Area Vice President of Sales

Accountabilities: Recruit, develop, and retain high-performing sales talent, using clear hiring profiles and rigorous interview processes to ensure new team members contribute effectively from day one. Lead and coach 3–4 Area Directors, who manage teams of approximately 6–7 Account Executives each, aligning performance with individual, team, and organizational revenue targets. Own an enterprise sales quota of $15 million–$20 million, driving quarterly and annual results across accounts generally generating $2 billion–$25 billion in revenue. Build a strong pipeline through targeted outbound initiatives, new-logo acquisition, and expansion opportunities within existing strategic accounts. Improve pipeline conversion and win rates by guiding teams through critical deal stages, applying structured qualification practices, and removing obstacles to closure. Establish a predictable, high-velocity sales organization by standardizing sales processes and accelerating deal progression. Develop and execute strategic partnership programs and senior executive engagement strategies to strengthen relationships and generate shared business opportunities. Oversee sales forecasting, territory assignments and optimization, commission planning, and pipeline management to support accurate projections and effective resource allocation. Coach sales leaders and Account Executives on sales execution, opportunity structuring, customer engagement, and value-based selling techniques. Drive new customer wins and strategic account expansion, targeting six- and seven-figure enterprise deals. Lead account planning and execution, ensuring sales teams collaborate effectively with Sales Operations, Sales Engineering, and other internal and external stakeholders. Guide pricing discussions and contract negotiations, helping teams communicate business value and secure favorable outcomes. Engage directly with C-suite prospects and other senior decision-makers to understand business challenges, present tailored solutions, and advance opportunities to closure. Apply a MEDDIC-based qualification methodology to prioritize sales resources, evaluate opportunities, and maintain reliable forecasts. Demonstrate ownership, resilience, and strategic thinking while building a collaborative, accountable, and consistently high-performing sales culture. Requirements At least 10 years of comprehensive B2B sales experience, including a minimum of 3 years managing the full sales cycle for enterprise software and at least 2 years of dedicated people management experience. Experience selling enterprise software, preferably in SaaS governance, risk, and compliance (GRC), finance, ERP, CRM, or procurement solutions. A demonstrated track record of scaling and leading sales teams in high-growth enterprise B2B SaaS environments. Proven success engaging, presenting, and negotiating with C-suite executives and senior decision-makers in complex enterprise accounts. Experience building and leading high-performing sales organizations, with strong expertise in quota management, pipeline generation, forecasting, and sales execution. Demonstrated ability to develop effective sales strategies, optimize territories, and improve team productivity and revenue performance. Deep understanding of value-based selling methodologies and a record of closing complex, high-value enterprise deals. Familiarity with MEDDIC-based qualification and structured sales processes. Strong coaching and talent development skills, with the ability to attract, motivate, and retain high-performing sales professionals. Excellent interpersonal and cross-functional collaboration skills, including experience contributing to sales enablement and strategic partnership initiatives. Strong executive presence, commercial judgment, and the ability to build trusted relationships with customers, colleagues, and business partners. High emotional intelligence, adaptability, resilience, and a growth-oriented mindset. A proactive, ownership-driven approach to problem-solving, with the ability to move quickly, challenge assumptions, and deliver measurable results. Benefits Base salary range: $180,000–$247,500 per year. Additional compensation through commission and bonus opportunities. Equity compensation. Salary is determined by role scope, relevant skills, experience, certifications, and geographic location. The company uses regional compensation tiers, and the stated range reflects the current budget for the position. Comprehensive employee health coverage. 401(k) retirement plan with company matching. $200 monthly “Live Your Best Life” allowance to support personal well-being and lifestyle needs. Flexible vacation for eligible exempt employees; accrued vacation for non-exempt employees. Birthday leave and time off for volunteering. Paid parental leave. Employee resource groups that support connection and inclusion. Opportunities to participate in team and company-wide gatherings. Remote work flexibility within the United States. Eligibility for certain benefits and perks may vary by location and individual circumstances.