Vice President, Sales

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

📋 Description

• Take full ownership of the sales function from start to finish, encompassing strategy, team management, pipeline oversight, and quota achievement.

• Provide direct reports to the CEO and deliver quarterly presentations to the board.

• Collaborate with the Chief Strategy Officer to shape the go-to-market approach.

• Design and implement a sales strategy driven by insights.

• Redefine the Ideal Customer Profile (ICP), enhance outbound initiatives, and create a pipeline generation engine for new logos.

• Create sales playbooks and competitive positioning centered on commercial insights.

• Formulate territory designs, headcount strategies, and sales operating budgets.

• Utilize Insight-Lab industry analyses, consumer insights, and thought leadership to open doors and reshape buyer discussions.

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

• Travel frequently to meet prospects, clients, and at Fuel Cycle headquarters.

• Lead and mentor the enterprise sales team through coaching and performance management.

• Implement Challenger Sale and SPICED methodologies throughout the team.

• Conduct weekly deal reviews, maintain pipeline hygiene, forecast calls, and quarterly business reviews.

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

• Engage with C-suite and VP-level stakeholders to expedite consensus and close intricate opportunities.

• Manage revenue forecasting with a quarterly accuracy of ±10%.

• Promote scalable sales practices, insight-driven enablement, and CRM/revenue intelligence.

• Collaborate with Marketing on commercial insights, ICP, campaigns, and shared pipelines.

• Work with Customer Experience and Client Solutions to enhance retention, expansion, and transitions from buyer to customer.

• Partner with the Chief Strategy Officer on go-to-market strategy, territory planning, and cross-functional alignment.

⛳️ Requirements

• Over 10 years of progressive experience in sales leadership.

• At least 4 years in a VP Sales, Regional VP, or similar position at a SaaS or AI/ML technology firm.

• Proven history of developing enterprise sales organizations that successfully close complex, multi-stakeholder deals.

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

• Experience driving new-logo growth in enterprise markets.

• Strong proficiency in insight-led sales frameworks such as Challenger Sale, SPICED, Command of Message, or similar.

• Capability to navigate buying committees of 5–12 people and identify Mobilizers.

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

• Proficiency in revenue operations, pipeline governance, forecasting, cadence design, and maintaining CRM hygiene.

• Experience with Salesforce is preferred.

• Comfortable presenting to boards and C-suite executives.

• Willingness and ability to travel approximately 40–50%, including regular trips to Los Angeles and various enterprise prospect and client locations.

• An MBA or equivalent advanced degree is a plus.

🏝️ Benefits

• Comprehensive medical, dental, and vision insurance plans.

• 401(k) plan with company matching contributions.

• Opportunity for equity purchase.

• Flexible working schedule.

• 15 vacation days and 7 sick days annually.

• 12 company holidays throughout the year.

• 4 floating holidays/recharge days.

• Paid parental leave.

• Monthly stipends for internet and phone expenses.

• Rightway healthcare navigation services.

• Access to Headspace for mental wellness.

• Peloton fitness benefits.

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

• Pet-friendly office environments.