Vice President of Sales

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

📋 Description

• Drive new business bookings, execute sales, and ensure reliable revenue growth across Trustwell’s software offerings.

• Convert company growth goals into a structured sales strategy and cultivate a high-performing, accountable sales team.

• Take ownership of new-logo sales performance, territory and account management, pipeline development and conversion, forecast commitments, deal strategy, talent cultivation, and frontline sales oversight.

• Manage new-logo bookings performance in alignment with annual and quarterly revenue objectives for enterprise, mid-market, and international sales sectors.

• Create and implement sales strategies, territory management, account prioritization, and capacity planning.

• Lead, mentor, and develop sales leaders and account executives.

• Ensure forecast accuracy through pipeline assessments, deal strategy discussions, qualification discipline, and executive reporting.

• Drive pipeline generation and conversion in collaboration with SDR leadership and Marketing.

• Establish repeatable sales processes across FoodLogiQ and Genesis Foods, including cross-platform sales and complex enterprise pursuits.

• Guide executive engagement, commercial negotiations, and deal strategies for strategic opportunities.

• Set and track KPIs such as bookings, quota achievement, pipeline coverage, win rates, sales cycle duration, average contract value, and sales representative productivity.

• Collaborate with Revenue Operations on CRM accuracy, sales reporting, territory layout, compensation input, and data-informed decision-making.

• Partner with Revenue Enablement on onboarding, coaching, sales methodology adoption, and ramping to productivity.

• Work with Product and Solutions Engineering on product positioning, competitive strategy, and customer solutions.

• Recruit, retain, and nurture sales talent; oversee performance and succession planning.

• Foster a culture of ownership, customer-focused selling, operational rigor, collaboration, and consistent execution.

• Directly manage and develop sales leadership and account executives in assigned segments.

• Lead sales execution, forecast commitments, territory management, and strategic deal escalation.

⛳️ Requirements

• 10+ years of progressive B2B sales experience, with substantial leadership exposure in SaaS or enterprise software.

• 5+ years of experience managing sales teams and leaders with direct responsibility for bookings and quota achievement.

• Proven track record of enhancing sales performance in a recurring-revenue environment.

• Experience in a $50M+ ARR setting is preferred.

• Background in food manufacturing, food safety, compliance, supply chain, ERP, PLM, QMS, or related enterprise software is preferred.

• Bachelor’s degree is required.

• MBA is preferred.

• Demonstrated capability to lead and scale high-performing B2B SaaS sales organizations while consistently achieving bookings targets.

• Strong executive presence, commercial insight, and aptitude for engaging C-suite buyers and internal leadership.

• Extensive knowledge of enterprise and mid-market sales cycles, pipeline management, forecasting, and complex deal execution.

• Experience in managing multi-product software portfolios and applying value-based selling to various stakeholders.

• Highly analytical; skilled at identifying funnel and productivity gaps and translating insights into corrective measures.

• Excellent people leadership, recruiting, coaching, performance management, and organizational development abilities.

• Capacity to balance long-term go-to-market strategy with hands-on field leadership and deal execution.

• Outstanding communication, negotiation, presentation, and cross-functional collaboration skills.

• Experience in implementing structured qualification methodologies, mutual action plans, and sales operating rhythms.

• Proficiency in Salesforce and contemporary sales engagement, forecasting, and reporting tools.

• Proven ability to lead through transitions in a rapidly growing, metrics-driven organization.

• Acceptable background and references are required upon conditional offer.

🏝️ Benefits

• Comprehensive healthcare benefits, including medical, dental, and vision coverage.

• Additional benefits, such as STD, LTD, HSA, 401k, etc.

• Responsible Time Off (PTO) along with Holiday Pay.

• Competitive compensation package plus bonus opportunities.

• Eligibility for an equity program.

• Opportunities for professional growth.

• Commitment to a diverse workforce and equal employment opportunities.

• Reasonable accommodations provided during the employment process.