Vice President of Sales

VP of Sales:

The VP of Sales is charged with architecting and leading a predictable, scalable revenue engine designed to drive profitable growth. The primary focus is on accelerating new logo acquisition, deepening existing account penetration, and transitioning the organization away from a passive, vendor-dependent pipeline toward a proactive, self-generated sales motion. This leader is directly accountable for revenue performance, sales discipline, pipeline integrity, and total alignment with the company’s services-first strategic vision.

Leadership Profile

We are seeking a performance-oriented, metrics-driven strategist who pairs high-level sales management discipline with the "in-the-trenches" ability to coach and elevate frontline talent. You should bring clarity to expectations, rigor to pipeline management, and a zero-tolerance approach to missed quotas. This leader is energized by building high-performance teams, developing relentless "hunters," and instilling a culture of proactive prospecting while maintaining seamless collaboration with Marketing and Operations.

12–24 Month Success Indicators

• Expansion: Tangible increase in new logo acquisition and market share.
• Predictability: Higher forecast accuracy and improved pipeline-to-quota coverage ratios.
• Strategic Shift: A measurable increase in the services revenue mix and a reduced reliance on vendor-sourced leads.
• Consistency: Improved quota attainment across the entire sales roster, not just top performers.
• Profitability: Meaningful contribution to EBITDA growth through disciplined margin management and reduced cost-of-sale.

Key Strategic Pillars

• Revenue Engine Design & Accountability: Own the architecture of quota design, territory alignment, and capacity planning. Refine the hunter-farmer model to clearly delineate between acquisition and expansion, ensuring compensation plans incentivize high-margin services and strategic growth.
• Direct Sales Development: Transform the sales motion from "reactive" to "proactive." Establish rigorous outbound standards, improve MQL-to-SQL conversion rates, and hold the team accountable to activity metrics that drive a controllable, repeatable sales muscle.
• Services-Led Growth: Drive a "value-first" sales culture. Ensure sellers are equipped to lead with complex services rather than hardware, requiring tight coordination with practice leaders and structured account planning to increase multi-service penetration.
• High-Performance Culture: Foster an environment of transparency and radical accountability. Conduct structured one-on-ones, deep-dive deal reviews, and decisive performance management to differentiate between skill gaps and effort gaps.
• Strategic Alignment: Partner with Marketing to optimize lead quality and ROI. Leverage vendor relationships strategically as a multiplier, rather than a crutch, ensuring all partner initiatives align with the broader corporate profitability goals.

Candidate Requirements:

Experience & Track Record

• Tenure: 12–15 years in B2B technology or professional services sales, with at least 5 years managing other sales leaders (Second-line leadership).
• Scale: Proven experience managing a P&L or sales organization driving $50M–$150M in annual bookings.
• Execution: A documented history of building hunter/farmer models and scaling managed services or recurring revenue streams.
• Achievement: A verifiable record of consistent quota overachievement (100% ) at the organizational level.

Domain & Technical Expertise

• Market Knowledge: Deep experience in IT infrastructure, Managed Services (MSP), or Enterprise Cloud solutions.
• Ecosystems: Familiarity with major partner co-sell models (e.g., IBM, Cisco, Microsoft, or AWS).
• Complexity: Comfortable navigating multi-stakeholder, multi-quarter sales cycles and complex services pricing structures.

Leadership & Operations

• Talent Magnet: Proven ability to hire, develop, and retain "A-Player" sellers.
• Communication: Executive presence with the ability to provide clear, concise briefings to the Board and CEO.
• Data-Driven: Obsessive discipline regarding CRM hygiene (Salesforce/HubSpot) and data-backed decision-making.
• Process Architect: Experience building scalable playbooks for pipeline coverage, QBRs, and seamless sales-to-delivery handoffs.

Core Competencies

• Consultative sales orientation and master-level negotiation skills.
• The agility to thrive in a high-growth, founder-led, or private equity-backed environment.
• Strong cross-functional collaboration skills (Finance, Engineering, and Product).