VP, Sales- Majors

Role Overview

The VP of Sales will own the majors segment and build the team, systems, and strategy to win it. This is a rare opportunity to join a Sequoia-backed AI company at Series B and define how we go to market across the 5–10k employee segment.

What You'll Do

• Organizational Leadership
• Build and scale a third-line majors sales organization, including frontline managers and Enterprise AE teams covering the 5–10k employee segment
• Create a performance culture defined by accountability, coaching rigor, and career development
• Sector and Territory Strategy
• Own majors segment strategy end-to-end: ICP definition, territory design, named-account planning, and coverage modeling
• Define and evolve the majors go-to-market motion across outbound, partner, and executive-sponsored channels
• Partner with GTM leadership on pricing, packaging, and deal economics for large enterprise accounts
• Translate market intelligence into strategic adjustments to territory, headcount, and resource allocation
• Revenue Ownership
• Hold full accountability for majors ARR, quota attainment, pipeline coverage, and forecast accuracy
• Establish and maintain forecasting discipline and pipeline inspection cadences across the organization
• Drive deal progression and win rates in complex sales cycles — coaching teams to multi-thread, build consensus across stakeholders, and close with conviction
• Sales Excellence
• Develop and continuously refine the majors sales playbook: enterprise outbound strategy, discovery frameworks, proof-of-value motions, and executive- and champion-led close strategies
• Implement MEDDPICC and other process rigor across the team
• Serve as an executive sponsor in strategic majors accounts and model best-in-class enterprise selling behavior
• Cross-Functional Partnership
• Collaborate with product, marketing, and engineering to influence roadmap priorities, security and compliance positioning, and majors-segment messaging
• Partner with Revenue Operations on tooling, reporting, and enablement infrastructure
• Represent the majors segment at the leadership level — advocating for resources, headcount, and strategic investment

What You'll Need

• 10+ years of B2B SaaS sales experience, with at least 3–5 years in second- or third-line sales leadership
• Proven track record of building and scaling enterprise or majors sales organizations at high-growth companies (Series B and beyond)
• Deep expertise in named-account strategy, territory design, and coverage modeling at scale
• Consistent overachievement across both individual contributor and leadership roles — President's Club, top performer recognition, or accelerated career progression
• Experience selling into IT, Security, and Engineering organizations at the 5–10k employee tier
• Strong command of complex enterprise sales cycles (3–6 months) with VP- to C-level buyers and multiple stakeholders
• Exceptional executive presence and communication skills — credible with C-suite customers, cross-functional partners, and the board
• A builder's mindset: you thrive in ambiguity, create structure where none exists, and raise the bar for everyone around you

Nice to Have

• Experience as an early or founding sales leader who scaled an enterprise function from zero
• Management experience at companies known for enterprise sales excellence
• Track record of developing managers and building internal career paths within your org
• Deep familiarity with MEDDPICC, Challenger, Command of the Message, and modern sales tech (Salesforce, Outreach, Gong, etc.)
• Comfort leading technical sales motions including proof-of-concepts, security reviews, and API or automation platform discussions

What we offer

• Impact: Be a key player in shaping the success of our product and company
• Growth: Build a fundamentally new AI product offering with the support of our experienced team and investors
• Grow rapidly with the company
• Culture: Join a culture that values innovation, ownership, accountability, and fun
• Compensation Range: $430K