VP Sales, West Enterprise

Factory•San Francisco, CA

1d•Onsite

About The Position

Factory is hiring a VP Sales to build and lead its West Enterprise sales organization and own the region's sales target. This second-line leadership role sets regional strategy, develops sales talent at every level, runs forecasting and operating rhythms, and supports the region's most strategic deals. The VP Sales will also help anchor and scale Factory's San Francisco office by hiring leaders, building the team, and shaping the culture of its go-to-market hub. The role leads Regional Directors, who in turn lead Enterprise Account Executives selling Factory's Droids through technical, multi-stakeholder sales cycles at Fortune 1000 and high-growth enterprise companies. Buyers include CIOs, CTOs, engineering leaders, and procurement. The position partners with leaders across product, engineering, marketing, and customer success to shape go-to-market strategy, territory design, and Factory's enterprise value proposition. It is an in-office position five days per week in San Francisco, within walking distance of Caltrain.

Requirements

12 or more years of sales experience, including 7 or more years selling to enterprise accounts with complex decision-making processes.
5 or more years of sales leadership experience, including 2 or more years managing Regional Directors or other front-line sales leaders.
Proven record of building enterprise sales teams from the ground up and scaling them to consistently meet and exceed targets in a technology-driven environment.
Experience developing talent, hiring and promoting front-line leaders, and building strong teams under them.
Experience setting regional strategy, including territory design, account segmentation, capacity planning, and go-to-market planning.
Strong forecasting and pipeline management discipline, with the ability to provide executives an accurate, data-driven view of the business.
Exceptional technical aptitude, including the ability to learn technologies quickly, explain complex solutions clearly, and engage credibly with technical buyers and C-level executives.
Hands-on experience using AI to improve individual and team efficiency, including account research, deal preparation, forecasting, and pipeline management.
Self-motivated and able to thrive in a dynamic, fast-paced startup environment.

Nice To Haves

Experience scaling a sales organization at a high-growth startup, particularly in developer tools, AI, or infrastructure software.

Responsibilities

Build the West enterprise sales organization by recruiting and hiring Regional Directors and Enterprise Account Executives and designing a team structure that can scale.
Coach Regional Directors to hire effectively, inspect deals rigorously, and develop their Enterprise Account Executives; establish career paths and a bench of future leaders.
Define West regional strategy, territory and account coverage, target market segments, and plans to win Fortune 1000 and high-growth enterprise accounts.
Own the West sales target, set targets, build accurate forecasts, and run operating rhythms for pipeline generation, deal reviews, and quarterly business reviews.
Create a high-performance culture emphasizing accountability, coaching, continuous improvement, and strong sales execution.
Serve as executive sponsor for the region's most strategic deals, building relationships with senior customer stakeholders and helping teams navigate complex evaluations, negotiations, and decisions.
Partner with executives and leaders across product, engineering, marketing, and customer success on go-to-market strategy, territory design, and the enterprise value proposition.
Bring customer and market feedback to product and marketing to improve positioning, sales materials, and the product roadmap.
Build a repeatable sales motion for new logos, expansion, and renewals aligned with customers' long-term innovation roadmaps.
Help define hiring profiles, onboarding, enablement, and compensation structures to support company growth.