VP/Director, Enterprise Revenue

This is a fully remote position, open to applicants in California, +2 more states.

📋 Description

• Build and manage an Enterprise segment consisting of 3-4 frontline sales managers, each overseeing 3-5 revenue pods that include Enterprise Account Executives and Engagement Managers. This position ultimately leads 25 to 40 GTM team members.

• Take ownership of the segment's new Annual Contract Value (ACV) and Net Revenue Retention (NRR) targets, with both metrics reported weekly to the Chief Revenue Officer.

• Personally engage with C-level executives on key accounts, developing business cases and navigating the processes of procurement, security reviews, legal matters, and production deployment.

• Oversee the operational rhythm, including forecasting to a precision of +/-5%, deal inspections, pipeline generation discipline, and account planning for a long-cycle portfolio.

• Ensure each of your leaders effectively engages their revenue pods (AE + Engagement Manager) to enhance license consumption and deliver value output. The more we invest in our customers’ adoption, the greater the mutual benefits.

⛳️ Requirements

• Over 12 years of experience in enterprise software sales, with more than 5 years in leadership roles within enterprise sales organizations, specifically as a second-line leader.

• A proven track record of building successful teams - you have scaled an enterprise segment beyond 25 sellers while exceeding targets.

• A personal history of securing and sponsoring ACV deals ranging from $250k to $1M+ with companies generating over $1B in revenue.

• Experience managing consumption or usage-based revenue models that reward expansion through delivering customer value.

• Proficiency with modern AI tools - you utilize these tools daily, manage your team using them to boost productivity, can credibly demonstrate Runway to a CMO or CTO, and have a well-founded perspective on the future of generative media.

• Comprehensive understanding of MEDDPICC and Command of the Message methodologies to reinforce value orientation and facilitate deal progression within your teams.

• A history of consistently exceeding quota on a year-over-year basis.

🏝️ Benefits

• Offers equity