VP of Sales
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Job Description
VP of Sales leading North America sales strategy for Acceldata's Enterprise Data Observability platform. Building and scaling enterprise sales team while driving new revenue growth.
Responsibilities:
- Own the North American new-logo ARR number.
- Lead, coach, and develop a team of 4 enterprise AEs today, scaling to 8-10 by EOY through direct recruiting from your network and the market.
- Build and enforce a MEDDPICC-driven inspection cadence across the team: deal reviews, pipeline scrubs, forecast calls; ensuring every rep operates with rigor and accountability.
- Coach to Challenger/JOLT principles, running film sessions via Gong, diagnosing stuck deals at the champion vs. economic buyer level, and developing each AE’s ability to teach, tailor, and take control.
- Own the full talent lifecycle: recruiting, onboarding, ramping, performance managing, and when necessary, upgrading talent.
- Manage deal strategy at the executive level: engage directly on strategic and complex opportunities.
- Monitor and improve win rates, average selling price (ASP), and sales cycle times as leading indicators of execution quality and team health.
- Partner with Product to feed enterprise customer requirements into the product development cycle.
- Collaborate with Marketing on account-based programs, ICP refinement, event strategy, and content that fuels enterprise pipeline.
Requirements:
- 5+ years as a first-line sales leader (Manager, Director, or VP) managing enterprise AE teams at SLG startups (Series B-D) selling into the Fortune 500.
- Proven track record of building and scaling teams from small (4-6 reps) to mid-size (10+), including direct experience recruiting top enterprise sellers.
- Must have managed teams running MEDDPICC and Challenger/JOLT as operating systems; not just sold with these frameworks individually. You’ve built inspection cadences, coached reps to the methodology, and held teams accountable.
- Demonstrated ability to manage forecast accuracy and pipeline governance at the team level with a history of calling your number within a tight variance.
- 7+ years of quota-carrying enterprise software sales experience prior to moving into leadership, with a proven track record of exceeding new ARR quota selling into Fortune 500/Global 2000 accounts.
- Deep domain expertise in the data management ecosystem: Data Quality, Governance, Observability, Orchestration, Catalog, Reliability, or adjacent categories.
- Bilingual thinker (Tech <-> Exec): Comfortable having substantive conversations with data engineers and Chief Data Officers alike. You speak both languages fluently.
- Technical acumen spanning: Open Source/Hadoop, enterprise data management, cloud service providers, Containers/K8s, ETL, databases/data warehouses, and the modern data stack.
- Experience with complex, multi-stakeholder sales cycles ranging from six to seven figure ACV with 6-12+ month sales cycles.
- Builder’s tolerance for ambiguity: You have operated in environments where the playbook doesn’t exist yet and you wrote it. Entrepreneurial ownership is your default mode.
- Full-stack leadership: You don’t just manage, you can step into a deal, run a demo, or prospect alongside your reps when the situation demands it.
- Tech stack fluency: Salesforce, LinkedIn Sales Navigator, Outreach, Gong, Perplexity, Dripify, AI-driven sales tools, and Storylane.
- Act Like an Owner: You do what it takes to win; aligned to the company’s best interests.
- Travel: Willingness to travel up to 50% for customer meetings, team onsites, trade shows, and enterprise events.
- Remote discipline: US-based, able to operate effectively in a distributed team environment with high accountability and over-communication.
Benefits:
- Flexible PTO Plan
- Up to 100% employer-paid benefits for health, dental, and vision coverage for specific plans
- Discounts and offerings for major vendors through our PEO
- Apple Air Mac Equipment
- Becoming part of the team that coined the term “Data Observability”!
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