VP of Sales

📋 Description

• Take ownership of the new-logo ARR for North America.

• Lead, mentor, and develop a team of 4 enterprise Account Executives, with plans to scale to 8-10 by the end of the year through direct recruitment from your network and the broader market.

• Establish and uphold a MEDDPICC-driven inspection routine across the team, including deal reviews, pipeline assessments, and forecast discussions, ensuring every representative operates with diligence and accountability.

• Coach using Challenger/JOLT principles, conducting film review sessions via Gong, identifying challenges in deals at the champion versus economic buyer level, and enhancing each AE’s capability to teach, customize, and take charge.

• Manage the entire talent lifecycle: recruiting, onboarding, ramping, performance management, and upgrading talent when necessary.

• Oversee deal strategies at the executive level by directly engaging on strategic and complex opportunities.

• Track and enhance win rates, average selling price (ASP), and sales cycle durations as key indicators of execution quality and team well-being.

• Collaborate with Product to integrate enterprise customer needs into the product development process.

• Work in partnership with Marketing on account-based initiatives, refining the ideal customer profile, strategizing events, and creating content that fuels the enterprise pipeline.

⛳️ Requirements

• Over 5 years of experience as a first-line sales leader (Manager, Director, or VP) managing enterprise Account Executive teams at SLG startups (Series B-D) targeting Fortune 500 clients.

• Proven success in building and expanding teams from small (4-6 reps) to mid-sized (10+), including direct experience in recruiting top-tier enterprise sales talent.

• Must have experience managing teams utilizing MEDDPICC and Challenger/JOLT as operational frameworks; not just using these methods in sales individually. You’ve established inspection routines, coached representatives in the methodologies, and held teams accountable.

• Demonstrated capability in managing forecast accuracy and pipeline governance at the team level, with a history of accurately calling your numbers within a narrow variance.

• More than 7 years of quota-carrying enterprise software sales experience prior to assuming a leadership role, with a solid track record of surpassing new ARR quotas in Fortune 500/Global 2000 accounts.

• Extensive knowledge of the data management ecosystem: Data Quality, Governance, Observability, Orchestration, Catalog, Reliability, or related categories.

• Bilingual thinker (Tech Executive): Comfortable engaging in substantial discussions with data engineers and Chief Data Officers alike, fluent in both languages.

• Technical proficiency that includes: Open Source/Hadoop, enterprise data management, cloud service providers, Containers/K8s, ETL, databases/data warehouses, and the modern data stack.

• Experience managing complex, multi-stakeholder sales cycles that range from six to seven figures in ACV and last 6-12+ months.

• Builder’s mindset with a tolerance for ambiguity: You thrive in environments where established playbooks are lacking, having created them yourself. Entrepreneurial ownership is your default approach.

• Full-stack leadership: You don’t just oversee operations; you are also capable of stepping into a deal, conducting a demo, or prospecting alongside your representatives when the situation calls for it.

• Proficiency with the tech stack including Salesforce, LinkedIn Sales Navigator, Outreach, Gong, Perplexity, Dripify, AI-driven sales tools, and Storylane.

• Act Like an Owner: You are committed to doing what it takes to succeed, aligning with the company’s best interests.

• Willingness to travel up to 50% for customer meetings, team gatherings, trade shows, and enterprise events.

• Remote discipline: US-based, capable of functioning effectively in a distributed team environment with high accountability and proactive communication.

🏝️ Benefits

• Flexible PTO Plan

• Up to 100% employer-paid benefits for health, dental, and vision coverage for select plans

• Discounts and offerings from major vendors through our PEO

• Apple Air Mac Equipment

• Join the team that coined the term “Data Observability”!