VP, Sales
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Job Description
VP of Sales leading sales strategy and team for VikingCloud's cybersecurity and compliance solutions. Responsible for managing sales processes, driving revenue, and optimally aligning with marketing and customer success.
Responsibilities:
- Develop and own the end-to-end sales strategy, including territory design, go-to-market motions, pricing, and packaging.
- Drive forecast accuracy, pipeline generation, win rates, average deal size, and sales cycle velocity.
- Lead, coach, and scale a high-performing sales team (hiring, onboarding, performance reviews, succession planning).
- Align with Marketing, Product, and Customer Success to ensure a cohesive revenue engine and optimal customer experience.
- Establish and optimize territory plans, account segmentation, and target lists; balance new logo acquisition with expansion within existing customers.
- Build and manage a robust sales process, playbooks, CRM discipline, and reporting cadence.
- Collaborate on product feedback and market intelligence to influence product roadmap and messaging.
- Develop and enforce pricing strategies, discounting guidelines, and contract approval processes.
- Manage key strategic alliances, partners, and channel programs when applicable.
- Define and track KPIs and dashboards; present quarterly business reviews to executive leadership.
- Foster a data-driven culture while maintaining a human-centered approach to coaching and motivation.
- Champion customer success by driving renewals, upsells, and long-term.
Requirements:
- 10+ years of sales leadership experience, with a proven track record of achieving revenue targets in [your industry/space, e.g., SaaS, enterprise software, B2B services].
- Demonstrated success in building and scaling a high-velocity and/or enterprise sales organization.
- Deep experience with CRM systems (e.g., Salesforce) and sales analytics/tools; strong pipeline and forecast management.
- Exceptional leadership, hiring, coaching, and people development skills.
- Strategic thinker with strong business acumen and ability to influence cross-functionally.
- Excellent communication, negotiation, and presentation skills.
- Bachelor's degree required; MBA or advanced degree is a plus.
- Experience in cybersecurity, AI software.
- Multiregional or international sales leadership experience.
- Ability to articulate value propositions to C-suite and line-of-business buyers.
- Familiarity with channel/partner ecosystems and indirect sales strategies.
- Experience with pricing models, packaging, and contract negotiations at scale.
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