VP of Sales

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

📋 Description

• Take ownership of the company's new-logo ARR target, pipeline generation, and sales forecasting.

• Personally lead or co-lead strategic initiatives at major accounts, engaging with provosts, vice provosts for faculty affairs, deans, CIOs, and procurement teams.

• Navigate lengthy, multi-stakeholder buying cycles in higher education, including RFPs, consortium contracts, and fiscal-year budget schedules.

• Develop accurate weekly forecasts and maintain pipeline discipline within HubSpot.

• Collaborate with the CEO on pricing, packaging, and deal strategies.

• Lead, mentor, and develop Account Executives and SDRs.

• Establish quotas, activity standards, and territory plans.

• Recruit, hire, and onboard new sales team members.

• Conduct deal reviews and provide call coaching, establishing a consistent sales methodology.

• Construct and enhance the sales playbook, encompassing ICP and segment definitions, qualification criteria, discovery and demo standards, proposal and RFP processes, and competitive positioning.

• Define and monitor pipeline coverage, win rates, sales cycle durations, average contract values, quota attainment, and SDR-to-AE conversion rates.

• Work alongside marketing on outbound initiatives, events, and account-based campaigns.

• Ensure smooth transitions to Implementation and Customer Success teams.

• Relay customer and market insights to Product and Engineering teams.

• Collaborate with Customer Success to identify and capitalize on expansion opportunities.

⛳️ Requirements

• A bachelor's degree is required.

• Over 10 years of experience in B2B SaaS sales.

• At least 4 years of experience leading a quota-carrying team.

• A proven track record of selling enterprise software to higher education institutions is strongly preferred; experience with other complex institutional buyers will also be considered.

• A consistent history of meeting or exceeding quotas and closing six-figure, multi-year deals with extended sales cycles.

• Experience in responding to and winning formal RFPs and navigating public procurement processes.

• Proven ability to develop sales processes in early or growth-stage companies.

• Strong proficiency in CRM tools and pipeline forecasting.

• Exceptional written and verbal communication abilities; executive presence when engaging with senior academic leaders.

• A passion for higher education, EdTech, or mission-driven software is preferred.

• Residence in the Denver metro area or remote work for exceptional candidates is acceptable.

• US citizenship or Green Card holder is required; Scholarly cannot sponsor visas.

🏝️ Benefits

• On-target earnings ranging from $300,000 to $400,000, which includes base salary and variable compensation.

• Uncapped variable compensation with accelerators for performance exceeding plans.

• Significant equity in a rapidly growing startup.

• Health, dental, and vision insurance offered.

• A flexible work environment with hybrid options available.

• Opportunity to work directly with the founders and senior leadership team.

• Potential for growth into a broader revenue leadership role as the company expands.