VP of Sales

Job Description

Job Description

Do you want to come in and run sales — set the strategy, own the number, and lead the team that finances how the Fortune 500 sources its equipment — with the platform, succession path, and earnings of a senior executive seat? Are you ready to be the next leader of a 30+ year, consistently profitable equipment finance company? If your answers are yes, please read on.

As Vice President of Sales (VP) at Pacific Rim Capital (PRC), you will lead PRC’s enterprise sales organization across the United States, Canada, and Mexico. You will set the go-to-market strategy, develop and direct multiple Sales Directors and their Account Executive teams, personally engage PRC’s most strategic Fortune 500 clients, lead go-to-market for PRC’s 3PM telematics platform, and serve as a member of the Cross-Functional Management Team (CFT) — PRC’s senior leadership group that operates the business. Your base is $215K, and total compensation ranges from $575K to $800K+ — with top performers consistently at or above the upper end.

You come in to run sales. The Senior Vice President of Sales transitions into a sponsorship and transition-support role — sharing context and relationships, opening doors, and removing roadblocks — while you set the strategy and own the number. Done well, this is a force multiplier and the on-ramp to leading the sales organization long-term.

Our ideal candidate is a seasoned executive sales leader who can step in and credibly own the strategy from day one. You build leaders — not just individual contributors. You manage by data and activity discipline. You carry executive presence into Fortune 500 C-suites. And you know that on enterprise accounts the work is never done — the hunter always has to hunt.

About the Role

PRC is one of North America’s largest independent equipment leasing and payment solutions providers, with nearly $2 billion in assets under management and 100+ team members. We finance powered industrial vehicles (MHE), transportation fleets, warehouse automation (AGVs), clean energy technology, mobile datacenters, and IT & communications equipment, and we go to market with the 3PM telematics platform alongside our lease originations. Your job is to set the strategy that wins more of the Fortune 500, develops the sales leaders below you, and scales the business across North America.

Reporting to the Senior Vice President of Sales, you will:

• Set and own enterprise sales strategy — lead the go-to-market across the U.S., Canada, and Mexico; design team structure; decide where the right resources go; own the number alongside the SVP.
• Coach and develop Sales Directors — build effective managers, hold them accountable for both activity metrics and origination outcomes, and develop the next generation of PRC sales leaders.
• Coach Account Executives — on deal strategy, lease structuring, and telematics positioning for Fortune 500 finance, procurement, and operations stakeholders.
• Drive FMV and Finance lease originations — across MHE, IT, OTR, Energy verticals, and large project financings; establish annual and quarterly quotas at the Sales Director and AE level.
• Lead 3PM go-to-market — position PRC’s 3PM telematics platform as a strategic complement to lease originations; coach the team on consultative selling to CFO, VP Finance, VP Operations, VP Fleet, and VP Logistics audiences.
• Drive outbound activity and performance discipline — establish and enforce activity-based standards (dials, connects, Key Conversations, meetings set, conversion ratios), and use Creatio and origination data to coach and adjust.
• Engage strategic Fortune 500 clients personally — serve as senior executive point of contact for PRC’s most strategic accounts; lead executive business reviews; deliver a white-glove experience that positions PRC as trusted advisor.
• Lead deal structuring and negotiation — provide hands-on guidance on FMV leases, Finance leases, sale-leasebacks, and master lease agreements; serve as escalation point for transactions requiring executive pricing authority or non-standard structures.
• Own the VP-level forecast — maintain Creatio pipeline integrity and deliver accurate origination forecasts on a weekly, monthly, and quarterly basis.
• Partner closely with the SVP — communicate constantly, share context, and leverage the SVP as a force multiplier on relationships, doors, and roadblocks.
• Help run the business — serve as a member of the Cross-Functional Management Team (CFT), PRC’s senior leadership group that operates the business across functions — contributing to company-wide strategy, budgeting, and go-to-market planning.

What Success Looks Like

We do not leave success to guesswork. Here is the ramp:

First 30 days. Complete executive onboarding; build a strong working partnership with the SVP, absorbing context, relationships, and history. Meet 1:1 with every Sales Director and a sample of AEs, deep-dive on products and the 3PM platform, learn Creatio and the current state of pipeline and activity metrics, and begin forming a strategic point of view. Communicate clearly to the field that you are the new owner of sales strategy.

3 months. Set and communicate the enterprise sales strategy across the U.S., Canada, and Mexico. Establish (or reset) annual and quarterly quotas at the Sales Director and AE level. Stand up activity-based standards and the cadence to enforce them. Personally engage on top strategic Fortune 500 accounts. Begin shaping the 3PM go-to-market.

6 months. Forecast accuracy is reliable; Creatio pipeline integrity is high across all pods. The team is penetrating all relevant buying centers within Fortune 500 accounts and expanding across MHE, IT, OTR, and Energy verticals. You lead deal strategy on complex strategic opportunities and serve as escalation point on non-standard structures. Talent moves at the Sales Director and AE level are underway.

9 months. Activity-and-data discipline is institutionalized — dials, connects, Key Conversations, meetings, and conversion ratios are tracked, coached, and improving. 3PM is producing measurable pipeline and originations. You are operating as the recognized owner of sales strategy and execution, with the SVP focused on sponsorship and roadblock removal. Your contributions to the Cross-Functional Management Team are visible across the business.

12 months. The North America sales organization is delivering against the originations target. Sales Directors are developed and accountable; high-potential AEs are identified for promotion. A repeatable, metrics-driven sales process and a healthy, durable pipeline support Year 2 scaling. You are fully leading the sales organization — strategy, talent, forecast, and the number — and have earned the trust of senior leadership and the field as the long-term leader of sales.

What You Bring

Required:

• Bachelor’s degree in Business, Finance, or a related field.
• 10–15 years of progressive enterprise sales experience, with a minimum of 5 years in a senior leadership role managing multi-layered sales teams.
• Demonstrated track record leading sales organizations to $100MM+ in annual originations or equivalent revenue.
• Background leading a high-velocity, metrics-driven sales environment (call center, inside sales, or telemarketing function), with deep fluency in managing activity-based metrics.
• Proven ability to operate as a strategic sales leader — setting go-to-market direction, designing team structure, and partnering at the executive level.
• Proven ability to develop high-performance sales leaders, not just individual contributors, in a complex B2B environment.
• Strong executive presence — credible and compelling with Fortune 500 C-suite and Vice President-level stakeholders.
• Deep financial acumen with hands-on experience structuring FMV leases, Finance leases, or equivalent structured finance products.
• Proficiency in Creatio CRM or an equivalent platform, including the ability to build dashboards and translate pipeline data into actionable coaching and strategy.
• Office-first in Irvine, CA, with flexibility once fully integrated into the role.
• Ability to travel 20–30% across the U.S., Canada, and Mexico.
• Authorization to work in the United States.

Strongly preferred:

• Background in equipment leasing, asset finance, structured finance, or financial services sales into Fortune 500 / investment-grade clients.
• Experience with telematics, IoT, fleet management, or equipment asset management — a meaningful differentiator given the 3PM platform.
• Cross-border sales leadership experience across the U.S., Canada, and Mexico.
• History of developing Sales Directors and AEs into senior or executive roles.

Who thrives here:

A confident strategy-owner who steps into a leadership seat and sets direction without waiting for permission, while still partnering generously with peers and predecessors. Builds leaders, not just reps. Strategic and operational — sets the course AND drives daily activity discipline. Data-driven and analytically rigorous. Composed under pressure. Coachable, a critical thinker, with a strong work ethic and a constant drive to improve. And, true to our values, someone who genuinely cares about clients, teammates, and the long-term health of the business.

What’s In It For You

• Executive earnings. $215K base, with total compensation ranging from $575,000 to $800,000+. Top performers consistently achieve or exceed the upper range.
• Come in to lead sales. You set the strategy, own the number, and run the sales organization from day one. The SVP is your partner and sponsor, opening doors and removing roadblocks. The seat is structured for you to grow into the top sales role over time.
• Lead a North America enterprise sales engine. Multiple Sales Directors and their AE teams selling complex financing and telematics solutions to the Fortune 500 across the U.S., Canada, and Mexico.
• Own a strategic platform play. Lead go-to-market for PRC’s 3PM telematics platform — a strategic complement to lease originations and a meaningful growth lever.
• A seat at senior leadership. Member of the Cross-Functional Management Team — PRC’s senior leadership group that runs the business — shaping company-wide strategy, budgeting, and go-to-market planning.
• A stable platform, not a startup. Nearly $2B in assets under management, 100+ team members, 30+ years of unbroken profitability, and the backing of Fuyo General Lease.
• Quality of life. Office-first, but genuinely flexible for family and life priorities; three weeks of PTO and 15.5 paid holidays a year; 20–30% travel.
• Strong benefits. Comprehensive medical, dental, vision, and life insurance, an EAP, and a 401(k) with company match.
• A culture that backs you. A modern Irvine office with sit-stand desks, daily snacks, and premium coffee and tea; monthly company events; quarterly team-building; and a volunteer culture committee.

About Pacific Rim Capital

Founded in 1990 and headquartered in Irvine, California, Pacific Rim Capital is one of North America’s largest independent equipment leasing and financial advisory firms. We function as our own lease originator, servicer, and equity investor, delivering objective, customized solutions that maximize our clients’ return on every leased asset. We are a minority-owned company with a genuine commitment to diversity and a 30-plus-year reputation built on integrity, innovation, and customer-centric service.

If you are a senior sales leader ready to set the strategy, build the team, and lead a company built to last — we want to hear from you.

Pacific Rim Capital, Inc. is an equal opportunity employer. Employment is at-will. This posting describes the general nature of the role and is not an exhaustive list of duties, responsibilities, or requirements.