Vice President, Sales

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

📋 Description

• Modern Campus is on the lookout for a strategic, results-oriented, and seasoned Vice President (VP) of Sales to spearhead our efforts in acquiring new logos and expanding sales across North America.

• Reporting directly to the Chief Revenue Officer (CRO), the VP of Sales will be tasked with formulating and implementing the sales strategy, leading a high-performing sales team, driving substantial revenue growth, and solidifying Modern Campus's position as the preferred partner for higher education institutions aiming to enhance their engagement strategies.

• Develop and fine-tune a comprehensive sales strategy that aligns with Modern Campus's overarching business goals to foster predictable and sustainable revenue growth.

• Mentor, lead, and expand a geographically diverse team of Regional Sales Directors (RDs).

• Cultivate a culture of high performance, accountability, teamwork, and continual learning.

• Take ownership of sales targets (new logo acquisition and cross-selling revenue) and ensure the team consistently meets or surpasses quotas.

• Optimize and manage the complete sales process, including pipeline management, forecasting accuracy, territory planning, and deal coaching and support, in collaboration with the CRO, Revenue Operations, and Finance.

• Maintain a thorough understanding of the higher education landscape, including market trends, institutional challenges, funding cycles, competitive dynamics, and key buyer personas (e.g., VPs of Enrollment, Marketing, Student Affairs, Provosts, CIOs).

• Collaborate closely with Marketing to ensure effective lead generation and go-to-market alignment, with Product to relay market feedback, and with Services to guarantee seamless post-sale transitions.

• Deliver accurate and timely sales forecasts, pipeline analysis, and performance reports to the executive team.

• Effectively utilize CRM (e.g., Salesforce) data and other tools (e.g., Gong, ChatGPT) to manage the sales process and derive insights.

• Engage with key prospects and customers at an executive level to forge relationships and support strategic deal closures.

• Represent Modern Campus at industry conferences, trade shows, and events to enhance brand visibility and network with potential clients.

⛳️ Requirements

• A minimum of 10+ years of experience in B2B software/SaaS sales.

• At least 5+ years in a senior sales leadership position (VP or Director level) managing teams of 8+ sales professionals.

• A Bachelor's degree is required; an MBA or relevant advanced degree is advantageous.

• Proven track record of consistently meeting or exceeding multi-million dollar sales targets in a SaaS environment.

• Experience in scaling a sales organization through substantial growth.

• Extensive experience and a comprehensive understanding of selling complex software solutions to the Higher Education sector (colleges and universities) is essential.

• Familiarity with university procurement processes, budget cycles, and key decision-makers is crucial.

• Proficiency in modern SaaS sales methodologies (e.g., MEDDIC, Challenger Sale, Value Selling) and managing complex, multi-stakeholder sales cycles.

• Exceptional leadership, coaching, and mentoring abilities with a proven capacity to build, motivate, and retain high-performing sales teams.

• Strong strategic thinking, analytical, and problem-solving capabilities.

• Ability to leverage data for informed decision-making.

• Advanced proficiency with CRM systems (Salesforce preferred) and sales engagement tools.

• Excellent verbal, written, and presentation skills.

• Capacity to articulate a clear value proposition to executive-level audiences.

• Willingness to travel as needed for team meetings, client engagements, and industry events (estimated 30-40%).

• Experience selling EdTech solutions similar to Modern Campus's offerings (CMS, CRM, SIS, Enrollment Management, Student Engagement tools).

• Experience in a private equity (PE) backed or high-growth technology company.

• An established network of contacts within the North American higher education community.

• Experience utilizing AI to enhance and improve sales execution.

🏝️ Benefits

• Remote-first workplace!

• Rewards and recognition programs.

• Learning and development opportunities.

• The chance to make a meaningful difference every day for universities striving to grow and for students eager to learn!