VP & GM of Sales

Job Overview

The VP & GM of Sales will lead a high-performing organization of direct sales Account Executives (AEs), responsible for driving new customer acquisition, revenue growth, and market share expansion. This leader will design and execute competitive direct selling strategies, build scalable go-to-market (GTM) plans, and foster a culture of accountability and high performance. The VP & GM of Sales will play a critical role in identifying target markets, advancing pipeline opportunities, and ensuring the team consistently delivers against quota while positioning the organization for both short- and long-term success.

What you'll do:

• Develop and execute a comprehensive sales strategy focused on new customer acquisition through direct selling into 150+ accounting systems and related ecosystems.
• Drive AE performance through effective territory planning, pipeline management, and rigorous sales process discipline.
• Partner with Marketing and Product to build demand generation campaigns that feed AE pipeline and accelerate deal cycles.
• Lead, coach, and mentor a team of AEs and frontline managers to exceed sales targets, improve win rates, and build strong customer relationships.
• Build scalable sales motions, including forecasting, pipeline reviews, and deal coaching, to ensure predictable performance and growth.
• Personally engage with executive decision-makers during high-value sales pursuits to advance negotiations and close complex deals.
• Continuously assess market dynamics and competitor activity to inform direct selling strategies and positioning.
• Partner cross-functionally with Marketing, Sales Operations, Growth Delivery, and Product teams to align GTM initiatives and maximize sales impact.
• Foster a high-performance culture rooted in accountability, development, and results.

What we're looking for:

• Proven success leading enterprise direct sales teams, with a track record of consistently delivering against quota and revenue targets.
• Strong business acumen with deep expertise in direct selling, pipeline management, and deal execution.
• Demonstrated ability to coach AEs and sales leaders on solution selling, negotiation, and closing strategies.
• Skilled at building trusted relationships with executive-level buyers and influencing complex decision processes.
• Strong analytical and operational skills; able to drive forecasting accuracy, territory planning, and sales productivity improvements.
• Outstanding communication and presentation skills, with the ability to inspire teams and persuade senior stakeholders.
• Bachelor's degree or equivalent experience; MBA strongly preferred.
• 15+ years of enterprise sales leadership experience, including significant responsibility for new logo acquisition and AE-led sales teams.
• Experience selling within accounting, ERP, or financial systems markets a plus.
• Expertise in designing sales compensation structures and resource models to drive direct selling productivity.
• Technical proficiency in using and demonstrating sales solutions.
• Must be able to travel domestically up to 50%.

About AvidXchange

AvidXchange is a leading provider of accounts payable ("AP") automation software and payment solutions for middle-market businesses and their suppliers. By trade, we are a technology company, but if you ask anyone who works here, they'll tell you our people are at the core of who we are. We focus on creating a culture of Diversity, Inclusion & Belonging, and are proud to be a safe place where teammates can bring their whole selves to work. At AvidXchange, mindset is everything. We are Connected as People, Growth Minded, and Customer Obsessed. These three mindsets represent our culture – who we are, who we've always been, and they guide us to improve every day. Since our founding in 2000 in Charlotte, NC, we've created a company of over 1,600 teammates working across the U.S., or remotely. AvidXchange is proud to be Certified as a Great Place to Work. The prestigious recognition is based on anonymous data from our teammates and makes official what our teammates have known for years – that AvidXchange is a Great Place to Work.

Who you are:

• A go-getter with an entrepreneurial mindset – that means you are not afraid of taking risks, winning big or facing the unknown.
• Someone who understands that business is people centric. Connecting with others as humans first allows you to develop mutually beneficial working relationships.
• Focused on making a difference for our customers. AvidXchange exists to help solve complex problems for our customers so we can all realize our potential.

What you'll get:

AvidXchange teammates (we call them AvidXers) get the perks and prestige of a publicly traded tech company paired with the flexibility of a founder-led startup. We help our AvidXers develop as professionals and as human beings, providing work/life balance, development programs, competitive benefits and equity options. At AvidXchange, we are building more than a tech company – we are building an experience. We remain committed to a culture where you can fully be 'you' – connected with others, chasing big goals, and making a meaningful impact. If you want to help us grow while realizing your potential and creating stories you'll tell for years, you've come to the right place.

AvidXers enjoy:

• 18 days PTO*
• 11 Holidays (8 company recognized & 3 floating holidays)
• 16 hours per year of paid Volunteer Time Off (VTO)
• Competitive Healthcare
• • High Deductible Heath Plan Option that has $0 monthly premium for teammate-only coverage
• 100% AvidXchange paid Dental Base Plan Coverage
• 100% AvidXchange paid Life Insurance
• 100% AvidXchange paid Long-Term Disability
• 100% AvidXchange paid Short-Term Disability
• Employee Assistance Program (EAP) - Provides counseling services, legal and financial consultations and health advocacy for Teammates and their eligible dependents
• Onsite Health Clinic with Atrium Health - available to Teammates and their eligible dependents
• 401(k) Match: 100% match on the first 3% of your salary, plus 50% match on the next 2%
• Parental Leave: 8 weeks 100% paid by AvidXchange**
• Discounts on Pet, Home, and Auto insurance
• BrightDime Financial Wellness Tool, offered free to teammates
• WeeCare Childcare Service: helps teammates find affordable daycare, childcare, and tutors 40% less expensive than traditional daycare centers
• Perks at Work: free discount program that provides teammates the opportunity to save on items from electronics, movie tickets, car buying, vacations, and more
• Onsite gym fitness center, yoga studio, and basketball court
• Tuition Reimbursement up to the federal maximum of $5,250***
• Hybrid Workplace Flexibility

• Free parking

• Fully granted from beginning of year, pro-rated if hired mid-year

**Must be full-time for at least 3 months

***Must be full-time for at least one year

Equal Employment Opportunity

AvidXchange is an equal opportunity employer. AvidXchange is committed to equal employment opportunity in accordance with applicable federal, state, and local laws. AvidXchange will not discriminate against applicants for employment on any legally recognized basis. This includes, but is not limited to veteran status, race, color, religion, sex, sexual orientation, gender identity, gender expression, national origin, age and physical or mental disability.