Vice President, Sales
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Job Description
VP Sales building Fuel Cycle’s enterprise new-logo growth engine for its AI-powered market research platform. Leading sales strategy, team development, forecasting, and complex enterprise deals.
Responsibilities:
- Own the sales function end-to-end, including strategy, team, pipeline, and quota attainment
- Report directly to the CEO and present to the board quarterly
- Partner with the Chief Strategy Officer on go-to-market direction
- Build and execute an insight-led go-to-market sales strategy
- Redefine the ICP, sharpen outbound motion, and establish a new-logo pipeline generation engine
- Develop sales playbooks and competitive positioning focused on commercial insight
- Develop territory design, headcount plans, and sales operating budgets
- Leverage Insight-Lab industry analyses, consumer data, and thought leadership to open doors and reframe buyer conversations
- Translate AI-first product capabilities into commercial narratives
- Travel regularly to prospects, clients, and Fuel Cycle headquarters
- Lead and develop the enterprise sales team through coaching and performance management
- Execute Challenger Sale and SPICED methodologies across the team
- Establish weekly deal reviews, pipeline hygiene, forecast calls, and QBRs
- Serve as executive sponsor on strategic AI platform deals
- Engage C-suite and VP-level stakeholders to accelerate consensus and close complex opportunities
- Own revenue forecasting with quarterly accuracy within ±10%
- Drive scalable sales practices, insight-led enablement, and CRM/revenue intelligence
- Partner with Marketing on commercial insights, ICP, campaigns, and shared pipeline
- Collaborate with Customer Experience and Client Solutions on retention, expansion, and buyer-to-customer handoffs
- Collaborate with the Chief Strategy Officer on GTM strategy, territory planning, and cross-functional alignment
Requirements:
- 10+ years of progressive sales leadership experience
- At least 4 years in a VP Sales, Regional VP, or equivalent role at a SaaS or AI/ML technology company
- Track record of building enterprise sales organizations closing complex, multi-stakeholder deals
- Consistently meeting or exceeding $20M+ revenue targets
- History of driving new-logo growth in enterprise markets
- Deep fluency in insight-led sales frameworks such as Challenger Sale, SPICED, Command of Message, or equivalent
- Ability to navigate 5–12 person buying committees and identify Mobilizers
- Experience selling AI-powered platforms, data/analytics solutions, or enterprise SaaS to Fortune 1000 companies
- Fluency in revenue operations, pipeline governance, forecasting, cadence design, and CRM hygiene
- Salesforce preferred
- Comfort presenting to boards and C-suite stakeholders
- Willingness and ability to travel approximately 40–50%, including regular travel to Los Angeles and enterprise prospect and client locations
- MBA or equivalent advanced degree is nice to have
Benefits:
- Medical, dental, and vision insurance plans
- 401(k) with company match
- Equity purchase option
- Flexible work schedule
- 15 vacation days and 7 sick days per year
- 12 company holidays
- 4 floating holidays/recharge days
- Paid parental leave
- Monthly internet and phone stipend
- Rightway healthcare navigation
- Headspace mental wellness
- Peloton fitness
- Weekly community lunches, refreshments, and snacks at LA & NY headquarters
- Pet-friendly office environments
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