VP of Sales

About the Role

This is a founding sales leadership seat for North America at an AWS Premier Tier Services Partner. You'll carry the North America number personally in phase one, originating pipeline, closing lighthouse deals, and proving the motion. Within the first 6 to 12 months, you will hire and build the full North America sales team. Success includes establishing a proven co-sell engine with AWS, a growing book of seven-figure enterprise wins, and a sales team running on a repeatable playbook.

Responsibilities

• Own the North America revenue number: the regional target, the forecast, and the plan to hit it. Personal quota in phase one, transitioning to a team number as you build the team.
• Build and run the AWS co-sell engine: develop named relationships with AWS PDMs, account teams, and vertical sellers. Operate as a system with a defined cadence, mapped accounts, and mutual pipeline reviews.
• Use AWS programs and funding fluently (MAP, POC funding, Marketplace private offers, partner incentives) to de-risk deals and accelerate close.
• Originate and close outcome-based, multi-stakeholder services engagements, typically $500K and above, with C-level and economic buyers. Focus on land, deliver, expand motions.
• Qualify beyond BANT: uncover the business problem behind stated requirements, map it to SourceFuse offerings, and walk away early from deals that won’t convert.
• Maintain an accurate, inspectable pipeline in the CRM with clear stage definitions and honest commit calls.
• Bring field signal back into positioning, offers, and vertical strategy as the closest sensor to the North American market.
• Define the hiring plan, recruit AEs, and set the operating rhythm for the North America sales team once the motion is proven.

Requirements

• 10+ years of enterprise sales experience in technology services or consulting, with 5+ years inside the AWS partner ecosystem.
• A working network across the AWS field (PDMs, sellers, vertical teams) with evidence of pipeline built through those relationships.
• A track record of closing seven-figure services engagements and exceeding quota.
• Fluency in the modernization and AI conversation: able to frame GenAI, agentic AI, and cloud modernization as business outcomes for C-level buyers without a solutions architect in the room.
• Skilled at working with technical teams through complex, multi-stakeholder solution sales.
• Builder mentality: comfortable being the first seat, writing the playbook, then hiring people better than yourself to run it.
• Excellent communication, presentation, and negotiation skills.
• Bachelor’s degree in Business, Marketing, or equivalent practical experience.

Nice to Have

• AWS Cloud Practitioner certification.

About the Company

SourceFuse is an AWS Premier Tier Services Partner helping enterprises modernize on AWS and put AI into production, spanning GenAI, agentic AI, cloud modernization, application development, and data engineering. Their clients are enterprises in healthcare, financial services, and life sciences, and their edge is pairing AWS Premier status with the delivery depth to ship what they propose.

Pay

$200,000 base salary + uncapped commissions (OTE = $350,000+).

Schedule

Full-time, remote in the United States. Approximately 30% travel, primarily to client sites and AWS field events.

Reports to: CEO. Supervisory responsibility: None initially, with an explicit mandate to build and lead the North American sales team within 6 to 12 months.