Area Vice President of Sales

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.