VP of Growth – Revenue

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

📋 Description

• Take ownership of the revenue goals. Collaborate with the CEO to set targets, create a plan to achieve them, and be responsible for the results.

• Direct the complete B2B2C sales process: partner with the Account Executive to identify and secure resellers (such as hosting providers and agencies), and assist them in selling Patchstack to their end clients.

• Collaborate with the AE to develop and oversee the reseller pipeline from initial contact to signed contract, including negotiating commercial terms within the revenue-sharing framework.

• Define and manage the key drivers of revenue: pricing strategies, product packaging, partner incentives, activation milestones, and expansion indicators.

• Formulate a strategy that guarantees resellers enhance activation rates and increase their share of revenue.

• Represent Patchstack at industry conferences and within the web hosting community.

• Take charge of demand generation: partner with the Growth Lead to implement programs that raise awareness and fill the sales pipeline, both through inbound and outbound methods.

• Lead the positioning and messaging for both reseller and end-customer audiences, working alongside the product team to accurately reflect Patchstack's capabilities.

• Cultivate an understanding of the effective marketing levers for Patchstack, which may include ads, SEO, and targeted campaigns.

• Enhance the Patchstack brand and create a public relations marketing strategy.

• Design and manage the reseller partner program: including onboarding, training, co-marketing efforts, and ongoing partner success.

• Establish a repeatable, scalable process for onboarding new resellers and ensuring their swift progression to first sale.

• Develop the necessary materials and tools that resellers require to sell Patchstack confidently to their customers.

• Create partner tiers and incentive structures that reward performance and encourage long-term commitment.

• Oversee the management and development of the Account Executive and Growth Lead, establishing clear priorities, removing obstacles, and maintaining a high standard of performance.

• Build and direct the revenue functions as we scale. Patchstack aims to cultivate small, effective teams, which should resonate with you.

• Establish metrics and a reporting framework that provides the leadership team with clear insights into pipeline, revenue, and partner performance.

• Manage the GTM stack: including CRM, marketing automation, and partner tools. Make pragmatic choices based on the company's size.

• Collaborate closely with Product, Security Research, and Operations to ensure the GTM approach is aligned with Patchstack's actual offerings.

• Track monthly recurring revenue (MRR) from reseller partners against quarterly and annual targets.

• Monitor the number of new reseller partners signed each quarter, categorized by partner type (hosting, agency, MSP).

• Assess the reseller activation rate: the percentage of signed partners who achieve their first customer sale within 60 days.

• Evaluate pipeline volume and velocity: total qualified pipeline value and average duration from first contact to closure.

• Measure revenue per active reseller partner, tracked on a quarterly basis.

• Analyze marketing-sourced pipeline as a portion of the total pipeline, along with the cost per qualified opportunity.

• Calculate the reseller retention rate: the percentage of active partners who renew or remain active at 6 and 12 months, alongside the revenue impact of any churn.

⛳️ Requirements

• You demonstrate extreme ownership.

• You embrace discomfort.

• You value conflict.

• You possess a student mentality.

🏝️ Benefits

• Base salary starting at +€120,000, dependent on experience and location.

• Employee stock options plan — we want you to have a tangible stake in the company's success.

• Remote-first work environment — operate from anywhere in Europe.

• Company-provided laptop.

• High level of autonomy — you'll own the mission and not just execute tasks.

• AI tooling budget — we invest in tools that enhance engineers' productivity.

• A team that delivers — small, experienced, and focused. Everyone here is a builder.

• 38 days of paid time off per year (including public holidays).

• Co-working space membership or home-office equipment support.

• Quarterly health benefits allowance.