VP of Sales

📋 Description

• Create and implement a thorough sales strategy that fosters predictable and scalable revenue growth across all targeted markets.

• Act as a true player-coach, providing active support to Sales Engineers (SEs) on complex opportunities while personally managing our most significant and intricate enterprise deals to ensure successful closure.

• Facilitate cross-functional alignment among Marketing, Customer Success, and Product teams to guarantee integrated Go-to-Market (GTM) execution. Establish shared KPIs, engage in joint planning, and maintain continuous feedback loops to enhance win rates, expansion, and product-market alignment.

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

• Define and uphold process discipline throughout the sales cycle, including Ideal Customer Profile (ICP) clarity, outbound and SDR scripting, pipeline generation expectations, territory management, CRM hygiene, and rigorous 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 the like). Collaborate with Financial Planning and Analysis (FP&A) for dependable weekly, monthly, quarterly, and annual forecasts.

• Serve as the public-facing sales leader for the organization by engaging in webinars, conferences, trade shows, and customer-facing events, representing the cohesive CXT brand.

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

• Develop and implement strategic partnership initiatives with key ecosystem players to unlock new revenue streams and enhance market positioning.

• Manage the entire sales process, from prospecting to negotiation and closing, ensuring operational excellence and a top-notch customer experience.

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

• Exhibit leadership that fosters a high-accountability culture centered 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 responsibility for multi-million-dollar revenue targets.

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

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

• A proven history of forecasting accuracy through meticulous pipeline inspection, predictable stage-progression criteria, and standardized qualification frameworks (MEDDPICC, SPICED, or similar) for reliable reporting on a weekly, monthly, quarterly, and annual basis.

• 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 at times that suit you best. We prioritize results and customer satisfaction over rigid schedules.

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

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

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