Vice President of Sales
About The Position
The Vice President of Sales is accountable for driving new-business bookings, sales execution, and predictable revenue growth across Trustwell’s software portfolio. Reporting to the Chief Revenue Officer, this leader translates company growth objectives into a disciplined sales strategy and builds a high-performing, accountable sales organization. The role owns new-logo sales performance, territory and account coverage, pipeline generation and conversion, forecast commitments, deal strategy, talent development, and frontline sales management. The VP of Sales combines strategic leadership with hands-on coaching, a rigorous operating cadence, and the ability to scale enterprise and mid-market SaaS sales. Working with Revenue Operations, Revenue Enablement, Marketing, Solutions Engineering, Product, Finance, and Customer Success, the VP of Sales aligns go-to-market execution across FoodLogiQ and Genesis Foods and improves sales productivity and customer acquisition. The position directly manages and develops sales leadership and account executives across assigned segments, with accountability for hiring, onboarding partnership, coaching, performance management, succession planning, sales execution, forecast commitments, territory coverage, and strategic deal escalation.
Requirements
- 10+ years of progressive B2B sales experience, including significant leadership experience in SaaS or enterprise software.
- 5+ years managing sales teams and leaders with direct accountability for bookings and quota attainment.
- Demonstrated ability to lead and scale high-performing B2B SaaS sales organizations and consistently deliver bookings targets.
- Strong executive presence, commercial judgment, and ability to engage C-suite buyers and internal leadership.
- Deep expertise in enterprise and mid-market sales cycles, pipeline management, forecasting, and complex deal execution.
- Experience managing multi-product software portfolios and value-based selling to multiple stakeholders.
- Highly analytical, with the ability to diagnose funnel and productivity gaps and translate findings into corrective action.
- Strong people leadership, recruiting, coaching, performance management, and organizational development skills.
- Ability to balance long-term go-to-market strategy with hands-on field leadership and deal execution.
- Exceptional communication, negotiation, presentation, and cross-functional collaboration skills.
- Experience implementing structured qualification methodologies, mutual action plans, and sales operating cadences.
- Proficiency with Salesforce and modern sales engagement, forecasting, and reporting tools.
- Demonstrated ability to lead through change in a fast-growing, metrics-driven organization.
- Bachelor’s degree required.
- Ability and experience to take accountability for hiring, onboarding partnership, coaching, performance management, and succession planning.
Nice To Haves
- Proven success scaling sales performance in a recurring-revenue business; experience in a $50M+ ARR environment preferred.
- Experience in food manufacturing, food safety, compliance, supply chain, ERP, PLM, QMS, or related enterprise software preferred.
- MBA preferred.
Responsibilities
- Own new-logo bookings performance and attainment against annual and quarterly revenue targets across enterprise, mid-market, and international sales segments.
- Develop and execute sales plans, territory coverage, account prioritization, and capacity strategies aligned with Trustwell’s ideal customer profile and growth objectives.
- Lead, coach, and develop sales leaders and account executives; establish clear expectations, performance standards, and accountability.
- Own forecast accuracy and inspection through consistent pipeline reviews, deal strategy sessions, qualification discipline, and executive reporting.
- Drive pipeline creation and conversion with SDR leadership and Marketing, ensuring effective prospecting, lead follow-up, and opportunity progression.
- Build repeatable sales motions across FoodLogiQ and Genesis Foods, including cross-platform selling, multi-product positioning, and complex enterprise pursuits.
- Lead executive engagement, commercial negotiations, and deal strategy on strategic opportunities; remove obstacles to closing business.
- Establish and monitor KPIs including bookings, quota attainment, pipeline coverage, win rates, sales cycle, average contract value, and rep productivity.
- Partner with Revenue Operations on CRM hygiene, sales reporting, territory design, compensation inputs, and data-driven decision-making.
- Partner with Revenue Enablement on onboarding, coaching, sales methodology adoption, and faster ramp to productivity.
- Collaborate with Product and Solutions Engineering to bring market feedback into product positioning, competitive strategy, and customer solutions.
- Recruit, retain, and develop high-caliber sales talent; proactively manage performance and succession planning.
- Create a culture of ownership, customer-centric selling, operational rigor, collaboration, and consistent execution.
- Perform other responsibilities as needed.
- Directly manage and develop sales leadership and account executives across assigned segments.
- Lead sales execution, forecast commitments, territory coverage, and strategic deal escalation.
Benefits
- Full healthcare benefits, including medical, dental, and vision.
- Supplemental benefits, including STD, LTD, HSA, and 401k.
- Responsible Time Off (PTO) and holiday pay.
- Competitive compensation and bonus.
- Company equity program eligibility.
- Culture and growth opportunities.
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What This Job Offers
Job Type
Full-time
Career Level
Executive
