VP of Sales

Digimarc

13d • $250,000 - $300,000

About The Position

We are seeking a foundational sales leader to build and scale our go-to-market function as we transition from founder-led sales toward a repeatable enterprise motion. This role will report to our Chief Operating Officer. This is not a “run the machine” role — you will be building the machine and helping us define new markets while closing deals yourself. As our senior sales leader, you’ll be responsible for landing multi-million-dollar enterprise customers, proactively delivering key voice of market intelligence, shaping our sales playbook, and building the team and operating rhythm that will fuel our growth. This role requires 25% travel.

Requirements

• 5+ years of sales leadership experience managing and developing sellers, including building enterprise sales from the ground up in a startup or high-growth environment (and ideally, first-line sales managers)
• Proven success closing $1M+ enterprise SaaS or tech deals with C-level stakeholders
• Strong foundational sales architecture skills: process design, forecasting, comp plans, hiring, playbook development
• Experience owning retention and expansion metrics alongside new business goals.
• Thrives in scrappy, fast-paced, high-growth environments and can operate at multiple altitudes — strategic and hands-on
• Entrepreneurial mindset with the curiosity to explore new markets and the discipline to translate insights into scalable go-to-market strategies.
• Willingness to travel up to 50% as the business scales

Responsibilities

• Build GTM Strategy and Customer Journey
• Design and operationalize our go-to-market strategy by defining ICPs and territories, codifying the sales process, and partnering with the RevOps leader to implement forecasting, pipeline management, and CRM best practices.
• Build strong connective tissue between Sales and Customer Success to ensure a seamless customer journey—from handoff and rapid onboarding to high adoption and expansion within enterprise accounts.
• Drive Early Revenue
• Personally lead complex enterprise sales cycles (>$1M) with C-level stakeholders, creating lighthouse customer wins to prove product-market fit.
• Originate and Amplify the Voice of the Customer
• Actively generate valuable market, customer, and prospect feedback and clearly communicate to internal stakeholders to shape our product roadmap, pricing strategy, and positioning.
• Quantify market and customer opportunities to help drive decision making around product priorities and roadmap.
• Establish Planning & Prioritization
• Drive the sales vision, annual planning, and near-term priorities to support revenue objectives in collaboration with the CEO & COO.
• Coach and Grow the Team
• Recruit, mentor, and develop a small, high-performing team of Account Executives (new business) and Customer Success Managers (retention, expansion, and adoption). Serve as a player-coach, leading by example while fostering a culture of accountability, collaboration, high performance, and continuous improvement to drive net revenue growth.
• Operational Excellence
• Drive forecast accuracy, pipeline hygiene, and sales discipline through use of Salesforce and other sales tools. Partner with Finance and RevOps on metrics and insights.
• Account Development & Expansion
• Oversee strategic account planning, ensuring accounts are effectively mapped, opportunities are uncovered, and growth plans are executed.
• Lead Through Influence
• Inspire and motivate the sales team through open, honest, and clear communication. Set individual objectives, provide feedback, and build an inclusive, dynamic, merit-based culture that attracts and retains top talent.
• Strategic Partnership
• Build and manage executive-level customer relationships, influence negotiations, and drive alignment across cross-functional teams.

Benefits

• Comprehensive Benefits Including Medical, Dental, Vision, & Retirement Savings Plan
• Restricted Stock Units
• Flexible Paid Time Off & Holidays
• Life Insurance
• Tuition Reimbursement
• Mentorship Opportunities
• Training & Development
• Remote work

What This Job Offers

• Job Type: Full-time
• Career Level: Executive
• Education Level: No Education Listed
• Number of Employees: 101-250 employees