Vice President of Business Development
About the role
We are on the hunt for an accomplished and results-driven Sales Leader to define and lead the sales strategy here at Rustici Software. We are expanding our go-to market strategy as part of a strategic growth initiative for the business.
Responsibilities
GTM Strategy & Architecture - Build and own the full sales playbook: outbound motions, discovery frameworks, demo narrative, objection handling, and competitive displacement strategies. Design the channel mix — direct enterprise, mid-market, and partner/reseller — and decide sequencing and investment by segment. Create and execute a comprehensive sales strategy focused on acquiring and expanding enterprise accounts, aligning with company goals and market opportunities.
Team Building & Leadership - Recruit, hire, onboard, and develop a high-performing sales team that scales based on achieving key milestones. Model the behaviors you want to see — as a Builder, you will be actively involved in key deals and establishing the initial pipeline. Oversee the existing inbound sales team and Account Management teams that are responsible for driving growth from existing markets and accounts. Foster a culture of excellence, collaboration, and continuous improvement.
Sales Execution & Reporting - Oversee all sales processes to drive the team’s deal velocity. Represent Rustici as a key stakeholder in key deals where needed to assist in bringing them to a win. Maintain a strong understanding of the Revenue pipeline, provide accurate sales forecasts, and ensure the timely execution of opportunities. Regularly update the executive team on sales progress, opportunities, and roadblocks. Own and deliver the annual revenue number and quarterly forecast with board-level rigor.
Sales Insights - Instrument the full sales funnel: pipeline coverage ratios, conversion rates, ACV trends, win/loss analysis. Stay ahead of industry trends, competitor offerings, and emerging technologies. Share relevant insights with the product, marketing, and leadership teams to shape the company’s sales and product strategies.
Sales Process & Technology Integration - Leverage modern sales technologies, CRM tools (Salesforce, HubSpot, etc.), and sales enablement platforms to streamline sales processes, improve forecasting accuracy, and track key performance metrics. Ensure best practices for CRM utilization across the team. Implement sales automation tools and strategies to increase sales team efficiency, from lead generation to closing. Use data and analytics to drive decision-making, improve outreach, and optimize sales cycles. Use advanced sales analytics to manage the sales pipeline effectively.
Cross-Functional Collaboration - Align with Marketing on pipeline SLAs, lead quality standards, and campaign targeting. Partner with Product to translate sales feedback into roadmap inputs — in this market, the roadmap is a sales tool. Collaborate with Account Management for onboarding handoffs and renewal risk identification.
Qualifications
8+ years in B2B SaaS sales, with at least 3 years in a VP or Head of Sales role
Demonstrated success building or rebuilding a sales function at a company in the $15M–$100M ARR range
Direct experience selling learning/HR technologies into enterprise — familiarity with the CLO/CHRO/COO/CIO buying dynamic is a significant advantage
Experience selling early-stage/growth-stage products
Experience with both direct enterprise sales (12–18 month cycles) and higher-velocity mid-market motion
Proven track record of consistently meeting/exceeding team sales targets and revenue growth, driving continuous improvement in a sales environment, particularly leveraging of sales technology to improve velocity and efficiency
Strong expertise in business development, from lead generation to closing. Experience creating and executing sales strategies in highly competitive markets
Broad understanding of sales support technology and an expert in leveraging technology & tools to drive sales velocity & efficiency
Skills & Capabilities
Can write the playbook and execute it — not just manage people who execute
Rigorous forecasting discipline using leading indicators, not just gut feel
Data fluent: comfortable in CRM (Salesforce preferred), understands funnel metrics, can build a board-ready pipeline report
Clear communicator who can represent the sales org to the board