VP of Sales, Retail Solutions

Key Responsibilities

• Own and deliver $114M revenue target across the retail vertical
• Drive a 70/30 balance of existing account growth and net new logo acquisition
• Lead the shift toward higher-value offerings with a 25%+ attach rate across Managed Services, ACS, and Smart Desk
• Ensure consistent pipeline coverage of 3–4x quota to support predictable growth

Team Leadership & Performance

• Lead a team of 8 sellers (growing to ~10), with full accountability for performance, hiring, and development
• Execute a “rebuild while running” strategy—upgrade talent, elevate expectations, and drive accountability
• Establish a high-performance culture grounded in: Pipeline creation, Activity discipline, Win rates and deal quality
• Conduct 90-day performance assessments and take decisive action where needed

Go-To-Market & Vertical Strategy

• Own and execute the retail vertical strategy, with a focus on enterprise and mid-market accounts, particularly within grocery and large retail segments
• Drive both named account growth and net new prospecting
• Partner with Marketing to lead account-based marketing (ABM) and targeted pipeline generation efforts
• Build industry presence through events, partnerships, and vertical plays

Customer & Deal Leadership

• Act as an executive sponsor across key accounts
• Lead deal strategy, pricing, and solution shaping to maximize margin and long-term value
• Expand relationships beyond product and professional services into strategic, multi-year service engagements

Cross-Functional Alignment

• Partner closely with Services leadership to improve alignment and drive growth in services-led solutions
• Leverage shared Solution Architects and dedicated product resources to build differentiated solutions
• Collaborate with Sales, Marketing, and Delivery to ensure alignment across the full customer lifecycle

What Success Looks Like

• Predictable, scalable growth with strong pipeline coverage (3–4x)
• Measurable expansion of Managed Services, ACS, and Smart Desk across the retail base
• Improved win rates and larger, more strategic deal sizes
• Upgraded team performance with clear accountability and consistent execution
• Strong alignment across Sales, Services, and Marketing

Candidate Profile

• Bachelor's degree required
• 10-15+ years of proven sales leadership experience in IT services and solutions, with deep exposure to the retail vertical (preferably grocery)
• Track record of leading enterprise and mid-market teams
• Demonstrated success in: Growing and protecting existing revenue, Winning new logos, Expanding into higher-value, services-led engagements
• Leadership Characteristics: Builder mindset, Strong operator, Commercial leader, Customer-first mindset

Leadership Characteristics

• Builder mindset—comfortable transforming teams while delivering results
• Strong operator—drives pipeline discipline, forecasting rigor, and execution cadence
• Commercial leader—skilled in deal shaping, pricing, and complex negotiations
• Customer-first mindset with ability to engage at the executive level

Non-Negotiables

• Ability to: Protect and grow the existing base, Prospect and win new business, Expand and cross-sell strategic services beyond transactional deals, Experience building or upgrading teams in a performance-driven environment, Strong hunting orientation combined with strategic account leadership