Vice President of Sales

1 week ago

Charlotte, United States Ethico Full time

Who We Are and What We Do


For more than 25 years Ethico has provided a suite of corporate integrity products that help companies manage risk and reinforce their healthy cultures. From whistleblower and case management software that saves time, to employee screening and monitoring services that actually work, and e-learning that improves engagement -- we focus on service and the human element in all we do in order to Make the World a Better Workplace.


In building this mission, we provide HR, ethics and compliance solutions that serve over 8,000,000 employees in 100+ countries through the highly-trained, caring, and compliance-minded professionals in many of the world's largest, and well-known organizations who rely on our software and services. We have helped E&C leaders investigate nearly 10 million reports, offering employees the industry’s leading-edge tools to report unethical or illegal behavior free from retaliation.


Your Role at Ethico


The Vice President of Sales is a strategic leader responsible for driving company revenue at a B2B SaaS company scaling from $15m to $30m over the next 2-3 years. This role is responsible for managing managers and teams to quota performance, including structuring and staffing teams/territories, managing closing of complex deals, developing sales strategies, and leading a high-performing sales team. This executive position requires a deep understanding of sales operations, revenue operations, sales management/leadership, and scaling through change management. The VP of Sales will work closely with the CEO, CFO, and VP of Operations to align sales objectives with the company's goals, manage performance metrics, and drive sustainable growth.

The Vice President of Sales is a strategic leader responsible for driving company revenue at a B2B SaaS company scaling from $15m to $30m over the next 2-3 years. This role is responsible for managing managers and teams to quota performance, including structuring and staffing teams/territories, managing closing of complex deals, developing sales strategies, and leading a high-performing sales team. This executive position requires a deep understanding of sales operations, revenue operations, sales management/leadership, and scaling through change management. The VP of Sales will work closely with the CEO, CFO, and VP of Operations to align sales objectives with the company's goals, manage performance metrics, and drive sustainable growth.



Responsibilities include but are not limited to:

  • Develop and execute comprehensive sales strategies to drive revenue growth and meet or exceed sales targets across 4 teams: Mid Market AE, Enterprise AE, Client Success, and RevOps.
  • Analyze market trends and competitive landscape to identify opportunities for growth.
  • Directly manage and drive improvement through a dedicated Revenue Operations team (RevOps) to optimize sales forecasting, pipeline management, and data accuracy across the sales process.
  • Implement performance metrics and continuously monitor, coach, and improve team performance.
  • Manage and optimize the sales pipeline, ensuring a consistent approach to forecasting and reporting.
  • Set clear goals for the sales team, regularly monitoring KPIs and OKRs and adjusting strategies as needed to achieve targets.
  • Collaborate with other departments (e.g., Marketing, Product, Client Success) to ensure alignment in product offerings, marketing campaigns, and customer engagement.
  • Work closely with the product team to provide feedback on product enhancements, pricing models, and sales collateral.
  • Lead, mentor, and motivate the sales teams, fostering a culture of performance, accountability, and collaboration.
  • Oversee Account Executive (AE) Managers across territories, driving new logo acquisition, cross-sell, upsell, and client success.
  • Oversee hiring, training, and development of sales staff to build a high-performing sales organization.
  • Develop and implement strategies to increase customer satisfaction, loyalty, and long-term retention.
  • Stay informed about industry trends, competitor activities, and changes in customer needs to anticipate market shifts.
  • Prepare and present sales forecasts, budget updates, and progress reports to the executive team.
  • Foster a disciplined, execution-focused sales culture with structured processes, training, and active sales manager coaching.
  • Drive ARR targets annually, supporting the company’s ARR growth goals
  • Manage headcount of 10-100, scaling the team’s capacity to meet evolving growth and market demands.



Experience you’ll need to succeed in your role at Ethico


  • Proven track record of success in a senior sales leadership role, ideally as a Director or VP of Sales, at a B2B SaaS company
  • 10+ years of experience in sales, with at least 5 years in a leadership position.
  • Demonstrated success in developing and executing sales strategies that drive significant revenue growth.
  • Strong financial acumen with experience in sales forecasting, budgeting, and P&L management.
  • Excellent leadership, communication, and interpersonal skills.
  • Ability to build strong relationships and influence at all levels of the organization.
  • Experience in CRM software and sales analytics tools (e.g., Salesforce, HubSpot).
  • Strong experience managing B2B complex sales within both middle market and enterprise level markets.
  • Strong experience coaching, training, and developing sales managers.



WHY JOIN THE ETHICO TEAM


  • People first company culture and family atmosphere
  • Company paid Medical, Dental, and Vision
  • Company funded HSA, if enrolled in HDHP
  • 401(k) with company match up to 4%
  • STD, LTD, and ADD
  • Company paid Life Insurance
  • PTO
  • Flexible Working Environment available for some positions
  • Annual profit-sharing bonus
  • Paid Maternity/Paternity leave
  • And much more



LOCATION


Hybrid in Charlotte, NC



PROCESS


  • Prescreen with the People Team (30 Minutes)
  • Wonderlic Assessment (60 Minutes)
  • Interview with the Hiring manager (60 Minutes)
  • Panel Interview (60 Minutes)



We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status. Women and underrepresented minorities continue to be underrepresented in our workplaces. The diversification of applicant pools constitutes an important step for broadening the participation of women and URM in the workforce. Research shows that women and people of color disproportionately do not apply for jobs where they do not meet 100% of the "requirements." If you think you can do this job, we encourage you to apply. Ethico is committed to breaking structural barriers to entry and career progress, and driving fair hiring practices in our workplace.

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