Vice President, Sales

This is a senior commercial leadership role responsible for driving the full North American sales engine across new customer acquisition and existing-account growth. You will lead a distributed team of Account Executives and Account Managers while owning revenue targets, pipeline quality, forecasting, and sales execution. The role is highly hands-on, combining strategic leadership with direct involvement in complex deals and customer conversations. You will build a culture centered on coaching, accountability, predictable performance, and continuous development. Close collaboration with Marketing, Channel, RevOps, Customer Success, Product, and Enablement will be essential to accelerating growth. This is an opportunity to shape the commercial strategy of a high-growth SaaS business while developing a high-performing sales organization.

• Bring 7+ years of progressive B2B SaaS sales experience, including at least 3–5 years managing frontline sales teams in a player-coach capacity.

• Demonstrate a proven record of achieving new-logo quotas while leading Account Executive teams selling into mid-market and lower-enterprise customers, particularly organizations with approximately 250–2,500 employees.

• Have experience leading both hunter-oriented new-business teams and farmer-oriented expansion or renewal teams, with a strong understanding of the different motions required for each.

• Possess deep expertise in deal inspection, pipeline management, forecasting, and structured sales methodologies, with MEDDPICC experience strongly preferred.

• Demonstrate a strong coaching mindset and a proven ability to develop sales talent, improve performance, and build high-performing teams rather than simply manage activity and pipeline.

• Bring a data-driven approach to forecasting, pipeline management, sales performance optimization, and revenue planning.

• Be comfortable operating in a fast-paced, high-growth environment where priorities evolve quickly and execution speed is important.

• Have experience managing distributed teams across multiple time zones and creating consistent performance standards in remote environments.

• Growth-stage SaaS experience, particularly within a $20M–$100M ARR scale-up environment, is highly desirable.

• Experience with Microsoft-centric sales motions, HR technology, learning management systems, or talent development solutions is preferred.

• Familiarity with Dynamics 365, Gong, Salesloft, ZoomInfo, or comparable sales and revenue technologies is advantageous.

• Experience building or rebuilding sales organizations during periods of organizational transformation is valuable.

• Demonstrate strong cross-functional collaboration skills and experience partnering with Marketing, RevOps, Customer Success, Product, Enablement, and Channel teams.

• Lead with honesty, authenticity, curiosity, and resilience, while balancing high performance expectations with genuine investment in employee development and well-being.

• Be a builder who thrives in transformation, ambiguity, and environments where new processes, teams, and strategies need to be developed.