Global Vice President – Mid-Market Sales

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

📋 Description

• Develop the operational framework and go-to-market strategy, outlining activities and schedules, while taking ownership of results from start to finish.

• Guide and enhance the global Mid-Market sales team across North America, EMEA, and APAC regions.

• Oversee regional sales leaders along with their Account Executive groups.

• Be accountable for global Mid-Market Annual Contract Value (ACV) and booking objectives on an annual and quarterly basis.

• Manage the Velocity Engine to boost pipeline speed, reduce sales cycle durations, and enhance conversion rates.

• Implement a partner-centric approach with BlueCat's channel partners and the BlueCatalyst Partner Program.

• Collaborate on joint business strategies and enhance partner-generated pipeline with Worldwide Channel and Alliances.

• Define, measure, and evaluate activity-driven sales behaviors while coaching leaders on key performance indicators.

• Take charge of global pipeline generation, management, system maintenance, and forecasting.

• Provide accurate forecasting reports to executive leadership.

• Collaborate with Marketing, Sales Engineering, Customer Success, Sales Operations, Finance, and Product teams.

• Design and refine coverage models, territory structures, quota capacities, and compensation alignment.

• Support new logo acquisition, expansion initiatives, and competitive DDI migration strategies.

• Recruit, onboard, and cultivate sales leaders and representatives across different regions.

• Establish a strong talent pool and a culture of coaching.

• Promote a fun, inclusive, and high-achieving environment.

• Lead quarterly business evaluations, performance assessments, and global operational rhythms.

• Report performance metrics, risks, and potential opportunities to the Chief Revenue Officer (CRO) and executive team.

⛳️ Requirements

• Over 10 years of successful experience in selling enterprise software, consistently surpassing sales quotas.

• Minimum of 5 years in a sales leadership role, with experience in guiding leaders and managing a multi-region or global team.

• At least 2 years of experience selling infrastructure solutions to IT decision-makers.

• A background in networking, DNS/DDI, cloud services, or security is highly advantageous.

• Proven success in leading teams within high-performing, expanding software sales organizations, including building or scaling a Mid-Market or Commercial segment.

• Demonstrated mindset of a “General Manager of the business” with a hands-on approach to building.

• Experience selling to companies with approximately 2,000–10,000 employees or generating $1B–$5B in revenue.

• Extensive knowledge of partner-led and channel-focused go-to-market models, including resellers, distributors, Managed Service Providers (MSPs), and alliance partners across various regions.

• Experience with implementing activity-based management, sales methodologies, and operational rhythms that enhance pipeline velocity and forecasting accuracy.

• Proven track record in acquiring new logos, developing territories, and expanding existing accounts in collaboration with Customer Success.

• Experience working across various geographies and cultural contexts.

• A Bachelor’s degree is required.

• Outstanding oral and written communication abilities, along with strong negotiation skills and executive presence.

• Willingness to travel frequently on a global scale, including visits to partners, customers, and corporate events.

🏝️ Benefits

• Comprehensive medical, dental, and vision insurance.

• Tax-advantaged accounts (HSA, FSA).

• Annual Lifestyle Spending Account (LSA).

• 401(k) plan with company matching contributions.

• Paid parental leave.

• Vacation, personal, and wellness days off.

• Annual budget for learning and development.

• Eligibility for the company's annual bonus program.

• Competitive benefits and career advancement opportunities.

• A friendly and vibrant company culture.