VP, Enterprise SaaS Sales

Advantive

About The Position

The Vice President (VP) of Sales within the Manufacturing & Quality Line of Business leads an integrated revenue organization spanning BDR, new logo sales, strategic/account management, sales engineering, and customer success to deliver predictable growth across two outcomes: Acquire New and Retain + Expand. This executive role requires a dynamic leader who builds repeatable, metrics-driven systems to scale bookings, improve forecast accuracy, and increase net revenue retention, while developing high-performing teams that consistently exceed targets. This role reports directly to the GM, Manufacturing & Quality and serves as the primary cross-functional partner to Product, Marketing, Finance, and Implementation/Delivery leadership to build a scalable, predictable revenue engine and a durable customer base. What you’ll own (scope) New logo growth for Manufacturing & Quality. Customer retention and expansion, including disciplined renewal execution and upsell/cross-sell motions. An integrated GTM system that includes: Inside BDR motion Outside new logo AE motion Account management / SAM motion Customer Success Sales Engineering A sales org structured around two outcomes: Acquire and Retain + Expand, with functional leaders/teams aligned to those pillars. Business Outcomes Build a predictable pipeline engine (BDR → AE → close) and deliver new customer bookings for Manufacturing & Quality. Protect and grow the installed base through disciplined renewals, churn prevention, and systematic expansion (upsell/cross-sell), with Customer Success fully integrated. Run a cohesive, metrics-driven commercial org (AE/SAM/AM/BDR/SE/CS) with accurate forecasting, strong CRM hygiene, consistent playbooks, and leader-led coaching—so results are repeatable, not hero-driven.

Requirements

Urgency: Operate at a high pace with a focus on achieving results.
Growth Mindset: Continuously learn and adapt, embracing operational rigor and striving for improvement.
Disciplined Execution: Maintain a passion for metrics and process, delivering value and superior financial outcomes.
People Developer: Actively engage in coaching and mentorship, focusing on developing talent and managing performance.
Proactive Problem-Solving: Identify and address issues swiftly and effectively.
Accountability: Demonstrate reliability and hold team members accountable.
Communication: Communicate clearly and effectively, both verbally and in writing.
Resilient Leadership: Exhibit clarity, perseverance, and calm under pressure while driving results.
Change Agent: Lead and manage organizational change effectively.
Outcome-Oriented: Achieve and exceed quotas consistently in a fast-paced environment.
AI-Enabled Revenue Operator: Uses AI to increase selling capacity, improve forecast accuracy, and accelerate new logo, retention, and expansion outcomes

Responsibilities

Team Leadership and Development:
Build, scale, and lead high-performing teams across inside sales, outside sales, and account management.
Develop and implement robust coaching and professional development programs to enhance team performance and retention in partnership with sales enablement.
Utilize performance management techniques to set clear expectations, measure performance, and address issues proactively.
Revenue Growth:
Drive planned growth in revenue through strategic management of inside sales, outside sales, account management, customer success management, and sales engineering teams
Increase revenue through upsells, cross-sells, and price adjustments, focusing on both new business and existing accounts
Achieve repeatable, predictable, and profitable revenue growth through disciplined processes and accurate forecasting
Sales and Account Management Processes:
Develop and enforce effective sales methodologies and processes for both high-velocity and strategic sales teams.
Collaborate with marketing to create strategies that generate high-quality leads and optimize conversion rates.
Partner with sales enablement to design performance-based bootcamps and accelerate productivity.
Cross-Functional Collaboration:
Work closely with internal teams including Sales, Revenue Operations, Marketing, Customer Success, Professional Services, Support, and Product to align strategies and drive business outcomes.
Serve as an executive contact for customer escalations, ensuring high levels of customer satisfaction and resolution of issues.
Operational Excellence:
Employ the sales and marketing tech stack to enhance prospecting, optimize team performance, and improve close rates.
Use KPIs and metrics to monitor and improve team performance, ensuring high standards of execution and accountability.
AI-Enabled Revenue Operating System:
Embed AI in the revenue cadence to improve prospecting efficiency, pipeline quality, deal inspection, and forecast accuracy
Apply AI signals to reduce renewal risk and drive systematic expansion through CS playbooks
Ensure credible, compliant AI value narratives and drive adoption of modern selling tools with measurable productivity gains
Strategic Planning and Execution:
Develop and implement account strategies in alignment with customer success and sales leadership
Lead the creation and execution of strategic account plans, conduct quarterly reviews, and drive improvements in retention and growth
Provide market intelligence and competitor analysis to inform strategic selling approaches and business models