Vice President, Enterprise Sales

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

📋 Description

• Take ownership of the enterprise sales strategy from start to finish, encompassing target verticals, territory design, and the number.

• Build and lead the enterprise Account Executive organization from the ground up by recruiting, onboarding, coaching, and retaining quota-carrying talent.

• Personally manage and close Hubble's most significant strategic deals (valued at $250K+ ACV).

• Oversee forecasting and pipeline management, aiming for over 80% accuracy, while reporting to leadership and the board.

• Establish and implement a repeatable sales methodology such as MEDDIC or MEDDPICC.

• Act as the executive sponsor for strategic accounts, fostering relationships at the C-suite level.

• Design compensation, quota, and incentive frameworks.

• Set the operational cadence for the sales organization, including pipeline reviews, quarterly business reviews (QBRs), win/loss analysis, and enablement.

• Collaborate with Marketing, Product, Customer Success, Legal, and Finance to ensure alignment of go-to-market strategies with product and unit economics.

• Represent Hubble at industry events and engage with prospective enterprise customers on a global scale.

• Create the playbook, ramp plan, and enablement materials to scale the sales efforts.

• Report directly to the Chief Business Officer.

⛳️ Requirements

• A minimum of 12 years of enterprise sales experience, with considerable time spent at the VP level or higher, particularly in technology, IoT/hardware, semiconductor, or connectivity sectors.

• Demonstrated success in establishing an enterprise sales function from the ground up within an early-stage or rapidly growing company.

• Proven history of personally closing complex, multi-stakeholder, long-cycle deals (valued at $250K+ ACV).

• Experience in hiring, onboarding, and managing a team of 6 to 8+ quota-carrying AEs or AE managers.

• Strong discipline in forecasting and fluency with CRM systems (such as Salesforce or equivalent).

• Proficient in structured sales methodologies (like MEDDIC/MEDDPICC or similar).

• Demonstrated executive presence, with experience in presenting to boards and senior leadership.

• An entrepreneurial mindset, comfortable building processes from scratch without a pre-existing playbook.

• Bachelor's degree or equivalent experience.

• Established relationships with enterprise buyers in sectors such as Fleet/Asset Management, Supply Chain, Industrial, or Life Sciences.

• Proven track record in an early-stage or high-growth hardware, IoT, or connectivity startup.

• Demonstrated experience in designing compensation plans and territory/segmentation models from the ground up.

• Technical fluency in BLE, IoT, or satellite systems.

• All applicants must be U.S. citizens or lawful permanent residents (green card holders) as defined by ITAR.

🏝️ Benefits

• Competitive executive compensation structures, including equity options.

• Comprehensive benefits package: Health, Dental, Vision, and Health Savings Account (HSA) options.

• Unlimited Paid Time Off (PTO).

• Commuter benefits available for those working from headquarters.

• Learning and Development Allowance.

• Health and Wellness Stipend.

• Sabbatical Program.

• Opportunity to work on cutting-edge space technology, specifically state-of-the-art satellite systems.