VP of Sales

VP Of Sales

As the VP of Sales, you will be responsible for leading and building a high-performing revenue team that is focused on driving new ARR growth ("Land"). This position will oversee our direct sales efforts, channel sales & management, and will work closely with the CEO, COO, VP of Marketing and the executive team to set revenue goals and develop strategies to achieve them. Your focus will be on building a scalable and sustainable revenue model that drives long-term growth.

Responsibilities

Develop and execute a revenue growth strategy that aligns with the company's overall business goals and objectives.

Build, manage, and lead a high-performing revenue team, including new sales and channel sales & management.

Co-own (with the VP of Marketing) the vision, strategy, and playbook for new logo acquisition success.

Develop, implement, and execute value-selling frameworks throughout the entire buyer's journey, including : Discovery, Qualification, Business Case, Demonstration, Validation, and Negotiating the Close.

Develop and implement effective sales programs that generate new opportunities and convert them into sales, in partnership with Marketing and Operations teams.

Develop and optimize predictable, repeatable, and scalable sales processes.

Develop and manage the sales pipeline and revenue forecast.

Set monthly, quarterly, and annual enterprise sales targets and ensure the team consistently hits its sales goals.

Act as a coach and mentor for direct reports.

Develop and maintain relationships with key customers, partners, and stakeholders to drive revenue growth.

Continuously analyze market trends, competitive landscape, and customer needs to identify growth opportunities and develop strategies to capitalize on them.

Create and manage revenue-related budgets, forecasts, and financial plans.

Work collaboratively with other departments to ensure alignment and to achieve revenue goals.

Establish and maintain a culture of excellence, performance, and accountability.

Act and be perceived as an executive presence on large enterprise deals.

Collaborate with leadership to understand prospect and customer pain points.

Deliver insightful, clear, and articulate communication with internal and external stakeholders.

Own the planning for our next phase of growth so we're well-prepared to hire additional sales executives and channel managers and get them onboarded effectively.

Requirements

7+ years of leadership experience within a sales / revenue function (I.E., new logo sales, channel business development, account management)

A minimum of 5+ years of sales leadership experience in a B2B SaaS environment

A minimum of 3+ years of experience owning all facets of a sales team (hiring, onboarding, quota and territory assignments, sales enablement, scalable processes, forecasting, budgeting, resource allocation, reporting)

Experience scaling a company from $25M to over $50M ARR

Experience selling into Mid Market and Large Enterprises, selling deal sizes $20-100k+ ARR, in both North America and Europe.

Proven track record of building and leading high-performing sales teams of at least 7+ people, and delivering significant revenue growth.

Experience with value-based selling methodologies, including for the following stages : Discovery, Qualification, Business Case, Demonstration, Validation, and Negotiating the Close. Ability to coach and develop our sales team with these disciplines.

Experience in developing and executing revenue growth strategies for SaaS businesses in a locked partnership with Marketing, including Account-based programs.

Demonstrable success selling to C-suite economic buyers in Enterprise accounts

Excellent analytical and strategic thinking skills.

Strong experience using Salesforce and sales outreach tools (i.e., Outreach, Salesloft, etc.)

Strong leadership, communication (written and oral presentation), and interpersonal skills.

Ability to work collaboratively across departments and with external partners and stakeholders

Strong problem-solving skills and the ability to work in a fast-paced environment

Has led a geographically dispersed team (must have)

Has dealt with acquisitions and integrations of companies / products post acquisition (nice to have)

Must be authorized to work in Canada, the USA, the UK, or Western EU.

Must be open to some travel - up to 20%

Experience leading expansion across business units, divisions, brands, and geographies