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Vice President of Sales

Summary/Objective

The Vice President of Sales provides leadership, direction, and resource stewardship to the organization’s sales function. As the organization’s senior-most sales leader, the VP of Sales is accountable for overall sales organization performance and leads the full range of sales-related functions including direct sales, customer success, sales success, sales operations and sales enablement.

 

ESSENTIAL FUNCTIONS

  • Develops and executes a sales strategy and plan in support of organizational objectives encompassing all sales-related functions including direct sales, customer success, sales success, sales operations and sales enablement.
  • Leads the sales organization toward meeting or exceeding established sales goals.
  • Accountable for effective sales organization design including sales job roles, sales channel design, and sales resource deployment.
  • Establishes and governs the sales organization’s performance management system including any relevant sales incentive programs.
  • Provides accurate sales forecasting with a data driven focus on leading indicators and sales funnel management that supports projected pipeline estimates.
  • Manages sales-related budgets ensuring efficient use of funds and opportunity expense tracking.
  • Personally engages and leads the sales process for high-value deals, working alongside the CEO, COO and other executives as needed.
  • Provides leadership to all members of the sales organization, fostering a culture of accountability, professional development, high-performance, and ethical behavior.
  • Builds, develops and manages a sales team capable of carrying out needed sales and service initiatives.
  • Collaborates with the Chief Marketing Officer and other marketing leaders to develop effective sales and marketing assets and to ensure these assets are leveraged effectively.
  • Ensures that all sales activity is accurately tracked in operational systems such as SalesForce.com.
  • Ensures accurate written and verbal representations by the sales team and holds team members accountable for accurate information.
  • Provides accurate metrics and reporting to leadership.
  • Works cross-functionally across the organization to ensure sales objectives and tactics are aligned with other internal and external teams.
  • Effectively penetrates customer accounts with existing company capabilities but recognizes and tracks customer pain points or requests and relays within the company to rationalize future enhancements or new services.
  • Will establish and manage a client advisory board to encourage deep client partnering, gain feedback on existing services, target participants for beta offerings and gain industry insight across targeted verticals to help steer the business.

 

Competencies

  • Proven track record of leading and managing quota-carrying sales organizations, meeting or exceeding revenue targets at rapidly-growing companies.     
  • An ability to close deals and manage through customer success to high adoption/utilization
  • Experience in sales forecasting, sales operations, sales enablement and other sales support functions.
  • Strong working knowledge of Salesforce.com and/or other sales and CRM platforms.
  • Exceptional cross-functional collaboration and communication skills.
  • A deep understanding of value-drivers in transactional and recurring revenue business models.
  • Exceptional verbal and written communication skills.
  • Experience with public speaking and presenting to large groups.
  • Enthusiastic, motivated and high-energy

 

Position Type and Expected Hours of Work

  • Full time
  • Some overnight and international travel may be expected

 

Required Education and Experience

  • Bachelor's Degree required. MBA or related Master’s degree preferred.
  • 12+ years successful experience in quota-carrying sales positions with at least five years in senior sales management positions.
  • Experience with Salesforce CRM and/or other CRM platform.
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