Area Vice President of Sales

Job description

**This position is listed on behalf of a partner company, which manages all applications and next steps. Our partner is looking for an Area Vice President of Sales based in the United States.** Lead and scale a high-performing enterprise sales organization at a rapidly growing SaaS company specializing in AI-powered governance, risk, and compliance solutions. In this strategic leadership role, you will oversee a team of Area Directors and their Account Executives, driving new customer acquisition, strategic account expansion, and sustainable revenue growth. You will own an annual sales quota ranging from $15 million to $20 million while developing sales leaders, strengthening pipeline generation, and improving conversion rates. Working closely with executive stakeholders and cross-functional teams, you will shape territory strategies, refine forecasting, and guide complex enterprise deals from discovery through negotiation and close. You will foster a culture of accountability, coaching, and continuous improvement while building trusted relationships with C-suite decision-makers. This fully remote opportunity is ideal for an accomplished B2B SaaS sales leader who thrives in high-growth environments and knows how to turn ambitious revenue targets into predictable results. ### Accountabilities - Recruit, develop, and retain high-performing sales talent, using clear hiring profiles and rigorous interview processes to ensure new team members contribute effectively from day one. - Lead and coach 3–4 Area Directors, who manage teams of approximately 6–7 Account Executives each, aligning performance with individual, team, and organizational revenue targets. - Own an enterprise sales quota of $15 million–$20 million, driving quarterly and annual results across accounts generally generating $2 billion–$25 billion in revenue. - Build a strong pipeline through targeted outbound initiatives, new-logo acquisition, and expansion opportunities within existing strategic accounts. - Improve pipeline conversion and win rates by guiding teams through critical deal stages, applying structured qualification practices, and removing obstacles to closure. - Establish a predictable, high-velocity sales organization by standardizing sales processes and accelerating deal progression. - Develop and execute strategic partnership programs and senior executive engagement strategies to strengthen relationships and generate shared business opportunities. - Oversee sales forecasting, territory assignments and optimization, commission planning, and pipeline management to support accurate projections and effective resource allocation. - Coach sales leaders and Account Executives on sales execution, opportunity structuring, customer engagement, and value-based selling techniques. - Drive new customer wins and strategic account expansion, targeting six- and seven-figure enterprise deals. - Lead account planning and execution, ensuring sales teams collaborate effectively with Sales Operations, Sales Engineering, and other internal and external stakeholders. - Guide pricing discussions and contract negotiations, helping teams communicate business value and secure favorable outcomes. - Engage directly with C-suite prospects and other senior decision-makers to understand business challenges, present tailored solutions, and advance opportunities to closure. - Apply a MEDDIC-based qualification methodology to prioritize sales resources, evaluate opportunities, and maintain reliable forecasts. - Demonstrate ownership, resilience, and strategic thinking while building a collaborative, accountable, and consistently high-performing sales culture. ### Requirements - At least 10 years of comprehensive B2B sales experience, including a minimum of 3 years managing the full sales cycle for enterprise software and at least 2 years of dedicated people management experience. - Experience selling enterprise software, preferably in SaaS governance, risk, and compliance (GRC), finance, ERP, CRM, or procurement solutions. - A demonstrated track record of scaling and leading sales teams in high-growth enterprise B2B SaaS environments. - Proven success engaging, presenting, and negotiating with C-suite executives and senior decision-makers in complex enterprise accounts. - Experience building and leading high-performing sales organizations, with strong expertise in quota management, pipeline generation, forecasting, and sales execution. - Demonstrated ability to develop effective sales strategies, optimize territories, and improve team productivity and revenue performance. - Deep understanding of value-based selling methodologies and a record of closing complex, high-value enterprise deals. - Familiarity with MEDDIC-based qualification and structured sales processes. - Strong coaching and talent development skills, with the ability to attract, motivate, and retain high-performing sales professionals. - Excellent interpersonal and cross-functional collaboration skills, including experience contributing to sales enablement and strategic partnership initiatives. - Strong executive presence, commercial judgment, and the ability to build trusted relationships with customers, colleagues, and business partners. - High emotional intelligence, adaptability, resilience, and a growth-oriented mindset. - A proactive, ownership-driven approach to problem-solving, with the ability to move quickly, challenge assumptions, and deliver measurable results. ### Benefits - **Base salary range:** $180,000–$247,500 per year. - Additional compensation through commission and bonus opportunities. - Equity compensation. - Salary is determined by role scope, relevant skills, experience, certifications, and geographic location. The company uses regional compensation tiers, and the stated range reflects the current budget for the position. - Comprehensive employee health coverage. - 401(k) retirement plan with company matching. - $200 monthly “Live Your Best Life” allowance to support personal well-being and lifestyle needs. - Flexible vacation for eligible exempt employees; accrued vacation for non-exempt employees. - Birthday leave and time off for volunteering. - Paid parental leave. - Employee resource groups that support connection and inclusion. - Opportunities to participate in team and company-wide gatherings. - Remote work flexibility within the United States. - Eligibility for certain benefits and perks may vary by location and individual circumstances.