VP of Sales

📋 Description

• Formulate and implement a comprehensive sales strategy aimed at generating predictable and scalable revenue growth across all target markets.

• Act as a true player-coach by actively supporting Sales Engineers (SEs) on complex opportunities and personally managing our largest and most intricate enterprise deals to ensure successful closure.

• Foster cross-functional collaboration among Marketing, Customer Success, and Product teams to ensure cohesive go-to-market (GTM) execution. Establish shared KPIs, joint planning, and continuous feedback mechanisms to enhance win rates, expansion, and product-market alignment.

• Build and expand the sales organization from the ground up, including Sales Engineers (SEs), Sales Development Representatives (SDRs), and sales operations, while nurturing a culture of accountability, urgency, and performance excellence.

• Define and uphold process discipline throughout the sales cycle, encompassing Ideal Customer Profile (ICP) clarity, outbound and SDR scripting, pipeline generation expectations, territory management, CRM hygiene, and thorough stage qualification.

• Establish and oversee KPIs, forecasting models, and pipeline discipline to ensure consistent performance and accurate revenue visibility.

• Take ownership of forecasting accuracy through meticulous pipeline inspection, predictable stage-progression criteria, and standardized qualification frameworks (MEDDPICC, SPICED, or similar). Collaborate with FP&A for reliable weekly, monthly, quarterly, and annual forecasts.

• Act as the public representative of the sales leadership for the organization by participating in webinars, conferences, trade shows, and customer-facing events, embodying the unified CXT brand.

• Propel expansion in key verticals (courier, shippers, healthcare) through targeted initiatives and strategic market development.

• Create and implement strategic partnership initiatives with key ecosystem players to unlock new revenue channels and enhance market position.

• Manage the complete sales process, from prospecting to negotiation to closure, ensuring operational excellence and an outstanding customer experience.

• Keep track of market trends, TMS competitive dynamics, and customer needs to maintain a strong, differentiated value proposition and inform ongoing GTM strategy.

• Exhibit leadership that promotes a culture of high accountability focused on transparency, coaching, data-driven decision-making, and continuous improvement.

⛳️ Requirements

• Over 15 years of progressive experience in B2B SaaS sales, including a minimum of 10 years in senior sales leadership positions with direct accountability for multi-million-dollar revenue goals.

• At least 5 years of direct experience selling Transportation Management Systems (TMS) or last-mile/logistics technology is essential.

• Experience in scaling mid-market to enterprise SaaS companies.

• Proven ability to maintain forecasting accuracy through rigorous pipeline inspection, predictable stage-progression criteria, and standardized qualification frameworks (MEDDPICC, SPICED, or similar) for reliable weekly, monthly, quarterly, and annual reporting.

• Demonstrated experience in building and scaling sales organizations from the ground up using repeatable frameworks and playbooks.

🏝️ Benefits

• 100% Remote and Global: Enjoy the flexibility to live your best life from anywhere in the world.

• Flexible Work Environment: Work during the hours that suit you best, as we prioritize results and customer satisfaction over strict schedules.

• Dedicated Growth Path: Receive ongoing, meaningful feedback and support tailored to help you achieve your personal career aspirations.

• Access to Leading Tools and Technology: Enhance your skills with the latest tools, playbooks, and technology.

• Engaging Community Activities: Join in on coffee chats, happy hours, cooking classes, book clubs, and much more!