VP of Growth & Revenue at Patchstack in Estonia, Estonia

Patchstack’s vision is to make cutting edge cybersecurity easily accessible, intuitive, and engaging for the next generation of builders. Security demands attention and we believe securing the web should be exciting-not a burdensome requirement or a box to check. We do this by providing the fastest protection against new security vulnerabilities and threats.

Patchstack is a leading web application security platform. We protect sites at scale through a combination of our RapidMitigate system, our threat intelligence network, and a reseller model that puts security into the hands of hosting providers and agencies worldwide.

The VP of Growth & Revenue owns Patchstack’s growth engine. This is a combined marketing and sales leadership role: you will build and run the systems, team, and programmes that bring new reseller partners on board, activate them, and grow revenue through the B2B2C channel. You will work across inbound and outbound, direct sales, and partner-led channels. This role reports to the CEO, is accountable for the Growth & Revenue functions and line manages the Account Executive and Growth Lead. We are in the process of building our revenue machine and your job will be to accelerate and improve that. You should be comfortable with building from the ground up and working with talented people to build an effective team.

Responsibilities

Revenue and sales

• Own the revenue number. Set targets with the CEO, build the plan to hit them, and be accountable for the outcome.
• Lead the full B2B2C sales motion: work with the AE to identify and close resellers (hosting providers, agencies), then support them to sell Patchstack to their end customers.
• Work with the AE to build and manage the reseller pipeline from first contact to signed agreement, including negotiating commercial terms within the rev share model.
• Define and operate the levers that drive revenue: pricing, packaging, partner incentives, activation milestones, and expansion signals.
• Build a strategy that ensures resellers improve activation rates and grow their share of the revenue.
• Represent Patchstack at industry events and in the web hosting ecosystem.

Marketing

• Own demand generation: work with the Growth Lead to run the programmes that create awareness and fill the pipeline, both inbound and outbound.
• Lead positioning and messaging for reseller and end-customer audiences, working with the product team to reflect Patchstack's actual capability.
• Develop an understanding of the right marketing levers for Patchstack, including ads, SEO, and campaigns.
• Build upon the Patchstack brand and establish a PR marketing strategy.

Resellers

• Design and own the reseller partner programme: onboarding, enablement, co-marketing, and ongoing partner success.
• Build a repeatable, scalable process for bringing new resellers on board and getting them to first sale quickly.
• Create the materials and tools resellers need to sell Patchstack confidently to their customers.
• Develop partner tiers and incentive structures that reward performance and drive long-term commitment.

Team and operations

• Manage and develop the Account Executive and Growth Lead, setting clear priorities, removing blockers, and holding both to a high standard of output.
• Build and lead the revenue functions as we scale. Patchstack is focused on building small, effective teams. This should resonate with you.
• Define the metrics and reporting structure that give the leadership team clear visibility of pipeline, revenue, and partner performance.
• Own the GTM stack: CRM, marketing automation, and partner tooling. Make pragmatic choices given company size.
• Work closely with Product, Security Research, and Operations to ensure the GTM motion is grounded in what Patchstack actually delivers.

KPIs

• Monthly recurring revenue (MRR) from reseller partners, tracked against quarterly and annual targets.
• Number of new reseller partners signed per quarter, broken down by partner type (hosting, agency, MSP).
• Reseller activation rate: proportion of signed partners who reach their first customer sale within 60 days.
• Pipeline volume and velocity: total qualified pipeline value and average time from first contact to close.
• Revenue per active reseller partner, tracked quarter-on-quarter.
• Marketing-sourced pipeline as a share of total pipeline, with cost per qualified opportunity.
• Reseller retention rate: proportion of active partners renewing or remaining active at 6 and 12 months, tracked alongside revenue impact of any churn.

Other indicators of success

• Reseller partners report that Patchstack's onboarding and enablement process is one of the easiest they have experienced. They know how to sell the product and feel supported.
• The leadership team has clear, consistent visibility of the revenue pipeline without having to ask for it. Reporting is routine, not reactive.
• Growth and sales operate as a single function with shared goals, not as separate teams with separate metrics.
• Patchstack is recognised in the web hosting ecosystem as the credible security partner for hosts and agencies.
• The VP of Growth & Revenue is a visible and trusted voice in the leadership team, contributing to company strategy beyond their immediate function.

At Patchstack we live our values and we look for team members who are excited about living them with us. Here’s what this looks like in the ideal candidate:

You take extreme ownership

You have worked in early-stage environments before and you know what it feels like to own a function with no playbook, limited resources, and high expectations. You have built a pipeline, a programme, or a team from a standing start and have something to show for it. You understand revenue, partner activation and pipeline and you hold yourself accountable to the number, not the effort. When things are not working, you name it early and change your approach. You do not report effort as a proxy for progress. You do not get blocked by circumstances. You always find a way.

You seek discomfort

Patchstack has GTM foundations in place: a sales team with pipeline momentum, a growth team covering marketing, partner onboarding, and co-marketing, and a CRM in active use. What we do not yet have is someone pulling it into a coherent, accelerating whole. You are comfortable inheriting motion and making it work harder. You can step into a function that has parts moving in different directions, diagnose what is working, and build the connective tissue — without waiting for a clean brief or a finished playbook. You will need to make calls with incomplete information, back things that might not work, and change direction when the evidence points that way. Some of that direction change will come from the market. Some will come from the leadership team. You report to the CEO. You will get context, challenge, and a push when something is not moving fast enough. You will not be told how to do your job. If you do your best work when everything is already figured out, we are not the right place for you. If you are energised by taking something with real potential and making it considerably more than the sum of its parts, it is probably right.

You appreciate conflict

The leadership team at Patchstack is high trust and has a direct communication style. We run on honest feedback, which can come from any direction. You should be able to disagree with a decision, say so clearly, and then commit to it once it is made. You should be able to hear feedback about your own work without becoming defensive, and actively seek that feedback from your peers. You need to be someone who raises problems early rather than absorbing them quietly and who creates their own clarity when direction is incomplete or shifts. You know how to lean into conflict in a low-ego, respectful way and are always open to being challenged.

You are a student

You know there is always more to learn, about the market, about what your customers actually need, about whether what you built last quarter is still the right answer. You treat uncertainty as useful information rather than a problem to be resolved. You can name real gaps in your knowledge without defensiveness, and you have a genuine plan for closing them — not a vague "I'll figure it out." In a role this broad, across sales, marketing, and partner success, no one arrives knowing everything. What matters is whether you keep learning faster than the role gets harder. If you have worked in B2B2C or partner-led sales and bring domain knowledge in hosting, security, or SaaS infrastructure, that is a strong signal. If you have not, you will need a credible account of how you would close that gap — and we will be listening for whether the answer sounds like someone who has done that before.

• +€120,000 base salary - dependent on experience and location
• Employee stock options plan — we want you to have real skin in the game.
• Remote-first — work from anywhere in Europe
• Company provided laptop
• High autonomy — you'll own the mission, not just execute tickets.
• AI tooling budget — we invest in tools that make engineers faster.
• A team that ships — small, senior, no filler. Everyone here is a builder.
• 38 days a year paid time off (including public holidays)
• Co-working space membership or WFH equipment for home-office
• Quarterly health benefits allowance