Vice President, Sales

The Opportunity

The Vice President, Sales New Logo will provide leadership, guidance, and mentorship for the New Logo Sales team and oversee our value-based direct enterprise sales to help lead the company through its next phase of growth. The successful candidate will manage the leadership team and leverage their deep client-facing knowledge and technical expertise along with demonstrated customer-facing skills. The role focuses on being a subject matter expert in securing new logo business to customers, and will be responsible for guiding individual employees and the team through the entire employment lifecycle.

Primary Responsibilities

• The Vice President, Sales New Logo drives strategy and operational rigor around go-to-market activities leading to repeatable success.
• The right candidate must be able to establish and grow relationships with C-level executives within Risk Management, Information Security, Information Technology, Compliance, and Internal Audit for each account.
• Provide guidance on best practice to the Sales Consulting team in the design of enterprise software solutions that impact multiple functional areas of a customer’s organization.
• Conduct research to stay up-to-date on competitive solutions and products.
• Develop and deliver outstanding Riskonnect presentations and demonstrations.
• The candidate must be able to develop and execute a targeted sales plan within the existing account base, organizing resources, leading meetings and demonstrations with prospects, closing deals and facilitating contract negotiations.
• The Vice President, Sales New Logo must demonstrate a deep understanding of the sales process and revenue goal attainment and bring a track record of successfully selling technology to solve business problems.
• Own special projects as needed.
• Creativity and high intensity are expected.

Your current skillset will include:

• The ideal candidate must be able to work alongside their manager, the Chief Revenue Officer, to develop a targeted Sales plan.
• Must demonstrate an understanding of the sales process and revenue goal attainment and bring a track record of successfully selling technology to solve business problems. Must have ability to develop, deliver, and coach others to deliver demonstrations of our applications to C-level executives, lead, direct, coach and develop sales professionals.
• Ability to use influence and collaboration to remove barriers and roadblocks for the sales team.
• Thorough understanding of SaaS / enterprise software sales within the governance risk and compliance (GRC), Resilience and Risk Management Information System (RMIS) domains.
• Working knowledge of the IRM market.
• Ability to prioritize and manage multiple tasks.

Experience:

• Excellent communication skills—both written and verbal.
• 10+ years of enterprise software sales experience, preferably in SaaS, RMIS, GRC, IRM, or other enterprise software.
• Bachelor’s degree in business or related field; Master’s degree is a plus.

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