Area Vice President of Sales

Having surpassed $300M ARR and continuing to grow, Optro helps enterprises transform risk into opportunity through its AI-powered GRC Intelligence Platform. More than 50% of the Fortune 500, including 7 of the Fortune 10, leverage our award-winning technology to move their businesses forward with greater clarity and agility. And our customers love us: Optro is top-rated on G2.com and Gartner Peer Insights.

At Optro, we inspire each other to innovate and are proud of what we are producing. We spend each day thinking of new ways to help our customers and contribute to the greater good of our company and our surrounding communities. We are all about assisting each other and breaking through barriers to create the most loved audit, risk, ESG, and InfoSec platform by our customers. This is how we have become one of the 500 fastest-growing tech companies in North America for the seventh year in a row, as ranked by Deloitte!

We are looking for an intelligent, coachable, hard-working, and driven professional to lead a team of Account Executives to sell Optro products. This leader will be responsible for Enterprise accounts, which today represent companies with between $2B-25B in revenue. AVP Quota will range from $15M-$20M.

As an AVP, you will have 3-4 direct reports, consisting of Area Directors who in turn lead, coach, and develop teams of 6-7 Account Executives. Together, you will proactively generate new opportunities into target accounts and close business to achieve quarterly and annual revenue goals. This role is an outstanding opportunity to lead strategically, impact growth, and inspire a success-driven culture.

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  Recruit top talent at scale who possess high intelligence, strong character, and coachability, ensuring alignment with our hiring profile definitions to drive impact from Day 1.

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  Drive robust pipeline generation (PG) through targeted outbound efforts to acquire new logos and grow existing clients.

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  Spearheaded strategic partnership programs and top-to-top executive engagements to drive mutual success and shared business growth.

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  Convert pipeline effectively by guiding teams through critical MOFO

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  Provide strategic executive leadership for sales forecasting, territory assignments and optimization (Territory Opt), sales mentorship, and commission planning.

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  Coach sales teams by enhancing their selling skills, structuring sales opportunities, and assisting with selling activities as appropriate.

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  Build out a predictable, high-velocity business focused on the end-to-end sales process using a universal approach.

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  Lead ADs and AEs in achieving individual, team, and organizational quotas.

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  Drive portfolio business of high-velocity new “lands” as well as the expansion of strategic accounts, targeting six-figure and seven-figure deal victories.

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  Drive and monitor account planning and execution to deliver maximum revenue potential, ensuring the sales team works cohesively with operations, sales engineering, and other internal/external teams.

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  Lead pricing and contract negotiations.

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  Listen to and comprehend customer pain points, goals, and objectives to tailor Optro’s suite of products and services.

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  Present compelling solutions to clients using information uncovered during the discovery phase.

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  Engage with C-level prospects to position Optro's strategic value proposition and drive deals to closure.

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  Leverage a values-based sales process to work collaboratively with multiple client personas to close new business.

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  Use a MEDDIC-based sales qualification methodology to manage sales resources and accurately report sales forecasts.

• Customer obsession: It starts and ends here. Consistently ask yourself how what you’re doing creates value for our customers. It’s a mindset.

• Gritty resilience: Make it happen. Find a way. Move fast, stay positive, and do what it takes.

• Drive innovation: Create the future. Continuously improve what exists and invent what’s next.

• Win, together: One team. No silos, no egos. Drive to be the best and support each other’s success.

• Growth mindset: 10x, not 10%. Think in orders of magnitude, not increments. Seek feedback, learn, and improve.