VP of Sales
About the role
As Vice President of Sales (VP) at Pacific Rim Capital (PRC), you will lead PRC’s enterprise sales organization across the United States, Canada, and Mexico. You will set the go-to-market strategy, develop and direct multiple Sales Directors and their Account Executive teams, personally engage PRC’s most strategic Fortune 500 clients, lead go-to-market for PRC’s 3PM telematics platform, and serve as a member of the Cross-Functional Management Team (CFT) — PRC’s senior leadership group that operates the business.
Responsibilities
Set and own enterprise sales strategy — lead the go-to-market across the U.S., Canada, and Mexico; design team structure; decide where the right resources go; own the number alongside the SVP.
Coach and develop Sales Directors — build effective managers, hold them accountable for both activity metrics and origination outcomes, and develop the next generation of PRC sales leaders.
Coach Account Executives — on deal strategy, lease structuring, and telematics positioning for Fortune 500 finance, procurement, and operations stakeholders.
Drive FMV and Finance lease originations — across MHE, IT, OTR, Energy verticals, and large project financings; establish annual and quarterly quotas at the Sales Director and AE level.
Lead 3PM go-to-market — position PRC’s 3PM telematics platform as a strategic complement to lease originations; coach the team on consultative selling to CFO, VP Finance, VP Operations, VP Fleet, and VP Logistics audiences.
Drive outbound activity and performance discipline — establish and enforce activity-based standards (dials, connects, Key Conversations, meetings set, conversion ratios), and use Creatio and origination data to coach and adjust.
Engage strategic Fortune 500 clients personally — serve as senior executive point of contact for PRC’s most strategic accounts; lead executive business reviews; deliver a white-glove experience that positions PRC as trusted advisor.
Lead deal structuring and negotiation — provide hands-on guidance on FMV leases, Finance leases, sale-leasebacks, and master lease agreements; serve as escalation point for transactions requiring executive pricing authority or non-standard structures.
Own the VP-level forecast — maintain Creatio pipeline integrity and deliver accurate origination forecasts on a weekly, monthly, and quarterly basis.
Partner closely with the SVP — communicate constantly, share context, and leverage the SVP as a force multiplier on relationships, doors, and roadblocks.
Help run the business — serve as a member of the Cross-Functional Management Team (CFT), PRC’s senior leadership group that operates the business across functions — contributing to company-wide strategy, budgeting, and go-to-market planning.
Requirements
Required Bachelor’s degree in Business, Finance, or a related field.
10–15 years of progressive enterprise sales experience, with a minimum of 5 years in a senior leadership role managing multi-layered sales teams.
Demonstrated track record leading sales organizations to $100MM+ in annual originations or equivalent revenue.
Deep fluency in managing activity-based metrics.
Proven ability to operate as a strategic sales leader — setting go-to-market direction, designing team structure, and partnering at the executive level.
Proven ability to develop high-performance sales leaders, not just individual contributors, in a complex B2B environment.
Strong executive presence — credible and compelling with Fortune 500 C-suite and Vice President-level stakeholders.
Hands-on experience structuring FMV leases, Finance leases, or equivalent structured finance products.
Proficiency in Creatio CRM or an equivalent platform, including the ability to build dashboards and translate pipeline data into actionable coaching and strategy.
Office-first in Irvine, CA, with flexibility once fully integrated into the role.
Ability to travel 20–30% across the U.S., Canada, and Mexico.
Authorization to work in the United States.
Preferred
Background in equipment leasing, asset finance, structured finance, or financial services sales into Fortune 500 / investment-grade clients.
Experience with telematics, IoT, fleet management, or equipment asset management — a meaningful differentiator given the 3PM platform.
Cross-border sales leadership experience across the U.S., Canada, and Mexico.
History of developing Sales Directors and AEs into senior or executive roles.