Vice President, Sales

Accountabilities

• Directly manage, coach, and develop approximately six quota-carrying Account Executives and Account Managers within a distributed North American team.

• Own new-logo acquisition and expansion ARR targets across direct sales and account management, ensuring strong pipeline quality, revenue performance, and forecast accuracy.

• Establish and maintain a disciplined sales operating cadence through regular one-on-ones, pipeline reviews, deal inspections, forecast calls, and performance discussions.

• Inspect and advance strategic opportunities using structured sales methodologies such as MEDDPICC and close plans, while personally supporting critical deals and customer engagements when appropriate.

• Partner closely with Marketing, BDR, Channel, and RevOps teams to improve inbound and outbound pipeline generation, conversion, and overall sales velocity.

• Drive strong alignment between new-business and account-management teams to maximize acquisition, expansion, retention, and customer lifetime value.

• Coordinate co-selling motions between Account Executives and value-added reseller opportunities in collaboration with Channel teams.

• Accelerate the onboarding and development of new hires through structured training, enablement programs, and consistent coaching.

• Address performance challenges with urgency by setting clear expectations, providing targeted coaching, and reinforcing accountability in partnership with Human Success teams.

• Maintain strong CRM discipline and operating rigor, ensuring accurate opportunity management and reliable reporting within Dynamics 365.

• Collaborate with Customer Success, Product, and Enablement teams to strengthen ideal customer profile definition, competitive positioning, and value-based selling.

• Contribute to broader go-to-market strategy as a member of the Revenue Leadership Team and help shape the commercial direction of the North American business.

• Build and reinforce a people-first, high-performance culture characterized by transparency, accountability, development, and strong execution.

Requirements:

• Bring 7+ years of progressive B2B SaaS sales experience, including at least 3–5 years managing frontline sales teams in a player-coach capacity.

• Demonstrate a proven record of achieving new-logo quotas while leading Account Executive teams selling into mid-market and lower-enterprise customers, particularly organizations with approximately 250–2,500 employees.

• Have experience leading both hunter-oriented new-business teams and farmer-oriented expansion or renewal teams, with a strong understanding of the different motions required for each.

• Possess deep expertise in deal inspection, pipeline management, forecasting, and structured sales methodologies, with MEDDPICC experience strongly preferred.

• Demonstrate a strong coaching mindset and a proven ability to develop sales talent, improve performance, and build high-performing teams rather than simply manage activity and pipeline.

• Bring a data-driven approach to forecasting, pipeline management, sales performance optimization, and revenue planning.

• Be comfortable operating in a fast-paced, high-growth environment where priorities evolve quickly and execution speed is important.

• Have experience managing distributed teams across multiple time zones and creating consistent performance standards in remote environments.

• Growth-stage SaaS experience, particularly within a $20M–$100M ARR scale-up environment, is highly desirable.

• Experience with Microsoft-centric sales motions, HR technology, learning management systems, or talent development solutions is preferred.

• Familiarity with Dynamics 365, Gong, Salesloft, ZoomInfo, or comparable sales and revenue technologies is advantageous.

• Experience building or rebuilding sales organizations during periods of organizational transformation is valuable.

• Demonstrate strong cross-functional collaboration skills and experience partnering with Marketing, RevOps, Customer Success, Product, Enablement, and Channel teams.

• Lead with honesty, authenticity, curiosity, and resilience, while balancing high performance expectations with genuine investment in employee development and well-being.

• Be a builder who thrives in transformation, ambiguity, and environments where new processes, teams, and strategies need to be developed.

Benefits:

• Senior leadership opportunity with ownership of the North American commercial engine across both new-logo acquisition and customer expansion.

• Significant influence over revenue growth, sales strategy, team development, and commercial performance.

• Opportunity to sell a differentiated SaaS product suite positioned at the intersection of AI, HR technology, learning, engagement, and digital transformation.

• Direct exposure to senior revenue leadership and participation in broader go-to-market strategy.

• Opportunity to shape the sales organization and contribute to the growth of a global SaaS business at an important stage of its development.

• Remote work opportunity within the United States, supporting a distributed North American team.

• Collaborative, people-first culture emphasizing transparency, accountability, coaching, and professional growth.

• Opportunity to build and lead high-performing sales teams while developing the next generation of commercial talent.

• Cross-functional exposure across Sales, Marketing, Channel, RevOps, Customer Success, Product, and Enablement.