Vice President (VP) of Sales

As the VP of Sales, you will be expected to:

- Build and grow the sales team and train new hires

- Codify the sales playbook, including setting meetings, executing discovery calls, delivering product presentations, handling objections, and converting prospects to successful customers

- Implement a process to test, learn, and iterate on components of the sales playbook ensure optimization

- Establish an annual sales plan defining sales hiring goals, KPIs, and the corresponding monthly revenue output

- Develop an accurate monthly forecast for the company

- Assess sales metrics and translate insight into improvements

- Provide on-going coaching to salespeople

- Work with functional leaders from marketing, customer success, product, and finance to properly align sales execution with the broader company goals

Key Responsibility: Own recruiting & retention of sales reps:

- Build and maintain a best-in-class sales team by recruiting, training, motivating and developing the right talent

- Design compensation and incentive programs that engage and motivate the sales team while driving continual improvements in productivity

Key Responsibility: Develop sales strategy, systems, training and processes:

- Develop and implement the sales strategy to exceed revenue targets for our product, including the go-to-market plan and sales process from lead gen to upsell/retention

- Cultivate and develop a winning culture through performance expectations, driving the right behavior to develop a pipeline, direction, transparency, and proactive communication

- Serve as the executive point person for sales such as improving sales discipline, institutionalizing use of best practice sales methodologies and executing against growth forecasts

- Oversee the responsibilities and key initiatives of our sales management team

- Create, improve and audit sales processes and support resources through training programs and management coaching

Key responsibility: Drive sales productivity and effectiveness:

- Establish strategies for improving sales rep performance, both in volume (# of deals) and quality (size and value of deals)

- Oversee the management of daily and weekly AE activities, pipeline analysis, and forecasting efforts to ensure predictable top-line growth trajectory in line with company goals

- Assist with complex sales negotiations, craft sales positioning and presentation approach, assist with proposals and POCs, and help drive the pipeline for high-profile strategic accounts

- Develop and generate reporting to track all key sales metrics for the organization in conjunction with Heads of Finance and Sales Ops

- Work closely with finance and operations teams to develop key operating assumptions & growth plans for the business

- Collaborate with Marketing Demand Generation team to build strategic data sets for lead gen optimization and sales planning purposes

- 10+ years of sales experience, preferably in scaling a metrics-driven SaaS sales team at a rapidly growing technology company in a highly competitive market

- 3-10 years of sales leadership: hired at least 6 successful, high performing sales reps and managed at least 8 sales reps or managers-of-managers within dynamic sales teams

- Executed a sales playbook used to acquire customers with $250K+ ACV. Strong preference for experience in designing and implementing the playbook from scratch. MEDDIC preferred

- Preference for Sales management experience with an organization that has scaled at least to $20+M ARR. Front-office software (i.e. martech, sales-tech, etc.) preferred but will accept any complex software sales except ad sales or hardware

- Preference for experience selling into Multi-Location or Franchises but any industry works as long as sale was $250 K+ ACV and involved a complex DMU of 3+ people

- Extensive sales operations experience (forecasting, planning, analysis, sales systems, reporting, compensation and quota management)

- Ability to build vision,