Vice President of Sales
Job Summary:
The Vice President of Sales serves as the operational backbone of your B2B sales organization, directly accountable for revenue achievement and sales force performance. This leadership role executes go-to-market strategy, develops sales teams, and implements processes that generate consistent results. The VP of Sales balances strategic contribution with hands-on management—designing territories, deploying sales methodologies, coaching managers, and engaging in critical opportunities—while translating company vision into executable sales plans, quota frameworks, and performance standards.
Vice President of Sales Responsibilities:
Revenue Execution and Target Achievement:
Drive revenue attainment through effective sales planning, resource deployment, and performance management.
Translate company objectives into actionable sales plans with clear accountability structures.
Design and implement quota frameworks that balance ambition with achievability across the organization.
Monitor progress against revenue targets and take corrective action to ensure consistent goal delivery.
Sales Team Development and Leadership:
Recruit, develop, and retain high-performing sales professionals and managers.
Implement methodologies for sales manager coaching, capability building, and leadership development.
Foster sales cultures that balance competitive drive with collaborative achievement.
Provide hands-on coaching and mentorship to managers and key individual contributors.
Sales Process Design and Optimization:
Design, deploy, and refine sales methodologies appropriate for your offerings and market dynamics.
Establish pipeline management disciplines, forecasting rigor, and opportunity qualification standards.
Implement territory design and coverage models that maximize market penetration and revenue potential.
Develop compensation structures that incentivize desired behaviors and outcomes.
Sales Operations and System Implementation:
Implement CRM governance and sales operations capabilities that enable data-driven management.
Establish performance metrics and reporting infrastructure that provide visibility into sales effectiveness.
Deploy sales technologies and enablement tools that enhance productivity and results.
Create operational cadences for pipeline reviews, forecast calls, and performance assessments.
Strategic Market Execution:
Contribute to go-to-market strategy with insights on market segmentation, competitive positioning, and channel evolution.
Analyze market trends, competitive dynamics, and customer buying behaviors to inform sales approach.
Adapt sales strategies based on market conditions, competitive pressure, and emerging opportunities.
Identify opportunities to improve sales efficiency, compress sales cycles, or expand deal values.
Cross-Functional Partnership:
Collaborate with marketing teams to align messaging, campaign execution, and lead generation initiatives.
Partner with product organizations to inform roadmap priorities and solution positioning based on market feedback.
Work with customer success functions to ensure seamless handoffs and revenue retention strategies.
Engage finance teams on forecasting, budgeting, and investment decisions for sales resources.
Complex Sales Engagement:
Navigate extended sales cycles, sophisticated buying committees, and competitive situations in B2B environments.
Personally engage in high-value opportunities requiring executive involvement or specialized expertise.
Guide teams through complex negotiations and multi-stakeholder decision processes.
Serve as executive sponsor for strategic accounts and key customer relationships.
Performance Management and Accountability:
Establish clear performance expectations and accountability measures for sales teams and managers.
Conduct regular performance reviews that identify strengths, development needs, and improvement plans.
Make difficult decisions regarding underperformance while maintaining team morale and momentum.
Recognize and reward exceptional performance through formal and informal mechanisms.
Sales Analytics and Insights:
Leverage data analytics to guide resource allocation, coaching priorities, and process improvements.
Track metrics beyond basic revenue including conversion rates, sales velocity, and productivity measures.
Utilize sales technology platforms to gain insights into team performance and opportunity progression.
Make evidence-based decisions informed by quantitative analysis and market intelligence.
Organizational Bridge and Communication:
Serve as the critical connection between sales leadership vision and frontline execution realities.
Communicate strategy, priorities, and performance expectations clearly throughout the sales organization.
Translate executive direction into tactical initiatives that teams can implement effectively.
Advocate for sales organization needs and perspectives within broader leadership discussions.
Requirements of a Vice President of Sales:
Bachelor's degree in business, marketing, or related field. MBA or advanced degree preferred.
10-15+ years of progressive B2B sales experience with significant time in leadership roles.
Proven track record of consistent revenue achievement across multiple years and varying market conditions.
Demonstrated success building, restructuring, or scaling sales organizations to drive predictable growth.
Specific expertise in relevant industry sales motions (enterprise technology, manufacturing, professional services, distribution, or applicable sector).
Deep understanding of B2B buying processes, decision-making structures, and competitive dynamics in relevant markets.
Strong people leadership capabilities with proven methodologies for talent recruitment, development, and retention.
Expertise in sales process design, pipeline management, forecasting discipline, and territory optimization.
Proficiency with sales methodologies, CRM platforms, and sales operations infrastructure.
Demonstrated ability working cross-functionally with marketing, product, customer success, and finance teams.
Data-driven decision-making approach with comfort leveraging analytics and sales technologies.
Strategic thinking capabilities including market segmentation, competitive positioning, and go-to-market evolution.
Excellent communication and presentation skills for diverse internal and external audiences.
Leadership style and values alignment that complements organizational culture while inspiring sales teams.
Note:
This job description is intended to convey essential job functions and responsibilities. It is not intended to be an exhaustive list of the position's qualifications, skills, efforts, duties, or responsibilities.
