Vice President, Sales

About Fuel Cycle: Fuel Cycle empowers leading organizations with agile research solutions that deliver decision-ready insights — fast, flexible, and fully integrated. As a market research disruptor, our AI-powered Insights Platform is built for speed, precision, and scale. With cutting-edge tools and seamless audience connectivity, we help brands ditch the guesswork and make smarter, customer-led decisions at lightning speed. Why work at Fuel Cycle? Join a high-growth team where curiosity is valued, ownership is encouraged, and your work drives real-world impact. Whether you’re based at our Los Angeles HQ, New York City hub, working remotely across the U.S., or part of our global team in India, you’ll help shape the future of decision intelligence for some of the world’s most iconic brands. Overview: Fuel Cycle is an AI-native SaaS market research company that puts real-time consumer intelligence at the center of enterprise decision-making. We serve Fortune 1000 brands, help business teams synthesize information at scale, and operate a proven platform with a strong installed base of enterprise customers. The company is at a genuine inflection point. A significant shift to an AI-first product strategy — including new platform capabilities and expanded solution offerings — is underway, and the commercial opportunity ahead of it is material. What Fuel Cycle needs now is a sales leader who can translate that product evolution into a repeatable, scalable enterprise go-to-market motion and a sustained pipeline of new logos. This is a rebuild mandate with real upside. The new-logo pipeline has not been the company's primary commercial focus, and the motion upstream of sales needs to be reconstructed alongside the sales function itself. The existing sales team is largely new — built over the past several months — and represents a genuine opportunity to establish a coaching culture from an early stage. The VP, Sales who succeeds here will be someone who has done this before: built a new-logo engine from near-zero, sharpened an ICP, and turned a strong product into a consistent revenue machine. Reporting directly to the CEO, the VP, Sales will own the sales function end-to-end: strategy, team, pipeline, and quota attainment. This leader will present to the board quarterly, partner closely with the Chief Strategy Officer on GTM direction, and serve as the primary commercial voice at the leadership table. Location: Remote Work Arrangement: This remote role is available only to candidates residing in the following states: Arkansas, Arizona, California, Colorado, Connecticut, Delaware, District of Columbia, Florida, Georgia, Idaho, Illinois, Indiana, Louisiana, Maine, Maryland, Massachusetts, Michigan, Minnesota, Missouri, Nevada, New Jersey, New York, North Carolina, Ohio, Oregon, Pennsylvania, South Carolina, Tennessee, Texas, Virginia, Washington, and Wisconsin. Key Responsibilities: Pipeline Rebuilding & Sales Strategy Own and exceed annual quota — with full accountability to the CEO and board. Diagnose and rebuild the top-of-funnel: redefine the ICP, sharpen outbound motion, and establish a pipeline generation engine capable of producing consistent new-logo opportunities. Define and execute a go-to-market sales strategy grounded in insight-led selling: commercial insight → reframe → consensus-building → close. Build sales playbooks and competitive positioning that lead with insight, not product features — equipping the team to challenge how enterprise buyers think about market research and AI. Develop territory design, headcount plans, and sales operating budgets in partnership with the CEO and CSO; present pipeline, forecast, and strategy at quarterly board meetings. Leverage Fuel Cycle's Insight-Lab capability to generate commercial insights — industry analyses, consumer data, and thought leadership that open doors and reframe buyer conversations. Stay current on Fuel Cycle's AI-first product evolution and translate new capabilities into updated commercial narratives as the platform expands. Travel to prospects, clients, and Fuel Cycle headquarters regularly; expected travel 25-40%. Team Leadership & Coaching Culture Inherit and lead a sales team that includes newer enterprise sellers — establishing clear expectations, a structured coaching cadence, and a performance culture from day one. Lead the team's execution of the Challenger Sale and SPICED methodology — coaching the behaviors of commercial teaching, stakeholder tailoring, and constructive tension rather than simply naming the framework. Foster accountability, continuous learning, and servant leadership — removing blockers, celebrating disciplined wins, and developing sellers who are early in their Fuel Cycle tenure. Establish rigorous cadences: weekly deal reviews that map the buying committee and identify mobilizers; pipeline hygiene, forecast calls, and QBRs tied to clear metrics. Enterprise Deal Execution Serve as executive sponsor on strategic AI platform deals — engaging directly with C-suite and VP-level Mobilizers to accelerate consensus and close complex, multi-stakeholder opportunities. Translate Fuel Cycle's AI and ML capabilities — including new platform offerings emerging from the company's AI-first evolution — into commercial insights that connect platform ROI to specific business consequences the buyer hasn't yet quantified. Identify Mobilizers (Go-Getters, Teachers, Skeptics) within prospect accounts and equip them with insight-led narratives that build internal consensus without the VP in the room. Operational Excellence & Cross-Functional Collaboration Own accurate revenue forecasting using data-driven pipeline analysis, buying committee mapping, and weekly deal intelligence — with ±10% quarterly accuracy as the standard. Drive productivity through scalable sales practices, insight-led enablement programs, and a streamlined technology stack (Salesforce CRM preferred). Partner with Marketing to co-develop commercial insights that seed the reframe narrative early in the buyer journey; hold a shared pipeline number with Marketing regardless of reporting structure. Work closely with Customer Experience and Client Solutions to maximize net revenue retention and create a seamless, trust-building buyer-to-customer handoff. Collaborate closely with the Chief Strategy Officer on GTM strategy, territory planning, and cross-functional alignment. Your Success Metrics: New Logo Growth: First new-logo acquisition within 90 days; sustained cadence by end of Q1 tenure Pipeline Generation: Top-of-funnel rebuilt; 3–4× quota coverage within 6 months Buying Committee Quality: Deals advancing with mapped mobilizers; not reliant on single champion sentiment Challenger Execution: Team consistently delivering reframe-and-teach insights at discovery; constructive tension evident in deal reviews Team Development: Coaching cadence active monthly per rep; newer sellers given appropriate runway and structured development plans Forecast Accuracy: Within ±10% of committed number each quarter Net Revenue Retention: Strong NRR supported by tight Sales ↔ CX handoffs; expansion motions disciplined Board Reporting: Quarterly board presentation delivered on time with accurate pipeline, forecast, and strategic deal narrative Who you’ll work with? CEO Chief Strategy Officer Marketing Customer Experience Core Skills, Competencies & Attributes: Sales Leadership Competencies Strategic sales vision & full-funnel pipeline ownership Enterprise consultative sales mastery Multi-stakeholder buying committee navigation Pipeline rebuilding from near-zero base Cross-functional GTM collaboration (Sales + Marketing + CX) Servant leadership & high-performance team development Insight-Led Sales & Methodology Fluency Insight-led sales philosophy (Challenger, SPICED, Command of Message, or equivalent) Commercial insight development & delivery Mobilizer identification & consensus-building strategy Constructive tension as a deliberate sales tool SaaS metrics fluency (ARR, NRR, CAC, LTV, quota attainment) CRM governance & revenue intelligence (Salesforce preferred) What you’ll bring: 10+ years of progressive sales leadership, with at least 4 years in a VP Sales, Regional VP, or equivalent leadership role at a SaaS or AI/ML technology company. Demonstrated track record of building enterprise sales organizations that close complex, multi-stakeholder deals — consistently meeting or exceeding $20M+ revenue targets. Proven experience rebuilding or building a new-logo pipeline from a low or near-zero base — you have done this before and can describe the state when you arrived, what you changed, and results at 6 and 12 months. Deep fluency in insight-led sales philosophy — whether Challenger Sale, SPICED, Command of Message, or equivalent frameworks. You can teach, coach, and model the behaviors, not just name the methodology. Proven ability to navigate 5–12 person buying committees: identifying Mobilizers, building consensus strategy, and managing Talkers across Insights, Research, Product, Marketing, Procurement, IT, and Finance stakeholders. Experience selling AI-powered platforms, data/analytics solutions, or enterprise SaaS to Fortune 1000 companies — with fluency in translating evolving ML capabilities into measurable business outcomes. Fluency in revenue operations: pipeline governance, forecasting accuracy, cadence design, and CRM hygiene (Salesforce preferred). Comfort presenting to boards and C-suite stakeholders — clear, credible, and capable of holding the room. Willingness and ability to travel 25–40%, including regular travel to Los Angeles and to enterprise prospect and client locations. Nice to Have Experience with market research, consumer insights, data platforms, or adjacent enterprise analytics industries. Familiarity with Fuel Cycle's Insight-Lab or comparable research technology ecosystems. Background in generative AI, LLM-based, or custom AI solution selling to enterprise buyers. Experience building a commercial insight library or thought leadership program as a sales enablement asset. MBA or equivalent advanced degree. What makes you stand out: You have rebuilt a new-logo pipeline before — you know what broken top-of-funnel looks like and what it takes to fix it, and you don't blame the team before you've done the diagnosis. You have internalized insight-led selling — you naturally lead with a reframe, challenge buyer assumptions respectfully, and build constructive tension as a deliberate tool. You can map a buying committee in the first discovery call and immediately identify who the Mobilizers are and how to equip them. You are genuinely excited about AI and can hold a sophisticated, credible conversation about a rapidly evolving platform — and why it changes the economics of enterprise research. You lead with empathy and accountability in equal measure — your team trusts you and performs because of it. You are a coach first — your instinct when a deal stalls is to get in the rep's corner, not take it over. You thrive with ambiguity — you build structure where none exists and don't wait to be told how. You are comfortable on the road — this is a high-travel role and you see client and prospect time as a competitive advantage, not a burden. Benefits & Perks: Fuel Cycle is committed to supporting the well-being, flexibility, and growth of our team. We offer a competitive and inclusive benefits package that includes: Comprehensive Health Coverage: Medical, dental, and vision insurance plans 401(k) with Company Match: Plan for your future with our retirement savings program Equity Purchase Option: Participate in Fuel Cycle’s long-term success Flexible Work Schedule: Empowering you to balance life and work Generous Time Off: 15 vacation days and 7 sick days per year 12 company holidays 4 floating holidays/recharge days to rest or celebrate what matters to you Paid Parental Leave: Time to bond with your growing family Monthly Internet & Phone Stipend: Support for remote work setup Wellness & Lifestyle Perks: Access to tools like Rightway (healthcare navigation), Headspace (mental wellness), Peloton (fitness), and more Team Connection Perks: Weekly community lunches, refreshments, and snacks at our LA & NY headquarters Pet-friendly office environments Compensation Overview: The expected starting salary range for this position is $180,000 - $230,000. This range represents the typical starting compensation offered to candidates hired into this role. Final base salary will be determined based on a variety of factors, including location, work experience, skills, knowledge, education, and certifications. In addition to base salary, this role is eligible for sales commission, and may include an equity grant or purchase option. These components make up your total compensation package, which will be reviewed in greater detail during your initial recruiter conversation. Commitment to Diversity, Equity, and Equal Opportunity: At Fuel Cycle, we embrace the values of diversity, equity, and inclusion and are committed to fostering an inclusive company culture. We believe that everyone, regardless of their background or identity, should have equal access to opportunities for growth and advancement. Our selection processes and career pathways are designed to be fair, transparent, and free from bias. We value the unique perspectives and contributions of each team member, knowing that this diverse range of experiences strengthens our team. Fuel Cycle stands firmly against discrimination based on disability, sex, race, gender identity, sexual orientation, religion, national origin, age, veteran status, or any other protected status under the law. Fuel Cycle is an equal opportunity employer and fully comply with the Americans with Disabilities Act (ADA). We will provide reasonable accommodations for qualified applicants and employees with disabilities, as needed, to enable them to perform the essential functions of their job and participate in the application and interview process. If you require accommodations during any part of the application process, please contact us at View email address on click.appcast.io to discuss your needs.