VP of Sales

Job Description

VP of Sales

Reports to: CEO

Team: Business Development Directors and the RevOps / GTM Engineering team

Location: US-based, regular travel to clients.

About Forte Group

Forte Group is an AI-first digital engineering company with 26 years of delivery history and 800 people across the US, Canada, Latin America, Central and Eastern Europe. We modernize products, build new ones, and embed AI into how our clients operate across cloud, data, AI, and custom software.

Three things make what you will sell different:

• Forte is one of Anthropic’s Claude Select Service Partners with multiple client cases already delivered.
• Proprietary AI Agents framework that shortens implementations from months to weeks.
• Named, packaged offers: AI Blueprint, Data Strategy, AI Discovery, AI Accelerator, and AI Governance. Proven entry points that lead into managed AI and engineering services.

The Job

80% of our revenue today comes from engineering capacity and 20% is AI-native. We are deliberately moving to selling outcomes: managed services first, and outcome-based contracts where the client and Delivery agree. Your job is to grow revenue and change its mix at the same time. You own three things:

• New logos. Grow and diversify our client base in our target segment.
• The model shift. Move new business from time-and-materials to managed and outcome-based terms, without giving away margin.
• AI pipeline. Turn the Claude partnership, our agents framework, and our named AI offers into qualified pipeline and revenue.
• This is a player-coach role. You run the team and personally lead the largest pursuits.

What You Will Do

Sell

• Lead and close the enterprise clients.
• Sell to technology leaders, business owners, and CFOs, using our named AI offers as entry points.
• Price and structure managed and outcome-based deals with Delivery and Finance.
• Build pipeline with Anthropic and our cloud and data partners.

Expand the sales team

• Lead our already strong sales organization and hire, coach, and manage new team members.
• Build one playbook for account-based selling and outbound in our target segment.
• Lead RevOps and work with GTM Engineering to apply AI automation first to prospecting, pipeline quality, and forecasting.

Run it with discipline

• Own the forecast in Salesforce and present it to the executive team.
• Run weekly deal reviews and enforce pricing and qualification rules.
• Enforce discipline in the sales organization with proper record hygiene.
• Report on bookings, contribution margin, managed/outcome share, pipeline coverage, win rate, net revenue retention, forecast accuracy, and other relevant metrics.
• Take a forward-looking approach, with constant change in mind, to optimize the sales organization with AI.

Shape go-to-market

• Work with the executive team on positioning, target industries, and ideal client profile.
• Plan targeted demand generation with Marketing.
• Build proposals with the CTO’s team and Delivery. You own the client relationship and the commercial terms.
• Bring market and competitor signals back so we sharpen offers and pricing.

What You Bring

Must have

• 10+ years selling digital engineering or technology consulting services to US mid-market or enterprise clients; 5+ years leading quota-carrying teams.
• Personally closed multiple $1M+ services deals, including managed or outcome-based contracts.
• Built or rebuilt a sales team that then hit a plan.
• Sold a global delivery model and know how to handle the objections that come with it.
• Owned a forecast, set quotas, and designed sales compensation.
• Use AI in your own selling today. Research, account planning, proposals.

Strong plus

• Co-selling with AI or cloud partner teams (AWS, Microsoft, Google, Salesforce).
• An active network in our priority industries or among PE operating partners.
• Experience selling data and AI programs that went to production.

Why Forte Group

• You will sell something few competitors can: a Claude Select Partnership with certified engineers and live cases, plus our own agents framework.
• You will lead the shift from selling hours to selling outcomes, with a direct seat at the executive table.
• You will have ~800 people and 26 years of delivery behind every deal, with the capacity to take on large programs.
• You will be paid above market for the right deals: compensation rewards margin and managed work.