VP of Sales

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

📋 Description

• Take ownership of new ARR and the overall bookings objective.

• Provide precise weekly and quarterly forecasts.

• Personally spearhead and finalize strategic enterprise agreements while the team develops.

• Collaborate with the wider GTM team on renewals and net revenue retention.

• Organize territories and identify target accounts.

• Work alongside Marketing on ICP, buyer personas, messaging, and transitioning leads to opportunities.

• Partner with teams across channels, services, technology alliances, and cloud marketplaces including AWS, Azure, and GCP.

• Establish pipeline coverage goals and conversion metrics by stage.

• Oversee existing sales personnel and strategize team expansion over the next 12–18 months.

• Recruit and secure high-performing account executives.

• Define territories, quotas, and compensation structures.

• Develop onboarding, enablement, and coaching initiatives with GTM operations.

• Foster a high-performance, accountable, and inclusive sales culture.

• Enhance and document scalable sales processes and methodologies.

• Optimize and automate dashboards and forecasting.

• Refine ICP and segmentation based on win/loss data and additional insights.

• Relay field insights to Product and Marketing to inform roadmap and positioning.

⛳️ Requirements

• Over 10 years of experience in B2B SaaS enterprise sales, including more than 3 years in leadership roles.

• Proven track record of meeting or exceeding targets at an early-stage company, ideally scaling ARR from approximately $1–5M to over $20M.

• Direct experience in enterprise selling, including the personal closure of complex six- or seven-figure deals with lengthy cycles, technical assessments, and procurement and security evaluations.

• Experience in developing sales processes, forecasting, compensation plans, and a CRM-driven operating rhythm.

• Proficiency with HubSpot.

• Strong network within security and AI buyers, channel partners, and sales talent, particularly in North America.

• Comfort in navigating ambiguity and establishing new sales functions.

• Ability to communicate effectively with leadership and cross-functional peers, supported by data.

• Familiarity with AI security and safety as well as the rapidly changing AI landscape (preferred).

• Early sales leadership experience at a security startup that scaled from early stage to an exit (preferred).

🏝️ Benefits

• Significant equity participation.

• Flexible location options within the United States.

• Potential for substantial earnings driven by high inbound interest and significant deal sizes.

• 401k plan with up to 4% matching.

• 28 days of annual leave (including vacation and holidays).

• Health, dental, and vision insurance coverage.

• Catered lunches provided at the Pittsburgh office.

• Flexible work arrangements.