Humans of HTB #10: Isaiah's journey into sales

Step into the vibrant world of the Humans of HTB (HoH), your behind-the-scenes glimpse into the growth of our talented team and dynamic culture!  

In this HoH series, we chat with Isaiah about his journey at HTB as a SLED Account Executive.

Tell us a little bit about yourself. 

Hey there, my name is Isaiah Velez, though some people also call me IV. I’m a born-and-raised New Yorker from a small town called Nyack. These days, my wife, daughter, and I live in Dallas, Texas. I’m a creative who loves to rap, write, and use words to connect with others!

What was your career path before HTB?

I’ve been in tech sales since 2021, but before that, I spent four years in ministry right after college. I studied English, spending a lot of time reading Ernest Hemingway, dissecting movie scripts, and debating who the best rap artist alive is (it’s Kendrick Lamar). Thankfully, the skills I developed in school were further honed during my time in ministry and have been essential to my success in sales.

How did you start your journey at HTB?

I began my journey at HTB in February 2023, joining the BDR team. Under the guidance of the BDR leadership, I honed my skills in time management, organization, value proposition, and more. Combining these sales strengths with my strong desire to understand technology and how it shapes our world made Hack the Box the perfect fit for me. What better place to apply a creative, out-of-the-box approach to sales than HTB?

How did you end up in your current role?

Today, I’m part of Kevin Ireland’s team as a SLED Account Executive. I’ve been learning the art of the close, how to facilitate value-based conversations with prospects, and how to manage my pipeline. Since my promotion in September 2023, I’ve gained valuable exposure to the various stages of a deal and what it takes to always be closing, calendaring, connecting, and more.

Can you share some highlights of your work at HTB?

One of the highlights of my work at HTB is being part of two hard-working teams filled with amazing people: the BDR organization and the SLED team. Most of what I’ve learned and carried forward during my time here is thanks to my peers.

Tell us about the most enjoyable part of your job!

I love spending my days partnering with cybersecurity program directors and professionals. Hack the Box provides a platform that supports key individuals in continuing their critical work, whether in education or government.

What are the key challenges of your work now?

The main challenge I face is navigating the complexities of each deal. No two deals are alike, so it’s essential to remain teachable and intentional.

What are your key learnings from your experience so far at HTB?

I’ve learned to understand the customer and their goals, and from there, find ways to show how Hack the Box can help achieve those objectives. I’ve also gained valuable experience in cross-departmental collaboration. My manager, Cowboy, always says, 'The best sales reps know when to call in the right resources and people.

What career advice would you give to someone interested in joining your team?

As obvious as it may seem, I highly recommend creating an account on our community platform right away. Take the time to familiarize yourself with cybersecurity classifications and skills, and find your place within the community. The connections you make will be key to your success. Lastly, keep an eye on HTB’s careers page, as the team is always growing!

You’ve been at HTB for over a year now. What makes it a unique place to work?

What sets HTB apart is its people. Our diversity in culture and personality creates a powerful force in the cybersecurity industry, and I’m grateful to be a part of it.

What advice would you give to someone interviewing at HTB?

Take the time to read the company’s story and understand what motivated ch4p and HTB’s founders to start this journey. Knowing that, and understanding how you can contribute to the company’s mission and vision, is crucial during the interview process.