Vice President of Sales

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

📋 Description

• Lead a well-established team of six to eight Enterprise Account Executives focused on acquiring new business from large, intricate organizations throughout North America.

• Take ownership of team performance, forecasting, pipeline management, and quota achievement.

• Mentor team members on complex enterprise sales cycles involving multiple stakeholders, deal strategies, executive engagement, and procurement processes.

• Recruit, onboard, and retain top enterprise sales talent while fostering a culture of performance and outlining career development paths.

• Develop the go-to-market strategy, competitive positioning, messaging, content, and pricing/packaging tailored for the enterprise segment.

• Collaborate with Product leadership to prioritize the roadmap in alignment with enterprise deal outcomes.

• Act as the executive sponsor for strategic opportunities engaging with C-suite and senior HR/People leaders.

• Work alongside RevOps, Customer Success, Professional Services, Legal, and Solutions Engineering to enhance win rates and reduce sales cycle times.

• Provide accurate forecasts and data-driven reports on pipeline health, win/loss trends, and competitive dynamics to the executive team and board as necessary.

⛳️ Requirements

• Over 10 years of experience in enterprise SaaS sales.

• More than 4 years of experience managing quota-carrying Enterprise Account Executives involved in complex, multi-stakeholder SaaS transactions.

• Ideally possess experience in HR tech, HCM, or related enterprise software sectors.

• A proven history of consistently meeting or surpassing team quotas.

• Strong understanding of enterprise sales methodologies such as MEDDIC, Challenger, Command of the Message, or comparable frameworks.

• Direct experience in selling to HR and People leaders (CHRO, VP People, Head of Talent) is essential.

• Previous experience in a startup environment is required.

• Ability to thrive in a fast-paced, resource-limited setting while establishing processes.

• Demonstrated capability to influence Marketing and Product leadership.

• Experience in shaping messaging, competitive strategies, and roadmap priorities based on insights from the field.

• Comfortable and credible when engaging with C-suite executives and senior HR/People leaders.

• Player-coach leadership style with a focus on providing direct feedback and experience in building or scaling high-performing enterprise teams.

• Responsible for being aware of information security risks and complying with information security policies and procedures.

• Required participation in information security awareness and training programs.

• Accountable for handling data in accordance with classification and handling guidelines.

• Responsible for reporting information security incidents following established security policies and procedures.

🏝️ Benefits

• 100% coverage for Medical/Vision/Dental for employees.

• Flexible time off policy.

• Comprehensive Parental Paid Leave policy.

• Monthly internet stipend.

• Flex days available.