Vice President of Sales, Large Accounts

Responsibilities

• Own the Strategic and Enterprise Sales Motion
• Lead, manage, and develop a team of Strategic and Enterprise AEs, overseeing Enterprise through managers and directly leading the Strategic team
• Define and own the go-to-market strategy for large accounts — account selection, coverage model, engagement approach, and close process
• Own the segment number — you are accountable for bookings, win rates, average contract value, and cycle time across both teams.
• Drive Deal Quality and Execution
• Be actively present in the most strategic deals, providing deal support, coaching in the moment, and escalating your presence when the situation calls for it.
• Drive the full lifecycle EveOS platform conversation — from first discovery through pilot, proposal, and close
• Ensure AEs map every account by practice area, office, and user before the first substantive conversation; hold this as a non-negotiable standard across both segments
• Enforce economic buyer access before any deal enters the pilot stage; this is a gate, not a suggestion
• Develop and deploy competitive displacement playbooks
• Develop and Scale the Team
• Recruit, onboard, and retain high-performance AEs and front-line managers across Strategic and Enterprise
• Build a coaching cadence that develops reps on discovery quality, platform selling, pilot execution, and economic buyer engagement
• Use MEDDPICC rigorously to ensure every deal has competition mapped, decision criteria defined, and a named economic buyer before it enters forecast
• Drive adoption of the Mutual Action Plan framework across all active deals to create shared customer accountability and compress cycle times
• Run tight inspection cadences that surface deal risk early, not at the end of the quarter
• Collaborate Cross-Functionally
• Partner with CS to ensure clean handoffs — every account enters the post-sale motion with a documented practice area and user map
• Work closely with RevOps on pipeline visibility, forecast accuracy, and segment reporting
• Partner with Marketing and PMM on competitive positioning, account-based plays, and large account content
• Provide regular field feedback to Product on what is winning, what is losing, and what is missing in the platform story
• Represent the Segment to Leadership
• Own the Strategic and Enterprise segment forecast and present it to the CRO with accuracy and confidence
• Contribute to board-level GTM reporting for the segment — pipeline health, win rates, competitive dynamics, and market trends
• Be a voice for the large accounts motion in executive planning, headcount decisions, and product prioritization

Qualifications

• 8+ years in B2B SaaS sales, with at least 3 years leading Strategic or Enterprise sales teams
• Proven track record building and scaling teams that close complex, multi-stakeholder deals with ACV of $100K–$1M+
• Previous experience building and/or significantly scaling an Enterprise or Strategic sales function
• Experience selling into legal, professional services, or workflow-intensive verticals is a strong plus