Vice President, Sales

This is a fully remote position, open to applicants in Florida, +4 more states.

📋 Description

• Oversee, mentor, and nurture a team of approximately six quota-carrying Account Executives and Account Managers across the United States.

• Take ownership of new logo and expansion ARR targets, ensuring pipeline quality and forecast accuracy across both acquisition and growth efforts.

• Conduct weekly one-on-ones, pipeline evaluations, deal analyses, and forecast discussions.

• Evaluate deals utilizing MEDDPICC and structured closing strategies.

• Provide personal assistance on critical deals and customer engagements when necessary.

• Collaborate with Marketing, BDR, Channel, and RevOps to enhance pipeline generation and conversion rates.

• Align the efforts of Account Executives and Account Managers to optimize outcomes in new business, expansion, and retention.

• Coordinate co-selling initiatives between Account Executives and opportunities sourced through VARs.

• Facilitate the onboarding of new hires utilizing Zensai Revenue Academy resources and structured training programs.

• Address underperformance through the establishment of clear expectations, coaching, and accountability measures.

• Ensure CRM accuracy and operational discipline within Dynamics 365.

• Work in conjunction with Customer Success, Product, and Enablement teams on ICP, competitive positioning, and value-based selling strategies.

• Play a role in the go-to-market strategy as a member of the Revenue Leadership Team.

• Exemplify and promote Zensai’s people-first, high-performance, and accountability-focused culture.

⛳️ Requirements

• 7+ years of progressive B2B SaaS sales experience.

• A minimum of 3–5 years in a front-line sales management role (player-coach).

• Demonstrated history of achieving new logo quotas while leading Account Executive teams in mid-market and lower-enterprise sectors (250–2,500 employees).

• Experience in managing both hunter (new logo) and farmer (expansion/renewal) sales teams.

• Proficiency in deal evaluation, structured sales methodologies, and effective pipeline management.

• MEDDPICC expertise is strongly preferred.

• Proven ability to coach and develop team members.

• A data-driven mindset towards forecasting, pipeline management, and performance enhancement.

• Comfortable working in a rapidly growing, high-paced environment.

• Experience in managing distributed teams across various time zones.

• Preferred experience in growth-stage SaaS companies ($20M–$100M ARR scale-up journey).

• Familiarity with Microsoft-centric selling strategies or HR technology, learning management, or talent development solutions is preferred.

• Knowledge of Dynamics 365 CRM, Gong, Salesloft, and ZoomInfo is preferred.

• Background in building or restructuring sales teams during organizational transitions is preferred.

• Strong record of cross-functional collaboration with Marketing, RevOps, Customer Success, and Channel teams is preferred.

• For US positions, successful completion of background checks is required.

• For US positions, participation in E-Verify is required.

🏝️ Benefits

• Direct responsibility for the North America commercial operations with a tangible impact on P&L.

• Report directly to an engaged CBO committed to employee success.

• Sell a unique, Microsoft-native product suite with significant market momentum in AI, HR tech, and digital transformation.

• Join a company recognized as a Gartner Cool Vendor, Fosway Core Leader, and G2 Leader.

• Achieve Great Place to Work certification for three consecutive years.

• A leadership team dedicated to transparency, accountability, and prioritizing people.

• Opportunities for career growth and leadership development.

• Commitment to equal opportunity in the workplace.

• Background checks and E-Verify participation for US positions.