Job Description:

The Vice President – Sales is a strategic, metrics-driven leader responsible for driving revenue growth, profitability, and predictable outcomes across the organization. This role oversees the entire sales function, aligning go-to-market strategy, partner engagement, and delivery execution to ensure sustainable, scalable growth. The VP of Sales establishes and enforces operational rigor while enabling teams to deliver superior customer outcomes and expand market presence.

Key Responsibilities:

• Revenue & Forecast Management

• Achieve quarterly bookings and revenue targets aligned to a $5M run rate within 36 months.

• Maintain forecast accuracy within ±7–10% for in-quarter and next-quarter projections.

• Track and optimize sales cycle, qualified win rate, proposal-to-close ratio, and pipeline velocity.

• Profitability & Commercial Hygiene

• Improve services gross margin by 3–5 points within 2–3 quarters.

• Maintain realization rate ≥92–95% and discount rate ≤8–10%.

• Ensure ≥80% of scope changes captured as change-orders.

• Deliver pre-deal margin on scoped CLM projects.

• Pipeline & Partner Strategy

• Build a healthy pipeline through direct sales, partner influence, and ABM strategies.

• Target 20–30% of new pipeline from partner-sourced opportunities.

• Ensure pipeline hygiene with ≥95% of opportunities documented with MEDDICC criteria.

• Delivery & Customer Outcomes

• Achieve on-time CLM go-lives ≥90% and NDA turnaround SLA adherence ≥95%.

• Reduce time-to-value for clients by 25% within 2–3 quarters.

• Maintain quality standards with ≤2% rework or defect rate.

• Retention & Expansion

• Increase attach rate (CLM/NDA) by 10–15 points vs. baseline within two quarters.

• Drive GRR ≥94% and NRR ≥110%, and expand referenceable accounts to ≥25–30% of active clients.

• Operational Leadership

• Stand up Deal Desk with pricing guardrails, approval workflows, and margin hygiene.

• Implement stage/exit criteria (e.g., MEDDICC) in CRM and enforce compliance.

• Develop pursuit library, ROI narratives, pricing one-pagers, and ABM/partner plays.

• Establish weekly forecast and monthly QBR cadence with executive dashboards.

• 30–60–90 Day Execution

• Days 0–30: Diagnose, align, and standardize sales processes; finalize pricing, offers, and Deal Desk.

• Days 31–60: Launch Deal Desk, enforce pipeline and scoping discipline, kick off partner and ABM motions.

• Days 61–90: Demonstrate measurable improvements in win rate, cycle time, margin, SLA adherence, partner contributions, and referenceability.

Professional Skills:

• Strategic Sales Leadership: Ability to design and execute revenue-generating strategies at scale.

• Data-Driven Decision Making: Strong KPI management, analytics, and forecasting expertise.

• Profitability & Commercial Acumen: Skilled in pricing, margins, and contract negotiations.

• Pipeline & Partner Management: Experience with MEDDICC, ABM, partner sourcing, and RFP management.

• Operational Excellence: Implement Deal Desk, CRM governance, and standardized sales processes.

• Customer-Focused Delivery: Track record of driving time-to-value, SLA adherence, and quality outcomes.

• Team Leadership: Ability to build, coach, and motivate high-performing sales teams.

• Executive Communication: Strong presence for board updates, C-level client interactions, and cross-functional alignment.