VP of Sales

We are seeking a Vice President of Sales with the experience and background to take a sales
organization from ~$5M per year to a run rate of ~$40-50M+. This executive will join us as a key member of the management team reporting to the Chief Operating Officer, and leading the growth of new commercial and government customers. Experience in selling enterprise software and managing complex sales processes is important. The ability to craft and manage proactive prospecting and pipeline management processes is also a requirement. This candidate has the desire for significant compensation upside in a growing market, including the opportunity to design and implement international go-to-market strategy.

The sales focus is net new renewable commercial clients in both mature buyer segments as well as ones that are less established. This position works with the sales
team and independently, supported by the existing sales assets, the executive / management team, partners, and sales consultants.

Minimum Criteria (must be close to these parameters)

- Sold into the types of industries we play in and preferably with a solution-sell type product

Clients are marquis organizations including commercial customers such as Johnson & Johnson, the NFL, Lockheed Martin, Siemens, Experian, and Pfizer among many others; and government customers such as Joint Staff, US Navy, US Army, USDA, NIH, every major US intelligence agency, and state-level transit organizations and DOTs such as WMATA, PennDOT, MinnDOT, and Maryland Department of Transportation. Our business is unique yet applicable to almost all commercial and government sectors due to our highly differentiated value proposition.

Roles and Responsibilities

* Achieve annual sales goals (~30o/o+
growth per year)
* Develop and implement annual sales
plans
* Establish sales territories and quotas
Set the vision and direction for the sales
team
* Initially mentor 5-10 sales executives
* Recruit new sales executives and
develop sales team compensation plans
* Identify what the company needs to
continue to scale and build the
necessary infrastructure to achieve it
Support the company’s growth into new
regions

* Provide demonstrations that highlight to
customers the solution’s value
* Manage complex sales cycles with
multiple stakeholders
* Assist with RFI’s/RFP’s when needed
* Work closely with marketing and BD
research to generate attendees for sales

* Manage the pipeline of sales leads to
ensure success with achieving company
sales goals
* Consistently forecast monthly and
quarterly bookings for the sales team
* Ensure the sales team maintains lead,
account, and opportunity updates in
SalesForce.com CRM system
* Develop and execute strategies to
penetrate new accounts
* Work with business partners to enhance
growth
* Understand the potential clients’
requirements, challenges, and culture
* Stay abreast of drivers and current
events affecting client organizations

events (webinars, seminars, etc.) and
ensure diligent follow through with
prospects after the events

* Willingness to work in smaller

organization with expectations towards
sustainable growth

* May have travel requirements up to 50o/o

Qualifications

* Proven track record of success with
growing small and medium sized
businesses, especially in the
commercial sector.
* Minimum six years experience with
leading and managing sales teams
Experience in early stage company
desired
* Relevant commercial market and
product experience
* Process oriented and organized
* Possesses a customer facing dynamic
Seeks personal growth and is both
passionate and aggressive about
growing the business
* Understands and can articulate the
value proposition

* Strong professional network that can
benefit the company

* Strong professional network that can
benefit the company
* Experience in international markets
preferred
* Bachelor’s degree in a business related
field preferred
* Enterprise software and/or software
licensing experience
* Understanding the buying decision
making process in the target
organizations
* Effective verbal and written
communication skills
* Team player with a positive attitude
Ability to handle, adapt, and overcome
change
* Strong negotiation skills