Area Vice President of Sales

Optro

1d • $180,000 - $247,500 • Remote

About The Position

Optro is seeking an Area Vice President of Sales to lead sales of its AI-powered GRC Intelligence Platform to enterprise accounts, defined as companies with $2B–$25B in revenue. The role carries a quota of $15M–$20M and has 3–4 direct-report Area Directors, who each lead teams of 6–7 Account Executives. The AVP and their organization will generate opportunities in target accounts and close business against quarterly and annual revenue goals.

The AVP leads hiring, pipeline generation, deal conversion, coaching, sales velocity, forecasting, territory strategy, and commission planning. The role involves building and developing a high-performing sales organization, growing new and existing business, guiding complex enterprise sales cycles, and engaging C-suite prospects. The leader works closely with sales operations, sales engineering, and other internal and external partners, and uses value-based selling and MEDDIC qualification to manage deals and forecasts.

The position is suited to an experienced enterprise B2B SaaS sales leader with a record of scaling teams in high-growth environments, leading complex sales, and delivering results through strong coaching, strategic execution, and cross-functional collaboration. The target salary range is $180,000–$247,500. Optro notes that compensation may vary based on role scope, relevant skills and experience, certifications, and physical location. Background checks are required.

Requirements

• 10+ years of comprehensive B2B sales experience.
• At least 3 years managing the full sales cycle for enterprise software; SaaS GRC, finance, ERP, CRM, or procurement experience is preferred.
• At least 2 years of dedicated people-management experience.
• Demonstrated success scaling and leading sales teams in early-stage, high-growth enterprise B2B SaaS environments.
• Proven line-of-business selling experience and the business acumen to engage, present, and negotiate with C-suite executives in complex enterprise accounts.
• Experience building and leading a high-performing sales organization, with expertise in quota-carrying, pipeline management, and accurate forecasting.
• Exceptional interpersonal and cross-functional partnership skills, including experience devising sales strategies and contributing to sales enablement programs.
• Deep mastery of value-based selling methodologies and a record of closing complex deals.
• Strong emotional intelligence and ability to build trusting relationships, inspire teams, and drive results.
• Proven ability to solve problems, think like an owner, and retain and develop high-performing sales teams.

Nice To Haves

• Experience with enterprise SaaS GRC, finance, ERP, CRM, or procurement products.

Responsibilities

• Recruit and hire high-caliber sales talent using defined hiring profiles and rigorous interviews, with a focus on measurable impact from Day 1.
• Drive outbound pipeline generation to acquire new logos and expand existing clients.
• Develop strategic partnership programs and top-to-top executive engagements to support shared business growth.
• Guide teams through pipeline conversion and critical MOFO conversions to improve win rates.
• Lead sales forecasting, territory assignments and optimization, sales mentorship, and commission planning.
• Coach sales teams to improve selling skills, structure opportunities, and support selling activities as appropriate.
• Build a predictable, high-velocity end-to-end sales business using a universal approach to accelerate deal cycles.
• Lead Area Directors and Account Executives in meeting individual, team, and organizational quotas.
• Grow new business and strategic accounts, pursuing six-figure and seven-figure deals.
• Monitor account planning and execution to maximize revenue potential and coordinate work with operations, sales engineering, and other internal and external teams.
• Lead pricing and contract negotiations.
• Understand customer pain points, goals, and objectives and tailor Optro products and services accordingly.
• Present solutions based on discovery findings and engage C-level prospects to communicate Optro’s strategic value and close deals.
• Use a values-based sales process to work with multiple client personas and close new business.
• Apply MEDDIC-based sales qualification to manage sales resources and report accurate forecasts.

Benefits

• $200 per month for expenses that enhance employees’ lives through the Live Your Best Life program.
• Comprehensive employee health coverage.
• 401(k) with company match.
• Competitive compensation and bonus program.
• Flexible vacation for exempt employees and accrued vacation for non-exempt employees.
• Time off for birthdays and volunteering.
• Employee resource groups.
• Team and company-wide get-togethers.
• Parental leave.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed