Lead, hire, and develop a team of Enterprise Account Executives; establish operating rhythms, coaching frameworks, and performance standards
Architect, test, and refine Enterprise sales processes and methodologies tailored to large Nonprofit organizations
Drive pipeline generation with AEs and cross-functional partners; shape territory, account, and vertical strategies
Oversee full-funnel execution from discovery through negotiation and close on complex B2B SaaS deals ($100K+ ACV)
Inspect deals for nuance and risk; guide creative strategies vs. rigid compliance checklists to unlock stakeholder alignment
Partner with Marketing, RevOps, Product, Legal, and Security on enablement, messaging, pricing, and strategy
Establish forecasting rigor without stifling creativity; deliver accurate forecasts and narrative insights to leadership.
Instrument and analyze process performance (conversion rates, cycle time, win/loss) and implement continuous improvements.

10+ years in B2B SaaS sales with 3+ years leading Enterprise AEs; proven record hitting team new-business targets
Deep experience selling into large enterprise organization, preferably in Nonprofit, Federal/SLED or Higher Ed
Consistent success with complex, multi-stakeholder SaaS deals
Demonstrated ownership of shaping business deals (not only executing a pre-built playbook); brings a flexible approach to solution design for clients
High EQ and consultative selling chops; able to read the room, navigate politics and procurement, and adapt to situational nuance
Strong coaching capability: opportunity strategy, deal inspection, executive storytelling, and negotiation
Comfortable collaborating with RevOps on metrics, forecasting, and pipeline health; data-informed but not dogmatic
Background selling into mission-driven organizations (e.g., foundations, NGOs) and education technology ecosystems a huge plus
Familiarity with security/compliance reviews typical in public sector and education.

Health, Dental, and Vision insurance covered at 100% for employees, 80% for employee plus dependents, and 70% for employees plus family.
FSA and HSA Spending Account.
20 days of vacation, 5 sick days, 11 company holidays plus an additional 1 floating holiday.
401(k) plan with company match.
100% Company-paid short-term disability, long-term disability, basic life insurance and AD&D.
Paid parental leave (12 weeks for primary caregivers / 6 weeks for secondary caregivers).
Generous home office stipend to support your remote workspace.
Annual professional development stipend to support your growth (e.g., workshops, courses, and seminars).
Charitable giving program and paid volunteer time off with registered non-profits.

Vice President, Sales

Key skills