VP of Enterprise Sales

Accountabilities:

You will combine individual sales ownership with team leadership, establishing the processes, talent, and operating discipline needed to scale enterprise revenue sustainably.

• Own a personal sales quota and personally lead the largest and most strategic enterprise opportunities.

• Manage full enterprise sales cycles, from discovery and product demonstrations through proofs of concept (POCs), security and architecture reviews, procurement, negotiations, and contract signature.

• Coach and develop existing account executives, improving their sales execution, deal management, and ability to close complex opportunities.

• Recruit, interview, hire, and onboard additional account executives while defining performance expectations and ramp-up plans.

• Build a scalable sales operating model, including reliable forecasting, rigorous pipeline reviews, consistent qualification standards, and clear accountability.

• Develop practical sales playbooks based on successful deals, documenting repeatable strategies, messaging, and processes that help the team win.

• Define target accounts, map territories, prioritize enterprise segments, and identify opportunities where the product delivers the strongest value.

• Build relationships with multiple stakeholders across customer organizations, including technical champions, senior executives, procurement, and security teams.

• Own enterprise revenue performance and present results, forecasts, challenges, and opportunities transparently to the board and executive leadership.

• Establish measurable milestones for the first year, including pipeline coverage, active POCs, successful hiring, forecast accuracy, and deals closed independently by the sales team.

Requirements:

The ideal candidate is a proven enterprise software sales leader who can consistently close complex deals, develop strong sales teams, and introduce structure without losing effectiveness in an evolving business environment.

• 10+ years of experience selling technical enterprise software, ideally to data, data platform, analytics, or data analyst buyers.

• A strong recent track record of personally carrying and exceeding a sales quota within the past two to three years.

• Experience scaling a sales team from an early group of two or three representatives into a structured, high-performing sales organization.

• Demonstrated success managing complex enterprise sales cycles involving deal values of approximately $50,000 to $1 million in annual contract value (ACV), with typical sales timelines of six to nine months.

• Ability to navigate multi-stakeholder buying processes involving technical champions, vice presidents, procurement teams, and security decision-makers.

• Sufficient technical knowledge to engage credibly with senior data platform leaders and explain the value of technical products to sophisticated buyers.

• Strong coaching, hiring, negotiation, communication, and executive presentation skills.

• Experience building reliable sales forecasts, maintaining pipeline discipline, and establishing repeatable qualification and closing processes.

• Comfort operating in an ambiguous, fast-growing environment where sales collateral, pricing frameworks, and processes may still need to be developed.

• Director-level or VP-level leadership experience, with the ability to work closely with a company co-founder.

• Ability to work remotely within the United States or from the San Francisco Bay Area.

Benefits:

• Medical insurance premiums covered at 99% for employees and 75% for dependents.

• Company-sponsored long-term disability and life insurance.

• Dental and vision insurance.

• Flexible Spending Account (FSA) and Health Savings Account (HSA) options.

• Flexible paid time off.

• Discretionary allowance for expenses such as mobile phone, internet, gym memberships, wellness, and other eligible needs.

• Professional development allowance.

• Significant ownership and influence over sales strategy, team development, and operating processes.

• Opportunity to help shape an innovative AI-powered data product and contribute directly to its growth.

• Collaborative, inclusive environment that values merit, diverse perspectives, and equal employment opportunities.

• Benefits and perks may vary by country.