Vice President, Sales

Fuel Cycle • Remote, Remote

5d • $180,000 - $230,000 • Remote

About The Position

Fuel Cycle is seeking a VP, Sales to build and lead a new-logo growth engine for their AI-powered SaaS market research company. This role reports directly to the CEO and is responsible for the entire sales function, including strategy, team management, pipeline development, and quota attainment. The company is at an inflection point with a new AI-first product strategy and significant commercial opportunity. The ideal candidate will have a proven track record of building enterprise sales organizations, driving new logo growth, and excelling in insight-led selling methodologies like Challenger Sale and SPICED. This is a remote position with significant travel requirements.

Requirements

• 10+ years of progressive sales leadership, with at least 4 years in a VP Sales, Regional VP, or equivalent role at a SaaS or AI/ML technology company.
• Demonstrated track record of building enterprise sales organizations that close complex, multi-stakeholder deals — consistently meeting or exceeding $20M+ revenue targets.
• A history of driving new logo growth in enterprise markets.
• Deep fluency in insight-led sales philosophy — whether Challenger Sale, SPICED, Command of Message, or equivalent frameworks.
• Proven ability to navigate 5–12 person buying committees.
• Experience selling AI-powered platforms, data/analytics solutions, or enterprise SaaS to Fortune 1000 companies.
• Fluency in revenue operations: pipeline governance, forecasting accuracy, cadence design, and CRM hygiene (Salesforce preferred).
• Comfort presenting to boards and C-suite stakeholders.
• Willingness and ability to travel approximately 40–50%, including regular travel to Los Angeles and to enterprise prospect and client locations.

Nice To Haves

• Experience with market research, consumer insights, data platforms, or adjacent enterprise analytics industries.
• Familiarity with Fuel Cycle's Insight-Lab or comparable research technology ecosystems.
• Background in generative AI, LLM-based, or custom AI solution selling to enterprise buyers.
• Experience building a commercial insight library or thought leadership program as a sales enablement asset.
• MBA or equivalent advanced degree.

Responsibilities

• Own and exceed annual quota with full accountability to the CEO and board.
• Build and execute a go-to-market sales strategy grounded in insight-led selling.
• Diagnose and rebuild the top-of-funnel, redefining the ICP, sharpening outbound motion, and establishing a pipeline generation engine.
• Develop sales playbooks and competitive positioning that lead with insight, not product features.
• Define territory design, headcount plans, and sales operating budgets in partnership with the CEO and Chief Strategy Officer.
• Leverage Fuel Cycle's Insight-Lab capability to generate commercial insights.
• Stay current on Fuel Cycle's AI-first product evolution and translate new capabilities into updated commercial narratives.
• Lead and develop a growing enterprise sales team, establishing clear expectations, a structured coaching cadence, and a performance culture.
• Lead the team's execution of the Challenger Sale and SPICED methodology.
• Foster accountability, continuous learning, and servant leadership.
• Establish rigorous cadences for deal reviews, pipeline hygiene, forecast calls, and QBRs.
• Serve as executive sponsor on strategic AI platform deals, engaging directly with C-suite and VP-level Mobilizers.
• Translate Fuel Cycle's AI and ML capabilities into commercial insights that connect platform ROI to specific business consequences.
• Identify Mobilizers within prospect accounts and equip them with insight-led narratives.
• Own accurate revenue forecasting using data-driven pipeline analysis.
• Drive productivity through scalable sales practices, insight-led enablement programs, and a streamlined technology stack.
• Partner with Marketing to co-develop commercial insights and hold a shared pipeline number.
• Work closely with Customer Experience and Client Solutions to maximize net revenue retention.
• Collaborate closely with the Chief Strategy Officer on GTM strategy, territory planning, and cross-functional alignment.

Benefits

• Comprehensive Health Coverage: Medical, dental, and vision insurance plans
• 401(k) with Company Match
• Equity Purchase Option
• Flexible Work Schedule
• Generous Time Off: 15 vacation days and 7 sick days per year, 12 company holidays, 4 floating holidays/recharge days
• Paid Parental Leave
• Monthly Internet & Phone Stipend
• Wellness & Lifestyle Perks: Access to tools like Rightway (healthcare navigation), Headspace (mental wellness), Peloton (fitness), and more

What This Job Offers

• Job Type: Full-time
• Career Level: Executive