VP of Sales

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