VP of Sales
Full-time
HumCap LP
Responsibilities Sales Leadership & Strategy
- Own and drive overall sales strategy, annual revenue targets, and go-to-market execution across enterprise and mid-market accounts
- Lead, coach, and develop the sales organization — including Enterprise Sales Directors and Mid-Market Sales Directors — building a culture of accountability, urgency, and performance excellence
- Set and manage team quotas, territory design, and compensation structures that motivate top performance and align with company growth goals
- Establish a disciplined sales process including pipeline management, forecasting, and deal inspection to deliver predictable, consistent revenue
- Serve as a player-coach on largest and most strategic deals, actively supporting the team on complex opportunities with enterprise clients
- Lead new business hunting across enterprise and mid-market groups, identifying and pursuing high-value prospects
- Drive the full sales cycle — from discovery and business case development through contract negotiation and close — in partnership with your team
- Discover client needs, challenges, and opportunities, mapping those back to platform solutions, value, and ROI
- Build and maintain C-suite and VP-level relationships with restaurant operators across operations, marketing, IT, and finance
- Operate as a trusted strategic partner within client organizations, not just a vendor
- Identify and drive expansion opportunities within existing accounts, deepening platform adoption and growing contract value
- Lead cross-functional, internal and client teams to align on client priorities, KPIs, and deployment milestones — ensuring a smooth transition from sale to successful implementation
- Partner with Marketing on demand generation strategy, messaging, and pipeline quality for restaurant operator buyers
- Collaborate with Product on roadmap input and competitive positioning, serving as the voice of the customer and the field
- Work closely with Customer Success to create referenceable accounts and drive long-term client retention and satisfaction
- Provide ongoing feedback on market trends, competitive intelligence, and client insights to inform strategy
- Build and enforce operational rigor across the team: CRM hygiene (Salesforce), pipeline coverage standards, stage-progression criteria, and weekly forecast accuracy
- Define and track KPIs that give leadership clear visibility into team performance and revenue health
- Establish scalable onboarding, training, and coaching frameworks that continuously elevate seller capability
- Represent the company at key industry events and tradeshows
- Minimum 10+ years of experience in B2B SaaS or technology platform sales, with at least 5 years in a sales leadership role managing teams of Account Executives or Sales Directors
- Restaurant, hospitality, or technology sales experience with industry contacts required — you must understand the restaurant operator buyer and their world
- Proven track record of building and leading high-performing sales teams to consistently exceed revenue targets in a competitive market
- Experience managing both enterprise and mid-market sales motions simultaneously, with the ability to coach sellers across different deal sizes and sales cycles
- Consistent history of developing pipeline and closing deals through a disciplined, structured sales process
- Experience creating impactful business cases that attach platform capabilities and ROI to client strategies — and coaching your team to do the same
- Experienced understanding of guest data, customer data platforms (CDP), loyalty engagement, and digital hospitality solutions — with the ability to connect the platform to a restaurant operator’s strategic objectives
- Strong technical, business, and strategic selling acumen — you can engage across operations, IT, finance, and the C-suite with equal credibility
- Clear, effective, and persuasive communicator — in person, on the phone, and on video
- Highly skilled relationship builder capable of earning trust quickly and maintaining it over the long term
- Must be willing and able to travel nationally for client meetings, team summits, tradeshows, and industry events
Vacancy posted 26 days ago
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