Vice President, Sales

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

📋 Description

• Directly oversee, mentor, and develop a team of around six quota-carrying Account Executives and Account Managers throughout the US.

• Take ownership of new logo and expansion ARR goals, pipeline quality, and forecast precision.

• Conduct weekly one-on-ones, pipeline evaluations, deal assessments, and forecasting discussions.

• Analyze deals utilizing MEDDPICC and organized closing strategies.

• Personally assist with critical deals and customer interactions.

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

• Align Account Executives and Account Managers to optimize new business, expansion, and retention results.

• Facilitate co-selling initiatives between Account Executives and VAR-sourced opportunities.

• Onboard new hires through the Zensai Revenue Academy and structured training programs.

• Address performance issues by establishing clear expectations, providing coaching, and ensuring accountability.

• Uphold CRM cleanliness and operational discipline in Dynamics 365.

• Work together with Customer Success, Product, and Enablement teams on ICP, competitive positioning, and value-driven selling.

• Contribute to the go-to-market strategy as a member of the Revenue Leadership Team.

• Strengthen Zensai’s culture focused on people-first values, high performance, and accountability.

• Achieve reliable new logo revenue, effective expansion and renewal outcomes, a robust pipeline, accurate forecasts, quicker ramp times, enhanced win rates, and strong interdepartmental partnerships.

⛳️ Requirements

• Over 7 years of progressive B2B SaaS sales experience.

• At least 3–5 years of experience in a front-line sales management role (player-coach).

• Demonstrated success in achieving new logo quotas while leading AE teams in mid-market and lower-enterprise segments (250–2,500 employees).

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

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

• MEDDPICC expertise is strongly preferred.

• Proven experience in coaching and developing personnel.

• Competence in data-driven forecasting, pipeline oversight, and performance enhancement.

• Ability to function effectively in a high-growth, fast-paced environment.

• Experience managing remote teams across various time zones.

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

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

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

• Experience in building or restructuring sales teams during organizational changes is preferred.

• A history of successful cross-functional collaboration with Marketing, RevOps, Customer Success, and Channel teams is preferred.

• For positions in the US, job offers are contingent upon successful background checks and participation in E-Verify.

🏝️ Benefits

• Certified as a Great Place to Work.

• Opportunities for career advancement.

• Leadership position with direct P&L impact.

• Directly report to a hands-on CBO committed to success.

• Opportunity to promote a distinctive Microsoft-native product suite.

• Chance to influence a growing global SaaS enterprise.

• A people-first culture that prioritizes transparency, accountability, development, and well-being.