Vice President of Business Sales

Vice President of Business Sales
Core Responsibilities:
Lead business sales organization with full accountability for revenue growth, quota attainment, market share expansion, and sales team performance
Develop and execute business sales strategy including target customer segmentation, sales motions, pricing strategy, and go-to-market alignment
Own sales quota and forecast management including pipeline management, forecast accuracy, and revenue predictability
Drive new customer acquisition and existing customer expansion including logo growth, strategic account development, and market penetration
Lead and manage sales team including sales managers, account executives, sales engineers, and support staff
Establish sales governance framework including sales process, stage definitions, pipeline reviews, forecast calls, and performance management
Partner with Marketing to drive demand generation, campaigns, events, and lead generation
Collaborate with Product and Product Marketing to align sales strategy with product roadmap, launches, and go-to-market priorities
Drive sales enablement including onboarding, training, certification, and ongoing skill development
Build and maintain C-level relationships with key customers, prospects, and strategic partners
Manage sales budget and ROI including headcount, travel, enablement, and marketing investments
Monitor market trends, competitive landscape, and customer insights to identify opportunities and threats
Drive sales productivity and efficiency including pipeline velocity, conversion rates, and sales cycle optimization
Partner with Sales Operations on territory design, quota setting, capacity planning, and sales compensation
Typical Profile:
Bachelor's degree in Business, Marketing, or related field required; MBA strongly preferred
18+ years in sales, sales leadership, or business development with progressive responsibility
10+ years in senior sales leadership roles (VP, SVP, Sales Director) with quota accountability ($50M–$500M+ revenue)
Deep expertise in sales leadership, sales strategy, sales management, and team development
Strong knowledge of sales methodologies (MEDDIC, Challenger, SPIN), sales processes, and sales enablement
Experience in technology/SaaS, enterprise software, cloud services, cybersecurity, fintech, healthcare IT, or professional services
Excellent leadership, communication, and executive presence; ability to influence CRO, CEO, customers, and sales teams
Strong analytical and data-driven mindset with expertise in sales analytics, pipeline management, and forecasting
Experience managing sales teams (20–100+ people) across multiple geographies and customer segments
Proficiency with CRM (Salesforce), sales enablement platforms, and sales analytics tools
Willingness to travel extensively (50–70%) for customer meetings, team engagement, and regional coverage
Key Metrics:
Business line revenue growth (YoY, QoQ) and revenue mix (new vs. expansion vs. renewal)
Sales quota attainment and forecast accuracy
Pipeline generation and stage-by-stage conversion rates, sales velocity
New logo acquisition and customer expansion (upsell, cross-sell, renewal)
Sales team productivity (revenue per rep, quota attainment distribution, ramp time)
Sales cycle length and deal velocity
Average deal size and deal economics
Market share gains and competitive positioning
Customer satisfaction and relationship health (NPS, CSAT)
Sales team retention, talent development, and succession planning

Work arrangement
Yes