RVP, Enterprise Sales East

Accountabilities

Lead, develop, and motivate a team of Enterprise Account Executives across the Eastern territory, ensuring consistent quota attainment and sustainable revenue growth.
Build a high-performing sales organization by attracting, recruiting, hiring, and retaining top enterprise sales talent while establishing a culture of accountability, collaboration, and continuous improvement.
Coach Account Executives through complex enterprise sales cycles, providing strategic guidance, deal support, and development opportunities to improve individual and team performance.
Own regional sales forecasting and pipeline management, leveraging Salesforce, MEDDPICC, and Command of the Message methodologies to establish accurate projections and repeatable sales processes.
Monitor sales performance, identify pipeline gaps and potential risks, and implement corrective actions to maintain predictable revenue generation.
Determine where direct leadership involvement can have the greatest impact, including resolving technical sales challenges, supporting underperforming representatives, and providing executive-level engagement for strategic opportunities.
Communicate market conditions, field intelligence, sales performance, and strategic challenges transparently to executive leadership, providing actionable recommendations when business plans require adjustment.
Develop and execute territory-specific account-based strategies in collaboration with Sales Development Representatives (SDRs) and Marketing teams to generate qualified pipeline and expand enterprise opportunities.
Build strong cross-functional relationships with Marketing, Partnerships, Customer Success, Revenue Operations, and Legal to support successful deal execution and long-term customer growth.
Develop strategic partnerships and leverage the broader business ecosystem to strengthen market positioning, accelerate sales opportunities, and support regional expansion.
Translate complex technical concepts and product capabilities into compelling business value propositions for senior decision-makers and executive stakeholders.
Establish a culture of ownership, urgency, empathy, and adaptability, enabling the team to navigate evolving priorities and changing market conditions effectively.
Requirements
At least 5 years of experience in software sales leadership, including a minimum of 2 years leading an Enterprise sales segment.
Demonstrated experience managing enterprise sales teams and selling to large organizations, particularly customers with more than $1 billion in annual recurring revenue (ARR).
Proven track record of consistently achieving revenue targets, growing sales pipelines, developing high-performing teams, and driving strong quota participation across sales representatives.
Extensive experience recruiting, hiring, developing, and retaining successful Enterprise Account Executives, with the ability to build a motivated and results-oriented sales organization.
Strong expertise in enterprise sales forecasting, pipeline management, and CRM platforms, particularly Salesforce.
Practical knowledge of structured enterprise sales methodologies, including MEDDPICC and Command of the Message, with the ability to implement disciplined and repeatable sales processes.
Excellent coaching and leadership skills, with the ability to identify individual development needs, improve sales performance, and provide strategic support throughout complex deal cycles.
Strong business and technical acumen, including the ability to understand sophisticated technology concepts and translate them into clear business value for senior executives and enterprise decision-makers.
Confidence in challenging assumptions, independently evaluating deal strategies and team performance, and communicating honest, data-driven perspectives to executive leadership.
Excellent communication, negotiation, and stakeholder management skills, with the ability to build trusted relationships across internal teams, customers, and external partners.
Demonstrated ability to collaborate with cross-functional stakeholders and establish strategic partnerships that support long-term business growth.
Strong strategic thinking and territory management capabilities, including experience developing account-based sales strategies in collaboration with SDR and Marketing teams.
Adaptability, resilience, and a strong sense of ownership, combined with the ability to balance urgency and performance expectations with empathy, humility, and compassion.
A proactive, solutions-oriented mindset and the ability to thrive in fast-paced, evolving business environments.
Additional experience that would be an advantage:
Experience selling technology solutions to senior Marketing and Data stakeholders.
Previous experience working at an early-to-mid-stage technology company.
Experience helping establish enterprise sales strategies, develop sales playbooks, and build scalable sales processes during periods of rapid growth.
Benefits
Competitive on-target earnings ranging from US$415,000 to US$430,000, combining base salary and performance-based compensation.
Equity opportunities, providing the potential to participate in the company's long-term growth.
Fully remote working environment across North America.
Opportunity to lead an established, high-performing enterprise sales team and influence its next stage of growth.
Significant autonomy and ownership over team development, hiring decisions, territory strategy, and sales execution.
Direct exposure to executive leadership and opportunities to influence strategic business decisions.
Opportunity to work with innovative AI-powered marketing and customer data technologies.
Collaborative, ambitious, and impact-driven working culture that values humility, kindness, and compassion.
Opportunity to develop strategic relationships with leading enterprise organizations and ecosystem partners.
Professional growth through leadership development, strategic initiatives, and exposure to a rapidly evolving technology market.