so they can make informed risk decisions and improve business resilience while continuously monitoring more vendors, partners, and suppliers in an ever-changing digital landscape. Through an automated process, and a combination of threat, business and risk information, Black Kite provides cyber risk intelligence that goes beyond a simple risk score or rating. Black Kite serves more than 3,000 customers in a wide range of industries and has received numerous industry awards and recognition from customers. 

About the Role

We’re seeking a high-performing sales professional to drive growth within the U.S. public sector. This role focuses on building deep relationships with federal, state, and local government agencies, as well as education and other public institutions, helping them improve their cyber resilience and meet compliance requirements.

The ideal candidate thrives in complex, consultative sales environments, understands government procurement processes, and has a proven track record of exceeding quotas in enterprise SaaS sales, especially within security software.

Core Responsibilities

• Own the sales cycle from prospecting to close, targeting net-new and expansion opportunities in the public sector.
• Develop and execute territory plans aligned with strategic goals and revenue targets.
• Engage C-level, technical, and procurement stakeholders, positioning our solutions as the best fit for their security needs and compliance mandates.
• Navigate government procurement frameworks, contracts, and RFP processes to accelerate deal closure.
• Partner closely with Sales Engineers, Channel Account Managers/Partners, Customer Success, and Product teams to deliver compelling demonstrations, proposals, and proof-of-concept engagements.
• Maintain accurate forecasting, pipeline management, and CRM hygiene.
• Represent the company at key industry events, conferences, and government technology forums.

Qualifications

• 8+ years in enterprise software sales, with at least 5 years focused on security or compliance solutions for the federal government.
• Deep understanding of public sector procurement cycles, FAR/DFARS, grant funding, and key agency structures.
• Consistent overachievement of multi-million-dollar quotas in SaaS.
• Exceptional consultative selling, negotiation, and account management skills.
• Ability to grasp complex cybersecurity concepts and translate them into business value for non-technical stakeholders.
• Works well with and has established relationships with channel partners.

The expected total compensation range for this role is $240,000-$300,000 (base pay + commission). Compensation at Black Kite is more than just base pay — we offer a total rewards program that includes performance-based bonuses, equity, flexible healthcare options, paid time off, and retirement savings programs. The annual base salary range for this position represents a nationwide market range and reflects a broad spectrum of salaries for this role across the United States. Actual compensation will depend on factors such as qualifications, skills, experience, and the scope, complexity, and location of the role.

Partners are central to how Black Kite grows. We have a productive, established channel across VARs, MSSPs, and alliances — and a clear mandate to scale it. This role owns that outcome. Black Kite is executing against an ambitious growth strategy with a clear long-term objective. If you want to build something that has a meaningful finish line, this is the right moment to join. This is a hybrid role associated with our Headquarters in Boston, MA. 

WHAT YOU'LL OWN

Channel Strategy & Go-to-Market

• Define and own Black Kite's channel strategy — the vision, operating model, partner mix, and revenue framework.

• Build the channel motion from the ground up: partner tiering, co-sell frameworks, engagement cadences, and rules of engagement with the direct sales team.

• Develop the go-to-market approach across partner types — VARs, VADs, MSSPs, GSIs, and Technology Alliances  — ensuring each segment has a differentiated, high-value engagement model.

• Act as the channel voice in executive and cross-functional conversations; represent the partner business at the CRO and executive leadership level.

• Partner with marketing to drive partner-originated demand, co-marketing programs, and field events that generate measurable pipeline.

Partner Program Development

• Design, launch, and continuously evolve a world-class partner program — including tiering and certification, deal registration, MDF/co-op investment, incentive structures, and partner portal governance.

• Build partner engagement models that create consistent, scalable revenue contribution rather than episodic partner activity.

• Establish partner onboarding, enablement, and certification frameworks that reduce time-to-productivity for new partners.

• Create the metrics, reporting, and governance infrastructure to track partner health, program ROI, and pipeline quality.

• Build playbooks and repeatable processes that enable the channel team to execute consistently across geographies and partner types.

Team Leadership & Organization Building

• Lead and develop the global  channel team, including current Channel Account Managers, with full accountability for team performance and culture.

• Define team structure, coverage model, and hiring roadmap as the channel program scales.

• Recruit and retain top channel talent; build a team with the skills and culture to win in a competitive, partner-driven market.

• Set clear performance expectations and accountability frameworks across the team.

• Develop the next generation of channel leaders from within the organization.

Revenue & Business Performance

• Own the channel generated revenue number supported by partner-sourced and partner-influenced pipeline, bookings, and partner retention.

• Work in close partnership with the CRO and executive leadership to align channel capacity, coverage, and investment to company growth targets.

• Lead executive-level QBRs with strategic partners, ensuring mutual accountability and long-term partnership health.

• Identify and act on market opportunities to expand Black Kite's presence through new partner segments, geographies, or routes to market.

• Represent Black Kite at major industry events, partner summits, and executive forums.

WHAT YOU'LL BRING

• 15+ Years of "Builder" Experience: You have scaled a cybersecurity or SaaS channel to $100M+. You know where the "growth ceilings" are and how to break through them.

• Deep expertise across partner types: VARs, VADs, MSSPs, Technology Alliances, and GSIs, with experience with how to engage each effectively.

• Service Design Expertise: You understand the P&L of an MSSP. You can speak the language of a Practice Lead at a Big 4 or a Global System Integrator or sales leader at a VAR focusing on billable hours and service margins rather than just "discount points."

• Experience managing and growing channel teams, with strong coaching and organizational development skills.

• Demonstrated ability to own a revenue number and drive accountability across a team and partner ecosystem.

• Operational Discipline: Deep experience with Salesforce, Clari, etc.  You don't just roll document the pipeline; you manage it with data, focusing on Partner-Sourced vs. Partner-Influenced ratios and attachment rates.

• Strong executive presence — comfortable presenting to and influencing at the C-suite level, both internally and with strategic partners.

• Strategic thinker who can also operate at the program and execution level, translating vision into frameworks that teams can run.

• Deep knowledge of cybersecurity, third-party risk management, or cyber risk SaaS markets.

• Highly collaborative and cross-functional — skilled at aligning sales, marketing, product, and finance around a shared channel strategy.

The expected base salary range for this role is $220,000 - $250,000 USD per year. Compensation at Black Kite is more than just base pay — we offer a total rewards program that includes performance-based bonuses, equity, flexible healthcare options, paid time off, and retirement savings programs. The annual base salary range for this position represents a nationwide market range and reflects a broad spectrum of salaries for this role across the United States. Actual compensation will depend on factors such as qualifications, skills, experience, and the scope, complexity, and location of the role.

At Black Kite, we are disrupting third-party risk management practices by providing security experts with the industry’s most accurate and comprehensive cyber intelligence, resulting in unparalleled visibility into the risk vendors introduce into their environments. Our award-winning platform pushes the limits on predictive insights, delivering the highest quality intelligence to help organizations make better risk decisions and improve the health and safety of the entire planet’s cyber ecosystem.

As an Enterprise Sales Executive, you’ll be responsible for driving new business by identifying and closing deals with large enterprise clients. You’ll be working with some of the most innovative and forward-thinking companies in the world, helping them solve complex challenges and achieve their goals. You’ll partner with a team of talented engineers, marketers, and product managers, all working together to deliver exceptional results for our clients. 

Responsibilities

• Generates sales revenue for enterprise customer accounts 
• Owns full sales lifecycle: defines and executes sales plans for assigned territory to meet and exceed quota through prospecting key decision makers, qualifying opportunities and managing relationships to close business
• Develops and manages sales pipeline to move many strategic transactions through the sales process; maintains an active, healthy pipeline of qualified leads to convert to sales opportunities
• Ensures customer satisfaction while maintaining an accurate forecast and working with multiple channel partners
• Generates revenue from and works closely with a network of Channel Partners to successfully sell Black Kite  solutions
• Prepares activity and forecast reports as requested; participates in quarterly business reviews
• Identifies growth opportunities for future successful partnerships
• Creates sales plans, maintains detailed opportunity documentation in SFDC, delivers reports and provides relevant feedback from discussions with prospects to management
• Collaborates with Marketing and shares field knowledge to support the development of client content 
• Drives new business in current and new markets and partner with Senior Leadership when needed
• Partners with cross-functional teams to ensure a successful sales process

Requirements

• Bachelor’s degree or relevant professional experience
• Minimum 6 years of sales experience selling data, analytical tools and SaaS products to security leaders (CIO, CISO) or risk management leaders (CRO, Head of TPRM)
• Demonstrated ability to work with and sell into C-Level decision makers, as well as possesses a proven track record of results with selling enterprise level data, analytical tools and/or software
• Excellent understanding of the sales process, and the ability to effectively partner across internal teams to close revenue generating opportunities
• Strong customer-facing and presentation skills with the ability to establish credibility with executives
• Proven track record of successfully building and nurturing multi-level client relationships
• Experienced presenter of technical and business material to both small and large groups
• A consultative seller: ability to identify customer pain points and solve with Black Kite’s value
• Has a strong network, both with end-users and Channel partners  local to the region
• Excellent organizational skills and strong technical acumen
• Consistently builds pipeline in region/territory to support the near/long term company goals/objectives
• Consistently achieves and/or exceeds assigned monthly, quarterly, annual sales quotas
• Proven track record for generating new business sales revenue within assigned region
• Proven ability to drive effective collaboration across internal teams to close business opportunities and create an amazing experience for customers 
• Has strong partnerships with internal team members across capabilities, in particular, within global sales, marketing and product teams

The expected total compensation range for this role is $260,000-$300,000 (base pay + commission). Compensation at Black Kite is more than just base pay — we offer a total rewards program that includes performance-based bonuses, equity, flexible healthcare options, paid time off, and retirement savings programs. The salary range for this position represents a nationwide market range and reflects a broad spectrum of salaries for this role across the United States. Actual compensation will depend on factors such as qualifications, skills, experience, and the scope, complexity, and location of the role.

This is a new role, and it comes with real ownership. The Digital Customer Success Manager, reporting to the Director of Customer Success Operations, will build and lead Black Kite's tech touch program from the ground up, using the tools and infrastructure we have already established, including Vitally, to create the playbooks, automation, and digital journeys that make our tech touch customers successful without requiring high-frequency direct engagement. If you are someone who gets excited about designing systems that scale, connecting the right message to the right customer at the right moment, this role was built for you.

You will also be the human behind the program. When a customer in the tech touch segment needs direct support or shows signs of risk, you step in. You know when automation is enough and when it is not.

Your Impact

• Design and own Black Kite's tech touch customer program, building it into a scalable, repeatable motion that delivers real value without a high-touch model.

• Build and continuously improve playbooks, automation workflows, and communication sequences in Vitally, mapping platform capabilities to customer outcomes at each stage of the lifecycle.

• Configure and refine health scores and risk signals for the tech touch segment so the right customers get attention at the right time.

• Monitor the segment proactively and serve as the named escalation point for any customer flagged as at risk or in need of direct support.

• Keep the program current as the Black Kite platform evolves, ensuring every automated touchpoint reflects accurate, relevant product guidance.

• Surface patterns and insights from the tech touch segment to inform retention strategy, product feedback loops, and broader CS team process.

• Collaborate with the wider CS team to share what is working and help raise the bar on how we engage customers at scale.

• Increase customer health scores, engagement, and overall retention within the tech-touch segment. 

What You Bring

• 2+ years in a customer success, customer operations, or lifecycle marketing role in a B2B SaaS environment, with demonstrated ownership of scaled or digital programs.

• Hands-on experience building or managing programs in a CS platform like Vitally, Gainsight, or ChurnZero, including playbook creation, health scoring, and automation.

• A builder mindset. You are comfortable starting with a blank canvas, making decisions with imperfect information, and iterating quickly.

• Comfortable leveraging AI tools to enhance digital CS workflows, whether that's using AI to draft and optimize customer communication sequences, summarize health signals, generate playbook content, or identify at-risk accounts. You don't need to be a prompt engineer, but you approach AI as a practical productivity multiplier and are curious about where it's heading in the CS space.

• Strong judgment about when a digital touchpoint is enough and when a customer needs a real conversation.

• Clear, confident communication skills. When you do engage directly, you represent Black Kite well.

• Working knowledge of or genuine interest in cybersecurity, third-party risk, or compliance. Prior experience in the space is a plus.

The expected base salary range for this role is $80,000-100,000 per year. Compensation at Black Kite is more than just base pay — we offer a total rewards program that includes performance-based bonuses, equity, flexible healthcare options, paid time off, and retirement savings programs. The annual base salary range for this position represents a nationwide market range and reflects a broad spectrum of salaries for this role across the United States. Actual compensation will depend on factors such as qualifications, skills, experience, and the scope, complexity, and location of the role.

As a UI/UX Designer, you will play a key role in shaping and improving the user experience and interface of our products. You will work closely with cross-functional teams, including product managers, software developers, and graphic designers, to understand user requirements and translate them into intuitive, visually appealing, and user-friendly designs.

Reports to: Chief Product Officer

Key Responsibilities

• Agentic & AI UX Strategy: Work within our AI-driven and agentic workflows, ensuring our platform maintains high user trust, transparency, and "human-in-the-loop" controls.
• Cross-Functional Collaboration: Partner tightly with Product Management and Engineering to align design solutions with business priorities, technical feasibility, and the product roadmap.
• Design Systems: Work within and evolve a unified design system that accelerates development and ensures consistency across the Black Kite platform.
• User Research & Empathy: Portray the voice of the customer, conducting user research and usability testing to validate concepts and iterate on the product.
• Process Participation: Work within agile design methodologies that sync effectively with product strategy and international teams.

Qualifications

• BA or BS Degree in Industrial Design, Graphic Design, Visual Communication Design, or related disciplines is a plus. Equivalent experience demonstrating strong knowledge of design systems, typography, layout, and visual design will also be considered.
• Fluency in English for cross-team communication
• 2+ years of experience in UX/UI product design, preferably in B2B SaaS, data analytics, or complex enterprise platforms.
• Experience in creating wireframes, user flows, & information architecture
• Familiarity with UX principles, usability, and accessibility 
• Demonstrated experience or deep interest in Agentic Design (designing for AI agents, automation, explainability, and human-AI collaboration).
• A portfolio showcasing end-to-end product design, systems thinking, and complex problem-solving.
• Exceptional async and synchronous communication skills; ability to articulate design decisions clearly to stakeholders at all levels.
• Familiarity with modern design and prototyping tools (Figma, FigJam, Adobe Creative Cloud tools etc.).
• Understanding of the Cybersecurity industry is a massive plus.

What makes this role successful? 

You are a process-oriented thinker who loves defining scalable design patterns. You are passionate about the intersection of human-computer interaction and artificial intelligence, specifically how to build trust with users through Agentic design. You are ambitious, capable of hands-on UI/UX execution, and you excel at cross-cultural, asynchronous communication. 

If this sounds like you, then we want to hear from you!

Looking to work with the best folks in cyber third-party risk management? We are seeking a motivated West Coast based Account Executive (AE) to drive new business and revenue growth within commercial and mid-market accounts. This role manages the full sales cycle, from prospecting and pipeline development to closing deals. The ideal candidate is eager to build relationships, grow expertise in cybersecurity, and consistently contribute to meeting and exceeding sales goals.

Key Responsibilities

• New Business Sales Generation: Generate new business by targeting and managing commercial and mid-market customer accounts.
• Sales Process Management: Manage the full sales cycle, including prospecting, qualifying opportunities, leading product demonstrations, and closing deals.
• Collaboration with Teams: Partner with sales engineering, channel, and customer success teams to deliver a seamless onboarding and customer experience.
• Pipeline Development: Build and maintain a healthy sales pipeline, converting qualified leads into closed opportunities.
• Customer Engagement: Develop and nurture relationships with decision-makers and key contacts in commercial accounts to drive growth and retention.
• Channel Partner Support: Collaborate with Channel Managers and reseller partners by engaging in joint sales activities and supporting partner-led opportunities.
• Reporting and Forecasting: Maintain accurate account and opportunity information in Salesforce (SFDC), contribute to forecasts, and participate in business reviews.
• Market and Field Collaboration: Share customer feedback and market insights with Marketing and Product to support future growth initiatives.

Qualifications

• 4+ years of sales experience, ideally in cybersecurity, SaaS, or IT solutions, with a focus on mid-market accounts.
• Understanding of the sales process and ability to manage a book of commercial business.
• Strong customer-facing and presentation skills.
• Ability to identify customer needs and align them with Black Kite’s value proposition.
• Organized, detail-oriented, and able to manage multiple deals at once.
• Familiarity with Salesforce or other CRM systems.
• Demonstrated ability to achieve or exceed sales targets.
• Team-oriented mindset and eagerness to collaborate across sales, marketing, and product functions.

The expected total compensation range for this role is $160,000-$200,000 (base pay + commission). This role is eligible for equity as well. Actual compensation will depend on factors such as experience, skills, and location.

Looking to work with the best folks in cyber third-party risk management? We are seeking a motivated Chicago based Account Executive (AE) to drive new business and revenue growth within commercial and mid-market accounts. This role manages the full sales cycle, from prospecting and pipeline development to closing deals. The ideal candidate is eager to build relationships, grow expertise in cybersecurity, and consistently contribute to meeting and exceeding sales goals.

Key Responsibilities

• New Business Sales Generation: Generate new business by targeting and managing commercial and mid-market customer accounts.
• Sales Process Management: Manage the full sales cycle, including prospecting, qualifying opportunities, leading product demonstrations, and closing deals.
• Collaboration with Teams: Partner with sales engineering, channel, and customer success teams to deliver a seamless onboarding and customer experience.
• Pipeline Development: Build and maintain a healthy sales pipeline, converting qualified leads into closed opportunities.
• Customer Engagement: Develop and nurture relationships with decision-makers and key contacts in commercial accounts to drive growth and retention.
• Channel Partner Support: Collaborate with Channel Managers and reseller partners by engaging in joint sales activities and supporting partner-led opportunities.
• Reporting and Forecasting: Maintain accurate account and opportunity information in Salesforce (SFDC), contribute to forecasts, and participate in business reviews.
• Market and Field Collaboration: Share customer feedback and market insights with Marketing and Product to support future growth initiatives.

Qualifications

• 4+ years of sales experience, ideally in cybersecurity, SaaS, or IT solutions, with a focus on mid-market accounts.
• Understanding of the sales process and ability to manage a book of commercial business.
• Strong customer-facing and presentation skills.
• Ability to identify customer needs and align them with Black Kite’s value proposition.
• Organized, detail-oriented, and able to manage multiple deals at once.
• Familiarity with Salesforce or other CRM systems.
• Demonstrated ability to achieve or exceed sales targets.
• Team-oriented mindset and eagerness to collaborate across sales, marketing, and product functions.

The expected total compensation range for this role is $160,000-$200,000 (base pay + commission). This role is eligible for equity as well. Actual compensation will depend on factors such as experience, skills, and location.

We go beyond scores and ratings. Black Kite helps organizations make smarter risk decisions, strengthen business resilience, and scale their third-party risk programs in an increasingly complex digital environment. Our work has earned consistent recognition from customers and industry analysts alike.

Why Black Kite

We're a fast-moving, high-impact team solving one of the most critical challenges in cybersecurity today. If you're looking to do meaningful work alongside sharp, collaborative people — and grow your career in a space that matters — you're in the right place.

Product Manager 

This is an exciting time for growth within our Product team! We are looking for a Product Manager to own some key innovation projects within our roadmap. In this role, you will be at the center of making things happen. You'll work closely with (and report to) the Chief Product Officer, as well as partner cross-functionally with engineering, marketing, and sales teams to support and contribute to strategy development, priorities, and use cases for Black Kite's platform.

What makes this role successful? You like to think strategically to define priorities. You are passionate about your customers’ problems and spend time empathizing with them. You are ambitious and understand that getting the details right can make the difference between success and failure. You are also someone who enjoys continuously learning while trying to apply new concepts to existing methods. If this sounds like you, then we want to hear from you!

Responsibilities & Duties:

• Own the lifecycle of projects and work with the various development & marketing teams to bring solutions to our customers and internal stakeholders
• Continually collaborate in all aspects of Black Kite innovation including product ideation, strategy, vision, roadmapping, & execution
• Work with product architecture and design to build a vision for customer solutions
• Perform and analyze the market and strategies related to the product, including conducting pricing & competitive analysis
• Portrays the voice of the customer as a means to communicate ideas to foster innovation

Requirements:

• BA or BS Degree, as well as 3+ years experience as a technical product manager, product manager, integration engineer, sales engineer, or related field
• Evidence of strong leadership skills, ownership, and creativity with a strong interest in using AI tools
• Strong communication and interpersonal skills
• Great analytical and problem-solving skills
• Good organization and multitasking abilities
• A keen eye for detail
• Ability to work in a fast-paced environment, to prioritize effectively, and to apply critical thinking and good judgment
• Exceptional verbal and written communication skills with the ability to interact effectively with team members and customers at all levels
• Strong personal drive, passion, enthusiasm and ethics
• Understanding of the Cybersecurity industry, a plus

Reasons You’ll Love Black Kite:

• Competitive Salary
• Company Stock Options 
• 401k Options 
• Medical, Dental & Vision Coverage 
• Life & Disability Coverage
• Unlimited PTO & Generous Holidays
• Hybrid work environment with Commuter Benefits

The expected base compensation range for this role is $120,000-$135,000. Compensation at Black Kite is more than just base pay — we offer a total rewards program that includes performance-based bonuses, equity, flexible healthcare options, paid time off, and retirement savings programs. The annual base salary range for this position represents a nationwide market range and reflects a broad spectrum of salaries for this role across the United States. Actual compensation will depend on factors such as qualifications, skills, experience, and the scope, complexity, and location of the role

Black Kite is the global leader in third-party cyber risk intelligence, trusted by more than 3,000 organizations worldwide. We give security and business leaders a continuous, outside-in view of their entire vendor ecosystem — translating complex cyber, financial, and compliance signals into clear, actionable risk intelligence.

We go beyond scores and ratings. Black Kite helps organizations make smarter risk decisions, strengthen business resilience, and scale their third-party risk programs in an increasingly complex digital environment. Our work has earned consistent recognition from customers and industry analysts alike.

Why Black Kite

We're a fast-moving, high-impact team solving one of the most critical challenges in cybersecurity today. If you're looking to do meaningful work alongside sharp, collaborative people — and grow your career in a space that matters — you're in the right place.

The Opportunity

Black Kite is hiring a Sales Director, EMEA to own and accelerate our commercial growth across Europe, the Middle East, and Africa. The foundation is already in place: a proven go-to-market motion, a high-performing global sales organisation, and an established network of EMEA customers and channel contacts. Your job is to build on it — converting warm relationships into structured partnerships and driving the regional business to the next level.

This role is for a seasoned, self-sufficient operator who thrives on ownership. You'll partner directly with Black Kite's sales leadership to localise and execute our GTM playbook, close enterprise deals, and build a channel ecosystem that generates autonomous pipeline.

What You'll Own

Revenue & Pipeline

• Drive new logo acquisition and upsell growth across named EMEA enterprise accounts. You'll manage complex, multi-threaded sales cycles from prospecting through close, with direct accountability for quota attainment and forecast accuracy.
• Channel Development
• Convert an existing network of warm EMEA contacts into contracted VAR and MSP partnerships. Route direct leads strategically to maximise conversion velocity and partner-led pipeline.
• Strategic Accounts
• Build territory plans, map buying centres, and develop trusted relationships with CISOs, CROs, and procurement leaders across target accounts. Co-sell with Alliance partners to expand reach into net-new accounts.
• Regulatory Positioning
• Leverage fluency in DORA, NIS2, and the UK Cyber Resilience Act to position Black Kite as the compliance-enabling platform of choice for EMEA enterprises.
• Market Presence
• Represent Black Kite at key EMEA events, analyst briefings, and cyber insurance discussions. Feed field-based competitive and market intelligence back to leadership.

What You Bring

• 10+ years of B2B SaaS/software sales experience, with a track record of building and owning a region — not just executing within one
• Demonstrated success building VAR/MSP ecosystems that generate autonomous, partner-led pipeline
• Cybersecurity software sales background required; experience in TPCRM, GRC, or risk management platforms is a strong advantage
• Deep familiarity with DORA, NIS2, and the UK CRA, and the ability to translate regulatory requirements into compelling sales narratives
• Warm, activatable relationships with channel partners, distributors, and enterprise buyers across the EMEA cybersecurity or risk management space
• Consistent track record of meeting and exceeding annual quota in complex, multi-stakeholder environments
• Credible executive presence with CISOs, CROs, and senior security leaders
• Rigorous CRM discipline and pipeline management

How We'll Measure Success

• Net-new EMEA enterprise customer growth
• Quota attainment and pipeline coverage ratio
• Partner activation rate (percentage generating autonomous pipeline)
• Lead-to-close conversion velocity
• Forecast accuracy against actual bookings

Black Kite is the global leader in third-party cyber risk intelligence, trusted by more than 3,000 organizations worldwide. We give security and business leaders a continuous, outside-in view of their entire vendor ecosystem — translating complex cyber, financial, and compliance signals into clear, actionable risk intelligence.

We go beyond open standards-based cyber ratings. Black Kite helps organizations make smarter risk decisions, strengthen business resilience, and scale their third-party cyber risk management programs in an increasingly complex digital environment. Our work has earned consistent recognition from customers and industry analysts alike.

WHY BLACK KITE

We’re a fast-moving, high-impact team solving one of the most critical challenges in cybersecurity today. If you’re looking to do meaningful work alongside sharp, collaborative people — and grow your career in a space that matters — you’re in the right place.

THE OPPORTUNITY

The SOC Analyst / Incident Responder is a mid-level security operations practitioner who owns their work. You will monitor and triage security events, lead incident investigations, execute response activities, and contribute to the continuous improvement of Black Kite's detection and response capability. You report to the SOC Manager and operate with meaningful autonomy on day-to-day security operations.

This is not a ticket-routing role. You bring analytical depth to alert investigations, structured thinking to escalations, and proactive energy to threat hunting. You work independently on assigned responsibilities, exercise judgment within established guidelines, and bring the SOC Manager in for decisions that warrant it — not for every event.

RESPONSIBILITIES

Security monitoring & alert triage

• Monitor security events across email, endpoint, network, identity, and data loss prevention systems during assigned coverage windows

• Triage incoming alerts — distinguish genuine threats from false positives, apply context, and prioritize response actions accordingly

• Identify anomalous behavior patterns in log and telemetry data that may indicate threats not captured by automated detections

• Maintain awareness of evolving attack techniques and apply that knowledge to daily detection and triage work

Incident response

• Lead investigation and response for declared security incidents within scope — from initial detection through containment, eradication, and documentation

• Execute established incident response playbooks accurately and completely; escalate to the SOC Manager when events exceed defined thresholds or require judgment outside the playbook

• Coordinate with internal stakeholders — legal, operations, HR, and leadership — as appropriate during active incidents

• Support threat hunting activities, proactively searching for indicators of compromise and undetected adversary activity

• Conduct digital forensics analysis to support incident investigation and post-incident review

Documentation & reporting

• Produce thorough, accurate incident reports documenting the full timeline, evidence chain, response actions taken, and recommendations

• Present findings and case summaries to the SOC Manager and information security leadership on a routine basis

• Maintain and improve incident handling procedures based on lessons learned from investigations

• Research emerging threats, attack methods, and digital forensics techniques; share relevant findings with the broader security team

Security operations improvement

• Identify gaps or inefficiencies in detection coverage and alert quality; bring concrete recommendations to the SOC Manager

• Contribute to the refinement of playbooks, escalation criteria, and response procedures based on operational experience

• Support Black Kite's security research function with technical review and proofreading of research content

WHAT YOU BRING

• 2–4 years of hands-on experience in security operations, incident response, or a closely related technical discipline

• Solid working knowledge of incident response methodology — identification, containment, eradication, recovery, and post-incident review

• Understanding of security architecture and networking fundamentals: TCP/IP, DNS, HTTP, SMTP, and common attack vectors at each layer

• Working knowledge of Linux/Unix and Windows operating systems including command-line proficiency

• Experience with at least one scripting language — Python or Bash — for log analysis, automation, or investigation support

• Demonstrated ability to produce clear, structured incident documentation that can be read and understood by auditors and leadership

• Exercises judgment within defined guidelines — knows when to act, when to escalate, and how to communicate the difference clearly

• Comfortable working independently in a small, high-ownership team where initiative is expected

PREFERRED

• Prior experience in a SOC, MSSP, or security operations function at a SaaS or cloud-native company

• Familiarity with SIEM, DLP, endpoint detection and response, email security, or identity security platforms in an operational context

• Experience with security assessment tooling — network scanners, vulnerability assessment tools, or forensics platforms

• Active or in-progress certification: CompTIA CySA+, GIAC GCIH, CEH, or equivalent

• Exposure to compliance-sensitive environments — FedRAMP, SOC 2, or ISO 27001 — where incident documentation quality has audit implications

The expected base salary range for this role is $75,000-85,000 per year. Compensation at Black Kite is more than just base pay — we offer a total rewards program that includes performance-based bonuses, equity, flexible healthcare options, paid time off, and retirement savings programs. The annual base salary range for this position represents a nationwide market range and reflects a broad spectrum of salaries for this role across the United States. Actual compensation will depend on factors such as qualifications, skills, experience, and the scope, complexity, and location of the role.

Black Kite is the global leader in third-party cyber risk intelligence, trusted by more than 3,000 organizations worldwide. We give security and business leaders a continuous, outside-in view of their entire vendor ecosystem — translating complex cyber, financial, and compliance signals into clear, actionable risk intelligence.

We go beyond open standards-based cyber ratings. Black Kite helps organizations make smarter risk decisions, strengthen business resilience, and scale their third-party cyber risk management programs in an increasingly complex digital environment. Our work has earned consistent recognition from customers and industry analysts alike.

WHY BLACK KITE

We’re a fast-moving, high-impact team solving one of the most critical challenges in cybersecurity today. If you’re looking to do meaningful work alongside sharp, collaborative people — and grow your career in a space that matters — you’re in the right place.

THE OPPORTUNITY

The Senior GRC Analyst reports to the Director of Information Security and owns three primary functions: the compliance platform (Vanta), inbound customer security assessments, and FedRAMP ConMon execution support. This is an independent practitioner role — direction comes from the Director, but you own your work without step-by-step guidance.

The "Senior" in this title is earned by the scope, not just the experience level. Owning the compliance platform means auditors see your work directly. Owning customer assessments means your responses are read by enterprise security teams before they sign. Supporting FedRAMP ConMon means authorization status depends in part on what you produce monthly. The stakes are real.

WHAT YOU’LL OWN

Compliance platform (Vanta) — primary owner

• Own the compliance platform end-to-end: evidence library currency, control mapping accuracy, framework completeness across SOC 2, ISO 27001, FedRAMP, and GDPR

• Evidence is current year-round — not assembled at audit time; no stale or missing evidence in any active certification domain

Customer security assessments — primary owner

• Own the inbound customer assessment intake and response process — all RFPs and security questionnaires are assigned, tracked, and responded to within defined SLA

• Collaborate with sales, legal, and technical teams on complex questionnaire responses; escalate novel or sensitive items to the Director

• Maintain and improve the questionnaire response library across all active frameworks

FedRAMP ConMon — execution support

• Support monthly ConMon reporting — vulnerability scan results, POA&M updates, and evidence — as primary executor

• Maintain POA&M tracking accuracy; flag aging items to the Director before they breach defined thresholds

TPCRM and compliance support

• Support third-party risk identification, assessment, and monitoring activities as directed

• Monitor compliance framework and regulatory changes; assess impact and surface findings to the Director with a recommended response

• Support internal audit processes — evidence coordination, control testing documentation, and auditor request responses

WHAT YOU BRING

• 2–4 years of hands-on experience in GRC, compliance, or information security

• Practical working knowledge of SOC 2, NIST, or ISO 27001 applied in a real compliance environment

• Experience producing compliance evidence, contributing to audit cycles, or managing specific framework control domains independently

• Familiarity with cloud services principles and their security and compliance implications

• General knowledge of core security domains: network security, email security, endpoint protection, vulnerability scanning, access controls, log management

• Strong written communication — audit-ready documentation produced independently

PREFERRED

• Hands-on experience administering Vanta or an equivalent compliance platform as a primary owner — not just a user

• Direct experience with FedRAMP ConMon — monthly reporting, POA&M tracking, evidence production

• Experience owning or significantly contributing to a customer security questionnaire response program

• Familiarity with TPCRM programs and vendor questionnaire workflows

• Active or in-progress certification: CompTIA Security+, CISA, CRISC, ISO 27001 Lead Auditor/Implementer, or equivalent

The expected base salary range for this role is $95,000-$110,000 per year. Compensation at Black Kite is more than just base pay — we offer a total rewards program that includes performance-based bonuses, equity, flexible healthcare options, paid time off, and retirement savings programs. The annual base salary range for this position represents a nationwide market range and reflects a broad spectrum of salaries for this role across the United States. Actual compensation will depend on factors such as qualifications, skills, experience, and the scope, complexity, and location of the role.