Vice President of Sales – Large Accounts

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

📋 Description

• Lead, manage, and nurture a team of Strategic and Enterprise Account Executives (AEs), supervising the Enterprise team through managers while directly overseeing the Strategic team.

• Define and take ownership of the go-to-market strategy for large accounts, including account selection, coverage model, engagement tactics, and closing processes.

• Establish and sustain a robust pipeline across both segments, emphasizing quality alongside volume.

• Take responsibility for segment performance — you will be accountable for bookings, win rates, average contract value, and cycle time across both teams.

• Be actively involved in the most critical deals, offering deal support, real-time coaching, and escalating your involvement when necessary.

• Guide the complete lifecycle of the EveOS platform discussion — from initial discovery through pilot, proposal, and closure.

• Ensure AEs adequately map each account by practice area, office, and user prior to the first significant conversation; uphold this as a non-negotiable standard across both segments.

• Create and implement competitive displacement playbooks.

• Recruit, onboard, and retain top-performing AEs and frontline managers within Strategic and Enterprise.

• Develop a coaching schedule focused on enhancing reps' discovery quality, platform selling, pilot execution, and engagement with economic buyers.

• Rigorously apply MEDDPICC to ensure every deal has competition mapped, decision criteria established, and a designated economic buyer before it enters forecasting.

• Promote the use of the Mutual Action Plan framework across all ongoing deals to foster shared customer accountability and reduce cycle times.

• Conduct thorough inspection cadences that identify deal risks early, rather than at the conclusion of the quarter.

• Collaborate with Customer Success (CS) to ensure smooth handoffs — every account should transition into the post-sale phase with a documented practice area and user map.

• Work closely with Revenue Operations (RevOps) to enhance pipeline visibility, forecast accuracy, and segment reporting.

• Partner with Marketing and Product Marketing Management (PMM) on competitive positioning, account-based initiatives, and content for large accounts.

• Provide consistent field feedback to Product regarding successes, failures, and gaps in the platform narrative.

• Own the forecast for the Strategic and Enterprise segments and confidently present it to the Chief Revenue Officer (CRO).

• Contribute to board-level go-to-market reporting for the segment — including pipeline health, win rates, competitive dynamics, and market trends.

• Serve as an advocate for the large accounts strategy in executive planning, headcount decisions, and product prioritization.

⛳️ Requirements

• A minimum of 8 years in B2B SaaS sales, including at least 3 years in leadership roles for Strategic or Enterprise sales teams.

• Demonstrated success in building and scaling teams that successfully close complex, multi-stakeholder deals with annual contract values (ACV) ranging from $100K to over $1M.

• Prior experience in establishing and/or significantly expanding an Enterprise or Strategic sales function.

• Familiarity with selling into legal, professional services, or workflow-intensive sectors is a strong advantage.

🏝️ Benefits

• 💰 Competitive Salary & Equity

• 💹 401(k) Program with Employer Matching

• ⚕️ Health, Dental, Vision and Life Insurance

• 🩼 Short Term and Long Term Disability

• 🚗 Commuter Benefits*

• 🧑‍💻 Autonomous Work Environment

• 🖥️ Workplace Setup Reimbursement

• 🏠 Telecomm Stipend

• 🏝 Flexible Time Off (FTO) + Holidays

• 🚀 Quarterly Team Gatherings

• 🥪 In-office Perks*