VP of Sales

Role Overview

• Define and execute the global sales strategy across segments (mid‑market, enterprise, and strategic accounts) to achieve and exceed ambitious revenue targets.
• Build, lead, and mentor a high‑performance sales organization, including frontline AEs, SDRs, and sales leaders, with an emphasis on coaching, accountability, and continuous improvement.
• Act as a player‑coach: actively participate in pipeline generation, discovery calls, executive presentations, and late‑stage deal execution, especially for strategic accounts.
• Design and document scalable, end‑to‑end sales processes, from outbound prospecting to close, ensuring operational excellence and strong CRM hygiene.
• Establish clear KPIs, forecasting models, and inspection rhythms to create predictable, data‑driven revenue performance.
• Partner closely with Marketing, Product Management, Customer Success, and Alliances to align messaging, campaigns, and product roadmap to market needs and field feedback.
• Master and evangelize Flosum’s technical value proposition—Salesforce‑native DevSecOps, backup and recovery, data security—and move the team from feature‑selling to value‑ and outcome‑selling.
• Develop and deepen executive‑level relationships with key customers, partners, and Salesforce stakeholders to drive adoption, expansion, and advocacy.
• Recruit, onboard, and develop “leaders of leaders,” enabling the organization to scale from initial pods to a large, distributed sales force.
• Represent Flosum at Salesforce ecosystem events, industry conferences, and customer forums as a credible, compelling ambassador for the brand and the mission.

Requirements

• 8+ years of B2B SaaS sales leadership experience, including direct ownership of new business and expansion targets; experience building teams from the ground up is highly preferred.
• Demonstrated success leading teams selling into mid‑market and enterprise accounts, ideally in the Salesforce, DevOps, security, or data management ecosystems.
• Track record of consistently meeting or exceeding multi‑million‑dollar ARR targets and scaling a sales organization to 30+ people or more.
• Deep expertise in modern sales methodologies (e.g., MEDDICC, value‑based selling) and outbound prospecting strategies, along with strong command of CRM and sales stack tools.
• Strong executive presence with the ability to engage CIOs, CISOs, CTOs, and line‑of‑business leaders in strategic, outcome‑driven conversations.
• Experience building a high‑performance culture in a remote or distributed team environment.
• Bachelor’s degree in business, engineering, or a related field; an MBA or advanced degree is a plus but not required for exceptional candidates.