Vice President (VP) of Sales

MyTime•Los Angeles, CA

5h•$400,000 - $450,000•Remote

About The Position

MyTime is seeking a Vice President (VP) of Sales to architect and lead its enterprise sales motion. This is a unique opportunity to build a sales function from the ground up, including the playbook, team, and go-to-market strategy. The role involves personally closing anchor enterprise accounts, developing repeatable sales processes, hiring and coaching account executives, and ultimately scaling the organization to drive company growth. The focus is on complex, multi-location enterprise and franchise deals with long sales cycles. In the first year, the emphasis is on building and selling, with a shift towards organizational leadership in the second year.

Requirements

8+ years in enterprise SaaS sales, including 4+ years leading teams
Willingness to carry a personal number during the build phase
Demonstrated record of personally closing six-figure enterprise SaaS deals through complex, multi-stakeholder buying processes and extended sales cycles
Experience building a sales function from scratch (playbook, first hires, first instrumentation)
Experience designing stage definitions, forecast models, named-account plans, and compensation plans
Product-fluent enough to lead discovery and compelling product demonstrations independently
Experience selling against an entrenched incumbent where migration risk was a key objection
Experience selling to, or working in, multi-location or franchise businesses
10+ years of sales experience, preferably in scaling a metrics-driven SaaS sales team at a rapidly growing technology company in a highly competitive market
3-10 years of sales leadership: hired at least 6 successful, high performing sales reps and managed at least 8 sales reps or managers-of-managers within dynamic sales teams
Executed a sales playbook used to acquire customers with $250K+ ACV
Strong preference for experience in designing and implementing the playbook from scratch
Preference for Sales management experience with an organization that has scaled at least to $30+M ARR
Preference for experience selling into Multi-Location or Franchises but any industry works as long as sale was $250 K+ ACV and involved a complex DMU of 3+ people
Extensive sales operations experience (forecasting, planning, analysis, sales systems, reporting, compensation and quota management)
Ability to build vision, understand and define requirements, design practical solutions, develop supporting business cases and implement solutions for clients
Strong experience using CRM and Marketing Automation tools such as Salesforce, Hubspot, etc.
Strong problem solving skills, project management, time management
High levels of analytical horsepower and ability to turn analysis into insight and actions
Very organized with attention to detail
Bachelor's degree in Business, Sales, Marketing, or related discipline, or equivalent additional experience

Nice To Haves

MEDDIC preferred
Vertical SaaS for physical-location service businesses — beauty, wellness, fitness, pet care, home services, restaurant, dental, veterinary or automotive
Franchise fluency: advisory councils, master agreements, royalty structures
Front-office software (i.e. martech, sales-tech, etc.) preferred but will accept any complex software sales except ad sales or hardware

Responsibilities

Personally closing anchor enterprise accounts
Building a predictable enterprise pipeline engine, including named-account prospecting, executive outreach, inbound conversion, and partner/referral channels
Building the enterprise sales playbook, covering discovery, business case development, committee navigation, and competitive displacement
Establishing the sales operating system, including stage definitions, qualification criteria, pipeline instrumentation, forecasting, named-account planning, quotas, and compensation design
Hiring, ramping, and coaching the account executive team
Running a forecast with discipline and integrity
Codifying winning patterns into the playbook
Documenting and teaching a repeatable sales methodology
Building qualified pipeline to support future growth plans
Hiring, ramping, and certifying the first account executives against a performance bar
Ensuring other reps can win with the built motion