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Vice President of Sales

3 months ago

Walnut Creek, United States Ultimate Staffing Full time

Title: VP of Sales

Location: Onsite in Walnut Creek

Job Overview:

The primary mission of the Vice President of Sales is to lead the strategic expansion of our sales organization:

  • Developing and executing a robust hiring plan to onboard and retain (4 - 9) new Account Executives within the next 12 months.
    • Building a high-impact sales leadership team capable of training and developing Account Executives.
    • Building a SDR program
  • Creating a comprehensive training and coaching structure to empower our sales team for success.
  • Implementing a proactive and effective prospecting strategy through Account Executives (AEs) and Sales Development Representatives (SDRs).
  • Leveraging Sales expertise to develop and execute a targeted go-to-market prospecting strategy for IT leaders, Facilities Leaders, Real Estate Leaders, and Construction Leaders across diverse organizations.
  • Oversee Marketing Team

Key responsibilities and expectations:

The Vice President of Sales and Marketing plays a central role within our executive team, serving as the key liaison among other company leaders.

The VP of Sales will not directly interface with our customers; instead, they will concentrate their efforts on team development, encompassing recruitment, hiring, training, and fostering a thriving team culture.

  • Strategic Growth: Utilize past experience to execute a growth strategy, taking the organization from approximately $10 million per year to approximately $25 million per year.
    • This includes identifying and hiring the right salespeople and managers, setting sales targets, and leading the team to exceed them by harnessing data-driven insights to make informed decisions, optimize strategies, and continuously improve sales performance.
  • Talent Acquisition: Develop a comprehensive hiring plan to attract, onboard, and retain # A Player, quota-hitting Account Executives within the next 18 months.
    • This involves creating a structured framework for identifying top sales talent and imparting this methodology to our sales recruiters.
  • Leadership Development: Recruit and onboard experienced Sales Executives.
  • Training Program Development and Implementation: Create a structured training and development program for the sales team, focusing on MEDPIC (Metrics, Economic Buyer, Decision Criteria, Paper Process, Identify Pain, Champion) and account mapping into Enterprise accounts, Government orgs and other large organizations.
  • Sales Operations Planning and Implementation: Creating and maintaining robust sales operations plans and structure, including compensation structures, initial territories, and evolving structures for different vertical specialties such as SLED, Construction, Enterprise, and multi-family.
    • Developing a clear framework for assigning responsibilities within the sales team, including distinguishing between the roles of Technical Account Managers (TAMs) and Account Executives (AEs). Establishing guidelines for how and when to transition territories and responsibilities as the team expands, ensuring scalability and efficiency.
  • Go-to-Market Prospecting Strategy: Develop a comprehensive prospecting strategy that targets IT leaders, Facilities Leaders, Real Estate Leaders, and Construction Leaders within companies, schools, and construction contracting entities. This includes developing key metrics for prospecting, messaging, and cultivating a culture within the team that places equal emphasis on building the pipeline while actively closing deals.
  • Technical Sales Support: Build a cross-functional team that includes technical sellers such as Solutions Engineers or Technical Account Managers to assist non-technical sales reps. Ensure that these technical experts can effectively support the sales process. Implement a seamless in-the-field synchronization between inside and outside sales to ensure a cohesive customer experience, eliminating the perception of handoffs between team members.
  • Hands-On Leadership: Be a hands-on leader willing to work alongside the team, leading by example and building a collaborative, high-performance culture from the ground up.

Team structure

This executive will report to the President and manage a team that includes (1) Sales Manager, (2) Account Executives, (2) Account Managers, (1) Sales Coordinator, Sales Enablement Associate

Impact of the role

The role of the Vice President of Sales is pivotal because it is at the heart of our strategy to achieve aggressive growth targets by assembling a high-performing sales team, focusing on developing a robust sales operations framework, and ensuring seamless integration between our technical sales team and Account Executives. Success in this role is not just about hitting revenue goals; it's about strategically positioning our organization for long-term success by building and fostering a culture that attracts, develops, and retains A Players.

Must Haves:

  1. Experience executing a growth strategy and taking an organization from approximately $10 million per year to approximately $25 million per year.
  2. Data-driven leader (can build program metrics, comp plans, etc.)
    1. Sales operations plans
  3. Talent Acquisition experience
  4. Training (has developed training programs and excited about running them)
  5. Develop a comprehensive prospecting strategy
    1. Has built and launched an SDR program


All qualified applicants will receive consideration for employment without regard to race, color, national origin, age, ancestry, religion, sex, sexual orientation, gender identity, gender expression, marital status, disability, medical condition, genetic information, pregnancy, or military or veteran status. We consider all qualified applicants, including those with criminal histories, in a manner consistent with state and local laws, including the City of Los Angeles' Fair Chance Initiative for Hiring Ordinance.