VP, B2B Sales

2 weeks ago

Houston, United States PROS Full time

VP, B2B Sales - Americas


PROS is seeking to recruit a motivated, ambitious sales leader with deep expertise in enterprise SaaS and software sales for the role of Vice President, B2B Sales - Americas. This executive will have a track record of accelerating sales with organizations over $200 million in annual revenue and will have led global teams of comparable size. The VP, B2B Sales - Americas must be hands-on and able to shift from formulating strategy to implementing operational plans. This leader will bring a strong executive presence and the ability to present to customers, partners, and analysts. The ideal candidate will have expertise in developing systems, processes, and productivity tools to create a high level of accountability in a field organization. As a senior leader with PROS, this executive must be inspirational and capable of contributing to the overall company strategy.


Key Qualifications Criteria


  • Scale: Demonstrated success as Head of B2B SaaS Sales, driving growth bookings growth of (20% to 30%+ YoY) owning at least $200M in new revenue sales over 5 years or led growth of this magnitude in this range.
  • Scope: Experience leading high velocity new business sales. Owned responsibility for all new revenues including new logo revenue, cross sales and upsell and been responsible for sales strategy development, forecasting, pipeline management, process management, coverage map development, analytics, and reporting.
  • Leadership: Experience designing, building, hiring, scaling, managing, and leading a SaaS B2B high-velocity, new revenue sales organization.


Key Responsibilities

  • Growing revenue and maintaining profitability by maximizing the potential of the existing customer base, while concurrently gaining additional market-share; the sales organization is responsible for acquiring new customers and expanding our footprint with existing customers, while the professional services organization is responsible for customer success as well as renewal of existing customer contracts.
  • Leading from the front by being in the field with the sales organization, contributing to success with major global accounts, and driving a culture of successful global account management, including nurturing of executive relationships.
  • Providing transformational leadership for a growing team, increasing the capability of the organization to successfully sell in a market that demands complex solutions.
  • Ensuring the right team, strategy and approach is in place in diverse markets to maximize PROS’ commercial footprint.
  • Attracting, developing, and retaining the best possible team and ensuring that they operate and assimilate into the successful PROS culture.
  • Implementing and understanding key performance indicators, both operational and financial, and holding people accountable for results.
  • Developing strategies for improving sales effectiveness and ensuring that sales efforts maximize return on assets while achieving strategic goals.
  • Establishing effective customer and partner feedback mechanisms from the sales organization to inform product improvement or new business opportunities.
  • Collaborating actively with peers on the leadership team to drive PROS performance and excellence.


Desired Outcomes

  • Motivate and inspire the sales organization to exhibit a relentlessly positive and winning attitude in front- line sales campaigns and broader go-to-market strategy, no matter the obstacles including external competition.
  • Establish key performance metrics to measure the health and efficiency of our sales organization, including leading indicators to predict future sales success.
  • Build the capabilities of the sales organization to deliver on short term and long-term objectives. This includes how to hire and onboard the best SaaS sales talent, and how to continually enable the field organization.
  • A creative, cooperative, and inspirational relationship with the global company leadership.


PROS Core Values:

  • Ownership
  • Innovation
  • Care


Why PROS?


PROS culture and the truly extraordinary people who work here are at the very core of our success. We have a passion for what we do, and we won’t stop until we’ve delivered on our promises. We’re committed to the success of our customers. That’s why we think harder and dream bigger – so our customers can go even further than they ever imagined possible.


This is a unique opportunity to join a company that has 30+ years of proven success with a long runway of more success.


Our people make PROS stand out from the rest. If you want to be a part of something truly extraordinary, come help us shape the future of how companies compete and win in their markets.


Work Environment:


Most work activities are performed in an office or home-office environment and require little to moderate physical exertion. Work activities may require periods of extended hours, critical deadlines and stressful situations. To successfully complete the tasks of this position, individuals must be able to communicate clearly (in writing and orally), comprehend business terminology, interpret numerical data.


This job description is intended to convey information essential to understanding the scope of the job and the general nature and level of work performed by job holders within this job. This job description is not intended to be an exhaustive list of qualifications, skills, efforts, duties, responsibilities or working conditions associated with the position.

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