VP of Enterprise Sales

Job description

#### **ABOUT US** Acceldata is the market leader in Enterprise Data Observability. Founded in 2018 and backed by top investors including Insight Partners, March Capital, Lightspeed, Sorenson Ventures, Industry Ventures, and Emergent Ventures, we are a Series-C funded company headquartered in Silicon Valley. Our Enterprise Data Observability Platform—the first of its kind—helps enterprises build and operate world-class data products by ensuring data is reliable, trusted, and ready to power today’s most critical technologies, including AI, LLMs, Analytics, and DataOps. Delivered as a SaaS solution, Acceldata is trusted by leading global organizations such as HPE, HSBC, Visa, Freddie Mac, Manulife, Workday, Oracle, PubMatic, PhonePe (Walmart), Hershey’s, Dun & Bradstreet, and many more. **SUMMARY** The VP of Sales will be a critical driver of Acceldata’s next stage of growth, owning North America's new logo ARR while building and scaling a world-class enterprise sales team. You will combine strategic revenue leadership with hands-on execution, leading a high-performing team of enterprise Account Executives and creating a culture grounded in sales methodologies, accountability, and operational excellence. Beyond hitting revenue targets, you will develop top-tier talent, improve forecast accuracy, strengthen pipeline health, and elevate overall sales execution quality across the business. This role sits at the center of Acceldata’s go-to-market strategy and directly impacts the company’s ability to scale enterprise adoption. You will help shape how Acceldata positions itself in a competitive data observability, data quality, and data management market, influencing enterprise buying decisions with C-level executives and technical leaders alike. Through close partnership with Product, Marketing, and Customer Success, you will also play a key role in refining product direction, improving customer outcomes, and driving long-term revenue expansion. Your impact will extend beyond sales performance, helping shape company strategy, organizational maturity, and Acceldata’s trajectory as a category leader. ### RESPONSIBILITIES **Team Leadership & Development:** - Lead, coach, and develop a team of 4 enterprise AEs today, scaling to 8-10 by EOY through direct recruiting from your network and the market. - Build and enforce a MEDDPICC-driven inspection cadence across the team: deal reviews, pipeline scrubs, forecast calls; ensuring every rep operates with rigor and accountability. - Coach to Challenger/JOLT principles, running film sessions via Gong, diagnosing stuck deals at the champion vs. economic buyer level, and developing each AE’s ability to teach, tailor, and take control. - Own the full talent lifecycle: recruiting, onboarding, ramping, performance managing, and when necessary, upgrading talent. Your ability to attract and retain top enterprise sellers is your highest-leverage activity. - Drive rep productivity metrics, including ramp time, quota attainment distribution, pipeline creation per head, and activity-to-outcome ratios. **Revenue Execution & Pipeline Governance:** - Own the North American new-logo ARR number. You are accountable for team attainment against aggressive but achievable targets across deal sizes and product lines. - Build and maintain pipeline coverage discipline: define and enforce stage-gate criteria aligned to MEDDPICC, set coverage ratio expectations, and ensure the team is building pipeline at 3-4x commit. - Deliver forecast accuracy: run a forecast methodology that distinguishes Commit, Most Likely, and Upside with precision. Your forecast is your credibility. - Manage deal strategy at the executive level: engage directly on strategic and complex opportunities, helping AEs navigate multi-threaded enterprise procurement, legal negotiations, and C-suite engagement. - Monitor and improve win rates, average selling price (ASP), and sales cycle times as leading indicators of execution quality and team health. **Territory & Go-to-Market Strategy:** - Translate Acceldata’s product capabilities into differentiated value propositions for enterprise buyers: Chief Data Officers, VPs of Data Engineering, and technical stakeholders who demand substance. - Leverage Challenger-based rational drowning to build urgency around real business pain in data quality, reliability, and governance; not features and functions. - Drive competitive intelligence: maintain a current view of the competitive landscape across data observability, data quality, and data management to inform positioning and deal strategy. **Cross-Functional Leadership:** - Partner with Product to feed enterprise customer requirements, roadmap priorities, and competitive gaps into the product development cycle. - Collaborate with Marketing on account-based programs, ICP refinement, event strategy, and content that fuels enterprise pipeline. - Ensure clean handoffs to Customer Success, protecting expansion revenue and setting the foundation for long-term account health from day one of the sales cycle. - Serve as a voice at the leadership table, contributing to company strategy, pricing decisions, and go-to-market evolution beyond your direct team. ### REQUIREMENTS **Leadership Experience:** - 5+ years as a first-line sales leader (Manager, Director, or VP) managing enterprise AE teams at SLG startups (Series B-D) selling into the Fortune 500. - Proven track record of building and scaling teams from small (4-6 reps) to mid-size (10+), including direct experience recruiting top enterprise sellers. - Must have managed teams running MEDDPICC and Challenger/JOLT as operating systems; not just sold with these frameworks individually. You’ve built inspection cadences, coached reps to the methodology, and held teams accountable. - Demonstrated ability to manage forecast accuracy and pipeline governance at the team level with a history of calling your number within a tight variance. **Domain & Selling Experience:** - 7+ years of quota-carrying enterprise software sales experience prior to moving into leadership, with a proven track record of exceeding new ARR quota selling into Fortune 500/Global 2000 accounts. - Deep domain expertise in the data management ecosystem: Data Quality, Governance, Observability, Orchestration, Catalog, Reliability, or adjacent categories. - Bilingual thinker (Tech <-> Exec): Comfortable having substantive conversations with data engineers and Chief Data Officers alike. You speak both languages fluently. - Technical acumen spanning: Open Source/Hadoop, enterprise data management, cloud service providers, Containers/K8s, ETL, databases/data warehouses, and the modern data stack. - Experience with complex, multi-stakeholder sales cycles ranging from six to seven figure ACV with 6-12+ month sales cycles. **Operational & Cultural Requirements:** - Builder’s tolerance for ambiguity: You have operated in environments where the playbook doesn’t exist yet and you wrote it. Entrepreneurial ownership is your default mode. - Full-stack leadership: You don’t just manage, you can step into a deal, run a demo, or prospect alongside your reps when the situation demands it. - Tech stack fluency: Salesforce, LinkedIn Sales Navigator, Outreach, Gong, Perplexity, Dripify, AI-driven sales tools, and Storylane. - Act Like an Owner: You do what it takes to win; aligned to the company’s best interests. - Travel: Willingness to travel up to 50% for customer meetings, team onsites, trade shows, and enterprise events. - Remote discipline: US-based, able to operate effectively in a distributed team environment with high accountability and over-communication. ### KEY PERFORMANCE INDICATORS **First 90 Days:** - Complete assessment of current team performance, pipeline health, and territory coverage. - Establish MEDDPICC inspection cadence and forecast operating rhythm. - Identify hiring priorities and begin recruiting pipeline for open headcount. - Build relationships with cross-functional partners in Product, Marketing, and CS. **6 Months:** - Team scaled to 6-8 AEs with new hires ramping against defined onboarding milestones. - Pipeline coverage at 3-4x commit with disciplined stage-gate adherence. - Forecast accuracy within acceptable variance; credible commit calls. - Measurable improvement in win rates, ASP, or cycle time vs. baseline. **12 Months:** - Team at 8-10+ AEs, all contributing to ARR. - Team ARR target met or exceeded. - Organizational readiness for second-line structure demonstrated through team depth and operating maturity. - Strategic territory and team plan articulated for Year two scale.