Vice President of Product Sales

VP of Product Sales
Core Responsibilities:
Lead product sales organization with full P&L accountability for revenue growth, quota attainment, and market share expansion across product lines
Develop and execute product sales strategy including target segments, sales motions, pricing strategy, and go-to-market alignment for specific product portfolios
Drive product revenue growth through new customer acquisition, existing customer expansion, and product adoption acceleration
Own product sales quota and forecast including pipeline management, forecast accuracy, and revenue predictability for assigned product lines
Partner with Product Management to align sales strategy with product roadmap, launches, and feature adoption priorities
Collaborate with Product Marketing to translate product positioning, messaging, and value propositions into effective sales plays and enablement
Lead team of product sales professionals including product sales managers, solution consultants, sales engineers, and account executives focused on specific products
Establish product sales governance framework including sales process, stage definitions, qualification criteria, and performance management
Drive product adoption and expansion including cross-sell, upsell, renewal, and expansion revenue from existing customer base
Develop product-specific sales enablement including pitch decks, demo scripts, battle cards, objection handling, and competitive positioning
Partner with Marketing on product-specific demand generation, campaigns, and lead generation to fuel product pipeline
Monitor product sales performance metrics including pipeline health, conversion rates, win rates, and product adoption metrics
Establish product pricing and packaging strategy in partnership with Product and Finance including discounting governance and deal structuring
Drive product sales enablement and training including onboarding, certification, and ongoing skill development for product sales teams
Manage product sales budget and ROI including headcount, travel, enablement, and marketing investments for product lines
Collaborate with Customer Success to ensure smooth handoffs, adoption, and expansion opportunities post-sale
Represent product sales organization with executive leadership, customers, and partners to build relationships and drive growth
Lead product sales transformation initiatives including new product launches, market expansion, and sales model evolution
Typical Profile:
Bachelor's degree in Business, Marketing, Engineering, or related field required; MBA strongly preferred
18+ years in product sales, enterprise sales, sales leadership, or product management
10+ years in senior product sales leadership roles (VP, SVP, Director) with P&L accountability ($50M–$500M+ revenue)
Deep expertise in product sales, sales strategy, sales enablement, and product-led growth
Strong knowledge of sales methodologies (MEDDIC, Challenger, SPIN), sales processes, and product sales motions
Proven track record driving product revenue growth and exceeding sales targets in competitive markets
Experience in relevant verticals (technology/SaaS, enterprise software, consumer tech, fintech, healthcare IT, e-commerce)
Excellent leadership, communication, and executive presence; ability to influence CRO, CEO, product leaders, and sales teams
Strong analytical and data-driven mindset with expertise in sales analytics, pipeline management, and forecasting
Experience managing product sales teams (20–100+ people) across product lines, segments, or geographies
Proficiency with CRM (Salesforce), sales enablement platforms, and sales analytics tools
Strong collaboration skills with ability to partner effectively with Product, Marketing, and Sales leadership
Willingness to travel as needed for customer meetings, sales team engagement, and strategic planning
Key Metrics:
Product revenue growth (YoY, QoQ) and revenue mix (new vs. expansion vs. renewal)
Product sales quota attainment and forecast accuracy
Pipeline generation and conversion rates for product lines
Product adoption and usage metrics (active users, feature adoption, engagement)
Cross-sell and upsell revenue from existing customers
Product win rates and competitive displacement success
Sales cycle length and deal velocity for product sales
Average deal size and deal economics for product sales
Product sales team productivity (revenue per rep, quota attainment)
Sales enablement impact (onboarding time, certification rates, win rate improvement)
Product launch success (revenue targets, adoption rates)
Customer satisfaction and retention for product customers
Product sales team performance and retention

Work arrangement
Yes