VP of Sales

Job Description

Take charge of North American new-logo ARR growth. Lead, mentor, and expand a team of 4 enterprise AEs, scaling to 8-10 by year-end through strategic recruitment. Implement a MEDDPICC-driven inspection process: regular deal reviews, pipeline assessments, and accurate forecasting. Apply Challenger/JOLT principles, using Gong for analysis, identifying deal challenges, and enhancing AE skills. Manage the full talent lifecycle: recruitment, onboarding, performance management, and talent upgrades. Directly engage in strategic and complex opportunities at the executive level. Improve win rates, average selling price (ASP), and sales cycle times as key performance indicators. Work with Product to incorporate enterprise customer needs into product development. Partner with Marketing on account-based programs, ICP refinement, event strategy, and content creation.

Qualifications

1. 5+ years as a sales leader (Manager, Director, or VP) managing enterprise AE teams at SLG startups (Series B-D) selling into the Fortune 500. 2. Proven success in building teams from 4-6 reps to 10+, with direct experience in recruiting top enterprise sellers. 3. Experience managing teams running MEDDPICC and Challenger/JOLT; including building inspection cadences and holding teams accountable. 4. Ability to manage forecast accuracy and pipeline governance with a history of tight variance. 5. 7+ years of quota-carrying enterprise software sales experience with a track record of exceeding quota selling into Fortune 500/Global 2000 accounts. 6. Expertise in the data management ecosystem: Data Quality, Governance, Observability, Orchestration, Catalog, Reliability. 7. Bilingual thinker (Tech <-> Exec): Comfortable conversing with data engineers and Chief Data Officers. 8. Technical knowledge of Open Source/Hadoop, enterprise data management, cloud providers, Containers/K8s, ETL, databases, and the modern data stack. 9. Experience with complex sales cycles ranging from six to seven figure ACV with 6-12+ month sales cycles. 10. Tolerance for ambiguity: Experience in environments where the playbook is not yet written. 11. Full-stack leadership: Ability to step into a deal, run a demo, or prospect with reps. 12. Tech stack fluency: Salesforce, LinkedIn Sales Navigator, Outreach, Gong, AI sales tools, and Storylane. 13. Act Like an Owner: Align with company interests to win. 14. Willingness to travel up to 50% for customer meetings and events. 15. Remote discipline: US-based, able to operate effectively in a distributed team environment.

Benefits

- Flexible PTO Plan - Up to 100% employer-paid health, dental, and vision coverage for specific plans - Discounts for major vendors through our PEO - Apple Air Mac Equipment - Chance to join the team that coined the term “Data Observability”!