Vice President of Sales

About Adaptiva

Adaptiva is the pioneer and leader of the Autonomous Endpoint Management market and a Gartner Magic Quadrant Leader.

We are a high-performance team, playing at the top end of this rapidly expanding market (TAM: $50B+, CAGR: 11%). Our customers include some of the world’s biggest and most respected companies, who rely on our technology to manage vast fleets of computers in their global environments. Our largest deployment scales to 450,000 devices in a complex worldwide network spanning 17,000 locations.

We provide a fast-paced and collaborative environment where driven, intellectually curious professionals come together to do the best work of their lives while growing quickly alongside the company.

Our success is fueled by a set of four core values: Integrity, Excellence, Work Ethic, and Dignity of Labor.

As we scale, we are expanding our team to bring our highly differentiated Agentic AI product suite to market, capitalizing on a significant first-mover advantage. For the right candidate, this represents a rare opportunity to help shape a category-defining company while accelerating their own professional trajectory.

We offer an industry-leading benefits package, including 100% company-paid health insurance, performance-based bonuses, a 401(k) retirement plan, and generous stock options that allow employees to participate in the company’s long-term success.

About This Role

We are seeking a seasoned VP of Sales to build and scale Adaptiva’s global enterprise direct sales organization.

In this role, you will design and lead a repeatable, scalable revenue machine that converts our product leadership into market share. You will drive new-logo acquisition, expand adoption within existing accounts, and build a world-class sales organization that consistently delivers results across enterprise IT and cybersecurity markets.

Working closely with the company’s leadership team and the heads of Marketing, Product, and Finance, you will establish revenue generation as a core pillar of Adaptiva’s growth strategy. This includes optimizing sales motions, enabling co-selling through partner ecosystems, and driving measurable revenue performance.

The ideal candidate combines strategic vision with operational execution - someone who can inspire teams, structure high-impact revenue growth strategies, and build and train a results-oriented enterprise sales organization.

This role will report to the Chief Growth Officer and will be based at the company headquarters in Kirkland, WA.

Responsibilities

• Own and deliver Adaptiva’s global revenue targets across the AI-driven Autonomous Endpoint Management portfolio, including ARR, new bookings, ACV, net retention, and expansion.
• Build and scale a high-performance sales organization.
• Lead high-stakes enterprise negotiations and cultivate C-level relationships that unlock strategic deals and long-term account growth.
• Partner closely with Marketing to design pipeline generation programs, demand campaigns, and field events, ensuring disciplined conversion optimization across the funnel.
• Recruit top-tier talent, define performance standards, and cultivate a culture of accountability, operational excellence, and urgency.
• Establish pricing, packaging, and deal-structure frameworks that maximize growth, win rates, and gross margin while simplifying the buyer experience.
• Collaborate with Product and Marketing to translate field intelligence, customer feedback, and competitive insights into positioning, messaging, and roadmap priorities.
• Develop sales playbooks, coaching cadences, and operating rhythms to improve win rates, shorten sales cycles, and elevate overall team performance.
• Coach and mentor frontline sales leaders and high-potential individual contributors to drive consistent quota attainment.
• Own forecasting, pipeline inspection, and quarterly execution rigor, implementing disciplined qualification, deal reviews, and close plans.
• Partner with Sales Operations to establish scalable systems, reporting, and dashboards that align with executive leadership and board expectations.

Requirements

• 15+ years of progressive B2B SaaS or enterprise software sales leadership, currently at VP of Sales, with a proven track record of personally owning and exceeding company-level revenue targets.
• Direct experience selling into Global 2000 and large enterprise IT and/or security organizations, managing complex, multi-stakeholder sales cycles and six- to seven-figure deal sizes.
• Demonstrated success driving both net-new customer acquisition and cross-sell/upsell growth within existing enterprise accounts.
• Proven ability to scale a revenue organization through early to mid-stage growth, establishing the teams, processes, and infrastructure to transition from founder-led sales to a repeatable, predictable engine.
• Strong domain fluency in enterprise IT, endpoint management, patching, or related categories such as IT Ops, cybersecurity, or device management.
• Expertise in forecasting, pipeline management, and disciplined sales processes, with a data-driven approach to revenue growth.
• Experience recruiting, developing, and mentoring high-performing sales leaders (VPs, Directors, Managers) who build and sustain top-tier teams.
• Hands-on proficiency with modern revenue technology stacks (Salesforce, HubSpot, Gong, intent-data platforms) and a proven track record of leveraging AI and analytics to accelerate productivity and deal velocity.

How to Apply

Please submit your resume and cover letter in PDF format to ***email_hidden***.

The annual base salary range for this position is $200,000 – $300,000, depending on experience and qualifications. The variable compensation package includes an uncapped commission structure designed to reward exceptional performance.

We do not provide visa sponsorship for this position and participate in E-Verify for work authorization.

Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, disability status, or other legally protected status.