VP/Director, Growth & Emerging Revenue

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

📋 Description

• Lead and manage the Growth segment, which includes 6-8+ pods at scale (each pod consisting of one to two Account Executives and one Engagement Manager), along with the Business Development organization leader and their team that supports every segment. As the team scales, additional leadership and dedicated inbound sales teams will be incorporated.

• Take ownership of new Annual Contract Value (ACV) and Net Revenue Retention (NRR) for Growth, in addition to company-wide sourced-pipeline objectives through your Business Development team, with weekly reviews alongside the Chief Revenue Officer.

• Develop the demand funnel by establishing inbound routing and qualification processes, creating outbound strategies, setting deal-size floors that encourage representatives to target larger markets, and implementing a sub-$15k inside-sales lane to ensure small deals are secured without depleting Account Executive resources.

• Recruit and cultivate a bench of Growth Revenue Managers, ensuring that your managers evolve into future segment leaders. Mentor and enhance all talent within the organization to elevate them to high-performing roles that transition into enterprise sales teams.

• Measure everything: analyze conversion rates by stage, track Average Selling Price (ASP) progression, and monitor the speed to the first meeting—adjusting strategies monthly based on data insights.

⛳️ Requirements

• A minimum of 10 years in SaaS sales, with at least 4 years in leadership roles overseeing enterprise, mid-market, or velocity sales teams, including responsibility for a Business Development or Sales Development Representative function.

• Proven experience in establishing a high-velocity sales strategy from the ground up—covering model development, cadence design, and compensation mechanics—not merely managing an existing one.

• A successful track record of increasing ASP, demonstrating the ability to transition a segment from small transactional sales to standard deals ranging from $50k to $100k, with a clear explanation of the process.

• Familiarity with consumption-based or Product-Led Growth (PLG) revenue models, where product usage serves as the primary indicator for pipeline growth.

• Daily proficiency in AI tools for prospecting and research (such as Clay, Gong, Claude, or similar tools), along with the determination to ensure your team integrates these technologies.

• A quota achievement history that you are eager to discuss, both as an individual contributor and as a leader.

🏝️ Benefits

• Provides equity