Vice President – Sales

This is a fully remote position, open to applicants in Arizona, +27 more states.

📋 Description

• Take ownership of and surpass annual sales quota with responsibility to the CEO and board.

• Analyze and revamp the top-of-funnel process, redefine the Ideal Customer Profile (ICP), enhance outbound strategies, and create a new pipeline generation engine for acquiring new logos.

• Develop and implement a go-to-market sales strategy driven by insights.

• Create sales playbooks and establish competitive positioning.

• Collaborate with the CEO and CSO to design territory structures, headcount strategies, and sales operational budgets.

• Present pipeline updates, forecasts, and strategic initiatives during quarterly board meetings.

• Utilize Insight-Lab capabilities to produce commercial insights and establish thought leadership.

• Convert AI-first product features into compelling commercial narratives.

• Lead and mentor the enterprise sales team while fostering a culture of high performance.

• Guide the implementation of Challenger Sale and SPICED methodologies.

• Set up regular deal reviews, ensure pipeline cleanliness, conduct forecasting calls, and manage Quarterly Business Reviews (QBRs).

• Act as the executive sponsor for strategic AI platform transactions.

• Engage with C-suite and VP-level stakeholders to expedite consensus and secure complex opportunities.

• Manage revenue forecasting maintaining a ±10% accuracy standard on a quarterly basis.

• Enhance productivity through scalable sales practices, effective enablement, and diligent CRM governance.

• Partner with Marketing to derive commercial insights and collaboratively generate pipelines.

• Work alongside Customer Experience and Client Solutions to ensure smooth transitions from buyer to customer and improve net revenue retention.

• Collaborate with the Chief Strategy Officer on go-to-market strategies, territory planning, and cross-departmental alignment.

• Travel 25–40% for meetings with prospects, clients, and at Fuel Cycle headquarters.

⛳️ Requirements

• Over 10 years of progressive experience in sales leadership.

• Minimum of 4 years in roles such as VP of Sales, Regional VP, or equivalent leadership positions within a SaaS or AI/ML technology firm.

• Proven history of constructing enterprise sales organizations and successfully closing intricate, multi-stakeholder deals.

• Consistently achieving or surpassing revenue targets of $20M or more.

• Experience in rebuilding or establishing a new-logo pipeline from a low or nearly nonexistent starting point.

• Strong understanding of insight-led sales methodologies, including Challenger Sale, SPICED, Command of Message, or similar frameworks.

• Ability to instruct, mentor, and exemplify insight-led sales techniques.

• Skill in navigating buying committees of 5–12 individuals and recognizing Mobilizers.

• Experience in selling AI-driven platforms, data/analytics solutions, or enterprise SaaS to Fortune 1000 companies.

• Proficiency in pipeline governance, forecasting precision, cadence creation, and maintaining CRM hygiene.

• Experience with Salesforce is preferred.

• Comfort in presenting to boards and C-suite executives.

• Willingness and capability to travel 25–40%, including regular trips to Los Angeles as well as enterprise prospect and client locations.

• Background in market research, consumer insights, data platforms, or related enterprise analytics sectors is a plus.

• Familiarity with Fuel Cycle’s Insight-Lab or similar research technology ecosystems is advantageous.

• Experience in selling generative AI, LLM-based, or custom AI solutions is a bonus.

• Having built a commercial insight library or thought leadership program is beneficial.

• An MBA or equivalent advanced degree is a plus.

🏝️ Benefits

• Medical, dental, and vision insurance options.

• 401(k) plan with company matching.

• Option for equity purchase.

• Flexible work schedule.

• 15 vacation days and 7 sick days each year.

• 12 company-wide holidays.

• 4 floating holidays/recharge days.

• Paid parental leave.

• Monthly stipends for internet and phone expenses.

• Rightway healthcare navigation support.

• Access to Headspace for mental wellness.

• Peloton fitness membership.

• Weekly community lunches, along with refreshments and snacks at our LA and NY headquarters.

• Pet-friendly office atmosphere.

• Sales commission opportunities.

• Potential for an equity grant or purchase option.