VP of Sales
About the role
We’re seeking a Vice President of Sales to own our full revenue function, lead from the front, and drive the next phase of firm growth. This is a true player/coach role with an executive mandate.
Responsibilities
Own and drive the firm's revenue plan—strategy, targets, segmentation, named accounts, partner motions, and investment priorities—across our regulated industries (Energy & Utilities, Oil & Gas, Technology, Healthcare, and Financial Services).
Drive 20–40% year-over-year revenue growth through new logo acquisition, strategic account expansion, and disciplined pipeline execution.
Make a market for Logic20/20's solutions—identify white space, package new offerings with practice leaders, establish Logic20/20 as a category leader in target segments, and generate demand where it doesn't yet exist.
Enforce pipeline coverage ratios, conversion benchmarks, forecast accuracy, and target attainment as the firm's core sales operating standards.
Shape pricing, packaging, and commercial models for our AI & Analytics, Digital Strategy & Transformation, and industry offerings in close partnership with practice leadership.
Personally bring major clients to the table across our regulated industries—open doors at named accounts where Logic20/20 has limited presence today and convert them into long-term, multi-million-dollar relationships.
Serve as the executive sponsor and trusted advisor to client C-suite stakeholders on Logic20/20's largest and most strategic accounts.
Lead complex, multi-stakeholder pursuits—solutioning, proposal strategy, SOW/MSA structuring, pricing, and executive negotiation.
Model the consultative, insight-led selling motion that defines our team.
Lead, coach, and scale a team of business development managers, account directors, and sales operations talent—building a high-performing, accountable, and collaborative organization that consistently hits quota.
Hold the team to clear standards for pipeline generation, deal qualification, and target attainment—every seller carries a number, builds coverage, and is coached against it.
Run a disciplined operating cadence: weekly pipeline reviews, deal coaching, forecast calls, and quarterly business reviews.
Recruit, ramp, and develop sellers; design comp plans, territories, and quotas that reward the right behaviors and drive attainment.
Foster Logic20/20's One Team culture across sales, delivery, marketing, and partner teams—we win and lose together.
Own the firm's executive partner relationships—particularly with Microsoft, where you'll build senior relationships across field leadership, industry teams, and partner organizations to unlock co-sell pipeline and joint go-to-market motions.
Develop the strategy and playbook to unlock Microsoft partner revenue—co-sell, MACC consumption, marketplace, ISV partnerships, and joint pursuits.
Lead executive engagement with Kongsberg Digital and other strategic partners; co-develop industry solutions that combine Logic20/20 consulting expertise with partner technology.
Represent Logic20/20 in partner business reviews, joint planning sessions, and partner-led customer pursuits.
Partner with marketing on demand generation, account-based marketing, thought leadership, and industry presence (DISTRIBUTECH, healthcare/HIMSS, financial services, energy executive forums, and partner events).
Partner with delivery and practice leadership to ensure smooth handoffs, profitable execution, and high client satisfaction—and to translate delivery insights back into sales motions.
Provide regular revenue reporting, pipeline insights, and growth recommendations to the executive team.
Qualifications
Sales Leadership Experience: 12+ years of B2B sales and business development experience, including 5+ years leading and coaching sales teams at the director level or above. Proven track record of driving 20%+ year-over-year revenue growth as a full-function revenue leader. Demonstrated experience making markets—launching new offerings, defining new categories, or building net-new pipeline in segments where the firm previously had no presence. Demonstrated ability to personally open major enterprise accounts through executive relationships, industry presence, and consultative selling. Experience operating as a true player/coach—simultaneously closing strategic deals while developing sellers who consistently hit quota.
Consulting & Services Selling: Deep experience selling consulting and professional services (or technology-enabled services)—consultative, complex, multi-stakeholder engagements valued at $1M+. Command of proposal/RFP leadership, SOW/MSA structuring, pricing, and executive negotiation in a services context. Comfort partnering with delivery and practice teams to shape solutions—no “sell-and-throw-over-the-wall” instincts.
Industry Domain Knowledge: Direct experience selling into highly regulated industries—Energy & Utilities, Oil & Gas, Technology, Healthcare, and/or Financial Services—with deep command of at least one and working fluency across multiple. Strong preference for utility and energy domain expertise—regulatory environment, grid modernization, T&D, AMI/SCADA, asset management, and the rise of AI and data platforms in energy. Existing C-suite relationships in target industries that you can activate from day one. Familiarity with AI, data, and analytics offerings and with the ecosystem of platforms (Microsoft/Azure, Kongsberg Digital, GIS, EAM, ADMS/OMS) that power transformation in regulated industries.
Partner & Ecosystem Leadership: Demonstrated experience building senior partner relationships and unlocking partner revenue—ideally with Microsoft (co-sell, MACC, marketplace, ISV motions) or comparable hyperscaler/platform partners. Experience designing and operationalizing joint go-to-market plans with strategic partners.
Leadership & Communication: Exceptional executive presence, communication, and client engagement skills, with the ability to influence and earn trust at the C-suite level. Strong operator who builds repeatable process—CRM discipline, forecast accuracy, sales methodology, and enablement. Collaborative leader who reinforces a Culture of We across sales, delivery, marketing, and partner organizations.
Education
Bachelor's degree required; MBA or advanced degree a plus.