Vice President of Sales, West

66degrees

About The Position

66degrees is seeking a high-impact sales executive to lead enterprise market expansion across the Western United States, based in or relocatable to the San Francisco Bay Area. The role leads regional revenue strategy and serves as an executive sponsor and commercial partner to the Enterprise Account Executive team. The VP partners directly with sellers on complex account plans, executive engagement, and multi-million-dollar AI, cloud, and enterprise modernization pursuits. The position combines regional go-to-market strategy, quota and forecast leadership, field sales partnership, coaching, alliance development, talent acquisition, and cross-functional coordination. The VP will build and develop a high-performing enterprise sales organization while working with practice, architecture, and delivery teams to ensure accurate scoping and successful client outcomes. The role requires travel of 30–40% across the Western region and nationally.

Requirements

12+ years of progressive B2B technology and professional services sales experience.
At least 5–7+ years in senior sales leadership, managing quota-carrying enterprise account executives.
Verifiable record of consistently exceeding regional quotas of $30M+ and closing multi-million-dollar digital, cloud, or enterprise AI transformation engagements.
Deep knowledge of modern cloud, data, and AI ecosystems, including Google Cloud, Databricks, Snowflake, and AWS.
Experience as a hands-on executive sales leader and implementing enterprise sales methodologies across complex, 6–12-month deal cycles.
Established executive network and commercial reputation in the San Francisco Bay Area and broader West Coast enterprise ecosystem.
Strong executive presence, negotiation, storytelling, and C-level relationship-building skills.
Analytical ability to interpret sales velocity metrics, diagnose pipeline bottlenecks, and conduct data-driven forecasting.
High emotional intelligence and a demonstrated ability to inspire, develop, and retain enterprise sales talent.
Experience orchestrating complex, matrixed delivery and solution architecture teams during pre-sales and contracting.
Based in or able to relocate to the San Francisco Bay Area.
Ability to travel 30–40% across the Western region and nationally.
Bachelor’s degree in Business, Computer Science, or a related field, or equivalent experience.
Unable to require visa sponsorship or transfer.

Nice To Haves

Relevant industry credentials or executive standing with ecosystem partners.
MBA or advanced degree.

Responsibilities

Develop and execute the Western region’s go-to-market and enterprise sales strategy to exceed services bookings, margin, and annual contract value targets.
Segment the Western enterprise market and focus account executive activity on high-propensity Fortune 1000 and high-growth technology opportunities.
Build executive-level co-selling relationships with ecosystem partners, including Google Cloud, Databricks, and AWS.
Translate regional market conditions into forecasts, diagnostic indicators, and growth initiatives for executive leadership.
Sponsor flagship enterprise pursuits and partner with account executives on executive discovery, presentations, C-suite alignment, and negotiations.
Implement and reinforce enterprise sales methodologies, including MEDDPICC, Command of the Message, and Challenger Sale.
Coach account executives through regular pitch roleplays, behavioral dry-runs, deal reviews, and learning sessions.
Remove internal and external obstacles, coordinate pre-sales and delivery resources, and support account executive success.
Maintain fluency in Applied AI/ML, modern data platforms, cloud infrastructure, and application modernization.
Communicate the strategic return on investment and business outcomes of modern data and AI architectures to client executives.
Gather buyer intelligence to inform practice leaders and shape packaged offerings, accelerators, and commercial delivery models.
Oversee complex enterprise modernization pursuits, including value-based pricing and multi-year transformation roadmaps.
Develop C-level client relationships and help position 66degrees as a strategic advisor.
Guide account executives through procurement, legal, security, and governance processes.
Recruit, hire, and ramp enterprise account executives using professional networks in the Bay Area and West Coast.
Build a culture of candor, psychological safety, accountability, and shared success; create development and mentorship pathways for sales talent.
Coordinate regional sales with practice leadership, solution architecture, and delivery teams to support sound scoping and client success.
Use Salesforce, Clari, and sales analytics tools to maintain sales hygiene, pipeline visibility, and conversion metrics.
Improve sales operations to reduce bottlenecks and increase account executive customer-facing time.