Area Vice President – Sales

This is a fully remote position, open to applicants in United States.

📋 Description

• Oversee a team of Account Executives promoting Optro’s AI-driven GRC Intelligence Platform.

• Manage Enterprise accounts for organizations with revenues between $2B and $25B.

• Direct 3–4 Area Directors responsible for coaching and developing teams of 6–7 Account Executives.

• Create new business opportunities within target accounts and finalize deals to meet quarterly and annual revenue targets.

• Recruit top-tier talent on a large scale, ensuring new hires have a significant impact from their first day.

• Propel outbound pipeline development to secure new clients and enhance existing relationships.

• Initiate strategic partnership initiatives and engage with executives.

• Assist teams in navigating pipeline conversion and MOFO processes.

• Offer executive guidance on forecasting, territory assignments, sales mentorship, and commission planning.

• Provide coaching to sales teams, structure opportunities, and support selling efforts.

• Develop a consistent, high-velocity business utilizing a universal end-to-end sales strategy.

• Guide ADs and AEs in meeting individual, team, and organizational quotas.

• Foster new land and strategic account growth, aiming for six-figure and seven-figure contracts.

• Supervise account planning and execution in collaboration with operations, sales engineering, and internal/external teams.

• Lead negotiations regarding pricing and contracts.

• Comprehend customer challenges, aspirations, and objectives to customize Optro’s offerings.

• Deliver solutions to clients and engage C-level prospects to facilitate deal closures.

• Implement a values-driven sales approach and apply MEDDIC qualification techniques.

• Provide accurate sales forecasting reports.

⛳️ Requirements

• 10+ years of extensive B2B sales experience.

• Minimum of 3 years managing the complete sales cycle for enterprise software.

• At least 2 years of focused people management experience.

• Experience with enterprise software, ideally SaaS GRC, finance, ERP, CRM, or procurement.

• Proven success in scaling and leading sales teams within early-stage, high-growth enterprise B2B SaaS settings.

• Established experience selling to line-of-business leaders.

• Confidence and business acumen to engage, present, and negotiate effectively at the C-Suite level.

• Capability to design, build, and lead a high-performing sales organization.

• Proficiency in quota management, pipeline oversight, and precise forecasting.

• Outstanding interpersonal skills and ability to collaborate across functions.

• Experience creating innovative sales strategies and contributing to sales enablement initiatives.

• Deep understanding of value-based selling techniques.

• Robust track record of successful, complex deal closures.

• Strong emotional intelligence and the ability to cultivate trusting relationships.

• Proficient in employing a MEDDIC-based sales qualification methodology.

• Background checks are mandatory.

• Eligible candidates must have legal authorization to work in the country where the position is located, as specified in the application form.

🏝️ Benefits

• Equity.

• Commission.

• $200/month LYBL allowance for personal enhancement.

• Comprehensive health coverage for employees.

• 401(k) plan with company matching.

• Competitive salary and bonus structure.

• Flexible vacation policy for exempt employees.

• Accrued vacation time for non-exempt employees.

• Paid time off for birthdays and community service.

• Employee resource groups.

• Company-wide and team events.

• Parental Leave.