Associate VP, Sales - Americas

Fortra

7d•Hybrid

About The Position

This position is responsible for leading Fortra’s Americas regional sales organization, driving predictable revenue growth across non-vertical (geographic) markets. The AVP of Sales is a second-line leadership role, directly managing three first-line Regional Sales Directors and overseeing a team of quota-carrying Account Executives. The AVP will operate as a “GM of the business,” owning pipeline generation, forecast accuracy, team performance, and execution rigor across their regions. Success requires strong sales leadership, operational discipline, and the ability to scale consistent go-to-market motions across a distributed team. This role partners closely with Marketing, Sales Engineering, Customer Success, and Channel to ensure aligned execution and a high-performing, customer-centric sales engine.

Requirements

Minimum of 10+ years of sales experience, with at least 5+ years in sales leadership roles managing leaders
Proven success leading regional or geographic sales teams in a quota-driven environment
Demonstrated ability to drive predictable revenue through strong pipeline management and forecast discipline
Experience leading second-line managers and scaling high-performing sales organizations
Strong working knowledge of enterprise sales methodologies (e.g., MEDDPICC, structured deal inspection)
Track record of exceeding revenue targets and driving consistent growth across multiple regions
Exceptional leadership, coaching, and team development skills
Strong business acumen with the ability to operate as a GM, balancing strategy and execution
Excellent communication and executive presence, with the ability to influence across all levels of the organization
Ability to manage multiple priorities in a fast-paced, evolving environment
Willingness to travel as needed across the Americas

Nice To Haves

Experience selling cybersecurity, data protection, SaaS, or enterprise software solutions
Experience working in a hybrid direct and channel sales model
Background in multi-product or platform-based sales organizations
Experience leading through organizational transformation or go-to-market evolution
Familiarity with CRM and forecasting tools (e.g., Salesforce, Clari) and data-driven sales management
Bachelor’s degree in business, technology, or related field

Responsibilities

Lead, coach, and develop a team of Regional Sales Directors, driving accountability and performance across all regions
Own regional revenue performance, including pipeline creation, forecast accuracy, and attainment of quarterly and annual targets
Establish and enforce a consistent sales operating rhythm (SOR), including pipeline reviews, deal inspections, and forecast cadences
Drive a high-performance culture centered on accountability, ownership, and “GM of your franchise” mindset
Ensure strong pipeline health by focusing on leading indicators (pipeline coverage, opportunity creation, conversion rates)
Coach leaders and teams on deal strategy using structured methodologies (e.g., MEDDPICC, Command of the Message)
Partner with Marketing to drive demand generation programs and improve pipeline quality and conversion
Align closely with Channel to ensure partner-first execution and effective leverage of the partner ecosystem
Collaborate with Customer Success and Renewals teams to maximize retention and expansion within the installed base
Inspect and improve forecast accuracy, ensuring consistent ±5% predictability and high-confidence commit calls
Drive adoption of CRM and sales tools to improve visibility, data quality, and decision-making
Identify gaps in process, coverage, or execution and implement scalable solutions to improve sales productivity
Recruit, hire, and retain top sales leadership talent while building a strong leadership bench
Represent the voice of the field to executive leadership, providing actionable insights on market conditions, product gaps, and customer needs
Foster cross-functional alignment to ensure consistent execution across Sales, SE, Marketing, Product, and Customer Ops
Other duties as assigned