Define and lead the sales strategy here at Rustici Software.
Establish a new sales channel (outbound) to bring the value of our products to Enterprise and Midmarket customers.
Create and execute a comprehensive sales strategy focused on acquiring and expanding enterprise accounts, aligning with company goals and market opportunities.
Recruit, hire, onboard, and develop a high-performing sales team that scales based on achieving key milestones.
Oversee the existing inbound sales team and Account Management teams that are responsible for driving growth from existing markets and accounts.
Regularly update the executive team on sales progress, opportunities, and roadblocks.
Own and deliver the annual revenue number and quarterly forecast with board-level rigor.
Monitor and analyze sales performance metrics, providing actionable insights and recommendations to optimize sales strategies and team effectiveness.

8+ years in B2B SaaS sales, with at least 3 years in a VP or Head of Sales role
Demonstrated success building or rebuilding a sales function at a company in the $15M–$100M ARR range
Direct experience selling learning/HR technologies into enterprise — familiarity with the CLO/CHRO/COO/CIO buying dynamic is a significant advantage
Experience selling early-stage/growth-stage products
Experience with both direct enterprise sales (12–18 month cycles) and higher-velocity mid-market motion
Proven track record of consistently meeting/exceeding team sales targets and revenue growth, driving continuous improvement in a sales environment, particularly leveraging of sales technology to improve velocity and efficiency.
Strong expertise in business development, from lead generation to closing.
Experience creating and executing sales strategies in highly competitive markets.
Broad understanding of sales support technology and an expert in leveraging technology & tools to drive sales velocity & efficiency

Flexible work environment: Rustici Software offers the best of all worlds when it comes to where you work. Remote from your home office, an office in Franklin, TN, if you prefer, or a mix of both.
Unlimited vacation time
Medical, Dental, and Vision insurance
HSA and FSA plans
Short-term and Long-term disability
Company paid life insurance
401k/Retirement vesting+matching on day 1
Performance-based bonuses

Vice President, Business Development

Key skills