Vice President of Sales

This is a fully remote position, open to applicants in Alabama, +23 more states.

📋 Description

• Lead and expand Packback’s sales organization as the company enhances its footprint in higher education.

• Own the comprehensive sales strategy for both the enterprise and B2C segments within higher education.

• Design and refine go-to-market strategies, organizational frameworks, staffing plans, and incentive structures in collaboration with Finance and People.

• Mentor, coach, and develop Account Executives and frontline managers.

• Facilitate structured coaching on complex, multi-stakeholder deals from discovery to closure.

• Recruit and onboard exceptional sales talent.

• Directly oversee frontline managers and certain enterprise sales representatives.

• Ensure forecast accuracy and pipeline integrity at the organizational level.

• Establish dependable processes, playbooks, and KPI tracking mechanisms.

• Provide performance insights to the executive team that are suitable for board presentations.

• Collaborate with Marketing, Product, Customer Success, and Revenue Operations to enhance the overall customer journey.

• Collect insights from campus leaders and faculty to guide product development and refine market narratives.

• Partner with the CEO and report directly to the Chief Executive Officer.

• Contribute to the design of the sales organization, compensation strategies, and long-term go-to-market architecture.

⛳️ Requirements

• 10+ years of sales experience, including a minimum of 3 years leading multilayered teams (manager and/or director-level reports) in B2B SaaS or EdTech sectors.

• Proven success in selling intricate solutions to higher education institutions or similarly complex organizations.

• Experience in managing enterprise sales cycles while supporting higher-volume opportunities or multiple sales strategies.

• Demonstrated success in leading teams focused on account-based selling - navigating multi-stakeholder buying groups within each account, identifying new sales opportunities and increasing user adoption across the institution.

• A history of designing or revising quota, territory, or compensation plans that enhanced attainment or efficiency.

• Strong coaching abilities with a proven record of improving individual and team performance.

• Experience with sales forecasting, pipeline management, and performance metrics.

• Expert negotiator - skilled in navigating and negotiating MSAs, data-privacy addenda, and multi-year pricing frameworks.

• Excellent communication and relationship-building capabilities, with the ability to influence both internal stakeholders and executive-level clients.

• Familiarity with contemporary sales tools such as Salesforce, HubSpot, Gong, Salesloft, or similar platforms.

• Experience with consultative sales methodologies such as Challenger, MEDDIC, or similar frameworks is advantageous.

• A genuine passion for education and a commitment to helping institutions enhance student outcomes.

• Willingness to travel up to 25-35% for domestic U.S. campus visits, conferences, and executive sponsor meetings.

• Applicants must be authorized to work for any employer in the U.S. without the need for sponsorship.

• Packback does not provide visa sponsorship for this position.

• Must reside in one of the following states: Alabama, Arkansas, Arizona, California, Colorado, Connecticut, Florida, Georgia, Hawaii, Iowa, Illinois, Indiana, Kentucky, Massachusetts, Maryland, Michigan, New Jersey, North Carolina, New York, Ohio, Pennsylvania, Rhode Island, South Carolina, Texas, Virginia, Washington, or Wisconsin.

🏝️ Benefits

• Comprehensive health, dental, and vision insurance.

• Flexible work schedules and remote work options.

• Opportunities for professional development and training.

• Collaborative and inclusive company culture.

• Generous paid time off and holiday policies.