VP of Sales

About the role

ArrowStream has a strong, established team and a leading market presence from within the Buyers Edge Platform family of brands. As we enter our next phase of growth, we are looking for a strategic, hands-on Vice President of Sales to join the executive team with a mission to build execution, scale, and predictability into our sales organization.

We are seeking an accomplished sales leader to own and scale ArrowStream’s revenue growth via our enterprise sales organization. The right leader will combine high-level strategic vision with the willingness to roll up their sleeves; leading from the front, developing and coaching the team through complex, multi-stakeholder sales cycles, and helping the team plan and implement winning sales strategies. The leader we’re looking for is a builder, coach, and operator who thrives in a matrixed environment and will have demonstrated experience building a predictable, repeatable, and scalable revenue engine. This leader will drive execution with rigor whether discussing how we drive incremental revenue in current segments, expanding the team into new segments, driving robust cross-selling results with sister brands, collaborating with Product on roadmap prioritization, or stepping into key customer accounts to help close strategic deals. This is a matrixed leadership role for an operational builder who excels at cross-functional collaboration.

Responsibilities

Revenue Growth

• Own enterprise sales and revenue growth, driving new customer acquisition, cross-selling motions, and pilot conversions.
• Define and execute the go-to-market strategy for expanding our Total Addressable Market (TAM) into new segments and adjacent use cases.
• Build a playbook that supports scaling the team, cross-selling sister brand’s products, and expanding into new markets.
• Maintain a rolling forward 12-month Pipeline Coverage ratio of at least 3X-5X the business plan.
• Own segment forecasting, pipeline visibility, and the sales operating cadence, ensuring clear alignment on bookings, win rates, and average contract values.

Cross-Functional & Matrixed Leadership

• Build strong internal relationships across a matrixed organization, partnering internally with Product, Engineering, Marketing, Customer Success, and Finance; and externally to sister brand teams.
• Ensure clean post-sale handoffs and alignment between sales commitments and deployment capabilities.

Team Building & Execution

• Recruit, onboard, coach, and retain high-performing sales team members.
• Establish a repeatable enterprise sales process (using frameworks like MEDDPICC, SPIN and Mutual Action Plans) covering prospecting, discovery, pilot design, negotiation, and expansion.
• Drive deal quality and inspection: actively support strategic opportunities, enforce economic buyer access, and coach reps on value-based platform selling.
• Enforce sales systems utilization and data hygiene to support communication within ArrowStream and across the brand teams.

Industry & Strategic Relationships

• Forge and nurture strong, long-lasting relationships with key industry stakeholders, operators, and executive buyers.
• Represent ArrowStream at customer sites, industry events, conferences, and partner meetings.

Requirements

• 10+ years in B2B SaaS or enterprise technology sales, with at least 5+ years successfully leading high-performing sales teams in a high-growth environment.
• Proven success scaling an enterprise sales motion and executing complex, multi-stakeholder cross-selling strategies.
• Deep command of value-based selling methodologies, rigorous forecasting, and pipeline management tools.
• The ability to translate high-level company goals into focused sales strategies, paired with a willingness to get directly involved in critical customer deals.
• Exceptional executive-level communication, presentation, and negotiation skills.

Schedule

Periodic travel to business unit locations, customers, events, etc. (estimated ~50% travel); prolonged periods of desk and computer work.

Benefits

• Great benefits from day one: medical, dental, vision, FSA, company-paid life insurance, and more.
• 401(k) with company match.
• Strong training, development, and competitive pay.
• Flexible PTO policy — take time when you need it, no accrual required.