VP, SaaS Sales

WEX • Charlotte, NC

8d

About The Position

About WEX WEX is an innovative payments and technology company leading the way in a rapidly changing environment. We are passionate about providing payment solutions with unparalleled security and control for corporate purchasing and transaction monitoring needs. We hire people who share the same passion for continuous innovation and client service. We are employee centric, offering value-based incentives and generous compensation and benefits packages. If you are looking for a growing career – come be part of WEX today! Position Summary The Vice President of SaaS Sales is a strategic, results-driven executive responsible for leading and scaling a high-performance sales organization across a multi-product portfolio that includes Field Service Management (FSM) and Vehicle/Fleet Management (Telematics). This role owns revenue strategy, go-to-market execution, and customer acquisition across Small Business (SMB), Mid-Market, Enterprise, and Government segments. The VP will build a unified sales engine that drives predictable growth, expands market penetration, and strengthens the company’s leadership in field operations, fleet technology, and electrification.

Requirements

• 10–15+ years of progressive SaaS sales leadership, with experience spanning SMB through enterprise, and ideally government/public sector.
• Success leading multi-product SaaS sales teams and consistently exceeding revenue targets across diverse segments.
• Experience in FSM, fleet/vehicle management, IoT, mobility, or related domains highly preferred.
• Expertise navigating government procurement cycles, RFP processes, and compliance requirements.
• Proven track record scaling teams in high-growth environments; PE-backed or high-growth SaaS experience a plus.
• Strong data-driven leadership, forecasting discipline, and operational rigor.
• Exceptional communication, negotiation, and executive presence.

Responsibilities

• Develop and execute the global sales strategy for a multi-product SaaS portfolio, tailored to SMB, Mid-Market, Enterprise, and Government customers.
• Own revenue targets across all segments with a balanced focus on new customer acquisition, expansion, and multi-product attach.
• Partner with RevOps to build segmentation, territory planning, and quota models optimized for diverse customer needs—from high-velocity SMB to strategic enterprise and government deals.
• Build predictable quarterly and annual revenue plans, ensuring strong pipeline health, conversion rates, and forecasting accuracy.
• Collaborate with Product, Marketing, and Customer Success to create segment-specific value propositions and competitive differentiation.
• Lead and mentor a diverse team of Sales Directors, Account Executives, and Solutions Consultants across all segments and product lines.
• Develop specialized teams or pods for SMB, Mid-Market, Enterprise, and Government to optimize motion, velocity, and deal complexity.
• Recruit, onboard, and retain top-tier talent with experience selling into operational, fleet, and electrification-focused industries.
• Create a high-performance culture centered on accountability, coaching, and continuous improvement.
• Implement segment-appropriate sales processes (e.g., high-velocity for SMB, consultative selling for enterprise, compliance-driven procurement for government).
• Oversee pipeline development for each segment, ensuring adequate coverage and alignment with market opportunity.
• Strengthen channel partnerships and strategic alliances (OEMs, utilities, government procurement networks).
• Build competitive intelligence frameworks that inform segment-specific messaging and positioning against established and emerging competitors.
• Serve as executive sponsor for strategic enterprise and government accounts while supporting key mid-market and SMB relationships.
• Represent the company at industry events across field service, fleet/mobility, and government technology sectors.
• Advocate for customers needs to influence product strategy, especially in areas related to compliance, fleet electrification, and field operations optimization.
• Build strong, trust-based relationships with C-suite leaders, operations executives, fleet managers, and government stakeholders.

Benefits

• WEX's comprehensive and market competitive benefits are designed to support your personal and professional well-being.
• Benefits include health, dental and vision insurances, retirement savings plan, paid time off, health savings account, flexible spending accounts, life insurance, disability insurance, tuition reimbursement, and more.

What This Job Offers

• Job Type: Full-time
• Career Level: Executive
• Education Level: No Education Listed
• Number of Employees: 5,001-10,000 employees