Vice President, Enterprise Go-to-Market Sales

This is a fully remote position, open to applicants in United States, +1 more country.

📋 Description

• Take ownership of and expand the enterprise growth strategy encompassing sales, offerings, strategic partnerships, and go-to-market execution.

• Lead the enterprise go-to-market (GTM) strategy, operational plan, pipeline, bookings, and revenue performance.

• Create and implement account and territory strategies for key enterprise customers.

• Personally identify, cultivate, and finalize complex consulting and technology-services opportunities.

• Establish a scalable and repeatable enterprise sales process that grows with the organization.

• Collaborate with executive leadership across sales, marketing, delivery, solutions, and operations to convert growth priorities into actionable GTM plans.

• Maintain direct accountability for a significant revenue quota, consistently achieving targets for bookings.

• Recognize market opportunities and transform them into distinctive, commercially viable service offerings.

• Develop propositions that encompass consulting, implementation, transformation, AI, CRM, commerce, and agreement management.

• Define positioning, packaging, pricing, target customers, partner alignment, and sales enablement for new service offerings.

• Work alongside delivery and technical leaders to ensure offerings are relevant to the market and operationally feasible.

• Assess customer demand, competitive factors, partner priorities, and emerging technologies to refine the portfolio.

• Cultivate and manage executive-level relationships throughout the strategic technology ecosystem.

• Create joint GTM strategies with partners that yield sourced and influenced pipeline.

• Develop partner relationships across sales, alliances, product, industry, and field leadership.

• Translate partner priorities into account mapping, campaigns, offerings, and co-selling initiatives.

• Oversee enterprise sales cycles from opportunity identification to qualification, solution development, commercial negotiations, and closing.

• Set up opportunity management, pipeline progression, and CRM discipline.

• Ensure CRM data accurately reflects pipeline health, deal progression, next steps, risks, and forecasts.

• Generate executive-level reporting on pipeline, bookings, win rates, sales velocity, conversion, forecast accuracy, and other GTM metrics.

• Analyze sales data to uncover trends, risks, productivity challenges, and areas for improvement.

• Produce weekly, monthly, and quarterly forecasts while communicating assumptions and risks to executive leadership.

• Initially supervise one direct report while functioning as an active enterprise seller and GTM leader.

• Provide leadership and influence throughout the broader commercial organization.

• Develop processes, standards, and operating rhythms to support a larger enterprise organization.

• Mentor team members on enterprise selling, account strategy, partner engagement, opportunity management, and commercial discipline.

• Assist in defining the future organizational structure and talent needs for enterprise growth.

• Establish a predictable, scalable enterprise growth engine; generate and close enterprise revenue; enhance pipeline quality and forecast accuracy; create unique offerings; strengthen technology partnerships; and implement scalable GTM processes.

⛳️ Requirements

• Extensive experience in selling and leading professional services, consulting, digital transformation, or technology implementation services to enterprise organizations.

• Proven track record of personally managing and consistently achieving or surpassing a significant revenue quota.

• Experience in building enterprise pipelines and closing intricate, multi-stakeholder opportunities.

• Strong knowledge of CRM, CPQ, commerce, digital transformation, AI, and enterprise technology ecosystems.

• Relevant experience with several of the following platforms and ecosystems: ServiceNow; Salesforce; Anthropic and enterprise AI; DocuSign; CPQ and quote-to-cash technologies; commerce platforms including commercetools, Shopify, BigCommerce, or similar enterprise platforms.

• Demonstrated ability to create new service offerings and successfully bring them to market.

• Experience in developing and executing partner-led and co-sell GTM strategies.

• Strong proficiency in CRM systems, pipeline management, forecasting, and sales operations.

• Highly analytical, capable of navigating between individual opportunities and overall business performance.

• Experience in presenting pipeline, forecasts, performance, and GTM strategies to executive leadership.

• Strong commercial acumen, able to balance revenue growth, delivery feasibility, margin, and strategic value.

• Comfortable operating in a high-growth environment where building while selling is expected rather than managing a fully developed organization.

• This role is well-suited for someone who has previously held a VP position but still desires close engagement with customers, partners, deals, and the market.

🏝️ Benefits

• Health Care Plan (Medical, Dental & Vision)

• Retirement Plan (401k, IRA)

• Life Insurance (Basic, Voluntary & AD&D)

• Paid Time Off (Vacation, Sick & Public Holidays)

• Family Leave (Maternity, Paternity)

• Short Term & Long Term Disability

• Training & Development

• Work From Home

• Wellness Resources