VP, Sales

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

📋 Description

• Take ownership of bookings, quota achievement, and net revenue retention for the designated enterprise segment.

• Develop the segment's annual strategy, coverage model, and growth initiatives for acquiring new logos and expanding within existing accounts.

• Convert the company’s go-to-market strategy into a focused plan for the enterprise segment.

• Direct account segmentation, prioritization, and the sales approach for AI-driven quality and release assurance.

• Advocate for Sauce Labs’ narrative around AI-powered quality and autonomous testing.

• Communicate business impact, ROI, and technical differentiation to C-level executives.

• Act as the executive sponsor for key opportunities and strategic clients.

• Lead negotiations for multi-million dollar contracts and navigate through enterprise procurement, legal, and security processes.

• Establish and maintain senior-level relationships with customer executives.

• Recruit, develop, and retain top-tier sales leaders and elite enterprise sales professionals.

• Promote a culture of high accountability utilizing modern sales methodologies like MEDDPICC.

• Institutionalize pipeline inspections, deal reviews, and coaching practices.

• Collaborate cross-functionally to create multi-year account development plans that enhance adoption, cross-selling, and revenue retention.

• Provide accurate forecasting and transparent reporting to the CRO and executive leadership.

• Oversee segment headcount, budget, and resource allocation.

• Incorporate field insights into AI capabilities, buyer personas, and competitive positioning.

• Contribute to pricing strategies, packaging decisions, and the product roadmap.

⛳️ Requirements

• A minimum of 12 years of experience in Enterprise SaaS sales.

• At least 7 years of direct sales leadership experience.

• Demonstrated experience in leading sales teams and managing large, complex enterprise sales organizations.

• Proven track record of achieving significant enterprise revenue goals and building scalable, high-performing sales teams.

• Established success in Developer Tools, Cloud Infrastructure, DevOps, or Software Engineering/Application Lifecycle.

• Proven ability to lead organizations in positioning and closing AI, ML, or data-driven software solutions.

• Ability to translate technical AI capabilities into tangible business results.

• Strong expertise in structured enterprise sales frameworks such as MEDDPICC, Value-Based Selling, and Command of the Message.

• Demonstrated ability to penetrate, navigate, and drive revenue growth across Matrixed Global 2000 / Fortune 500 accounts with extended buying cycles.

• Exceptional communication, storytelling, and executive presence.

• History of building trusted relationships with senior executive stakeholders, including CIOs, CTOs, and Chief Digital Officers.

• High analytical fluency in CRM inspection (Salesforce), pipeline metrics, revenue forecasting, and business planning.

• Capability to lead through influence within a matrixed organization.

• Ability to effectively collaborate with Product, Marketing, Customer Success, and Finance teams.

• Willingness and ability to travel at least 25–35% for strategic client meetings, executive briefings, and team offsites.

🏝️ Benefits

• Comprehensive health coverage (medical, dental, and vision).

• Disability and life insurance options.

• Parental leave benefits.

• Flexible time off policies.

• Opportunities for professional development.

• 401(k) retirement plan with matching contributions.