VP of Sales

Vice President of Sales

Phunware has built its business through disciplined, largely organic growth, supported by marquee enterprise customers and proprietary technology. As the company enters its next phase, we are accelerating go-to-market efforts to scale revenue more predictably and rapidly.

The Vice President of Sales will lead this acceleration by driving new enterprise revenue and personally sourcing and closing strategic enterprise opportunities while simultaneously rebuilding and scaling a high-performance SaaS sales team. This is not a maintenance role and begins as a builder with significant individual contribution.

The VP of Sales will work hand-in-hand with Strategy, RevOps, and Marketing leadership to create a tightly integrated revenue engine aligned around pipeline quality, reporting, velocity, and repeatable execution.

Core Responsibilities

• Own new revenue generation and be accountable to overall sales performance.
• Personally generate enterprise pipeline and close high-value enterprise opportunities.
• Build and scale a high-performing SaaS sales organization.
• Establish and enforce strong CRM discipline, including clearly defined pipeline stages and sales activity metrics. (HubSpot preferred; Salesforce experience acceptable)
• Build predictable pipeline generation, qualification and forecasting processes to support disciplined revenue execution.
• Develop and implement a modern enterprise SaaS sales methodology and create Phunware's Sales Playbook to support repeatable sales execution.
• Partner closely with Marketing and BDR leadership to convert inbound and outbound programs into qualified pipeline.
• Collaborate with RevOps to ensure clean data, accurate forecasting, and clear KPI visibility.
• Recruit, coach, and develop A-players who can thrive in a lean, high-accountability environment.
• Represent Phunware with enterprise customers, partners, and industry stakeholders, building relationships and positioning the company's platform vision within the hospitality space.
• Deliver against defined key milestones. Expectations for the first 90 days through the first year will be outlined and discussed during the interview process.

Background & Experience

• Proven results in enterprise SaaS sales, with meaningful leadership responsibility.
• Demonstrated success as a hunter, not solely a manager of existing process.
• Success closing complex, multi-stakeholder enterprise deals that lead to repeatable business.
• Strong SaaS background required.
• Preference order:

1. Hospitality SaaS
2. Hospitality Tech
3. Enterprise SaaS

• Track record building or scaling a sales team in a growth or turnaround phase.
• Experience working closely with RevOps and Marketing in a high-accountability, metrics-driven, environment.
• Experience selling into complex physical environments (e.g., large resorts and hotels, hospitality venues, healthcare campuses, large facilities) strongly preferred.

Skills & Capabilities

• Comfortable operating in a lean environment where leaders both sell and build.
• CRM-native operator: must live and breathe inside a CRM system
• HubSpot strongly preferred; deep Salesforce experience acceptable if transferable
• Pipeline architecture and management expertise.
• Forecasting accuracy and discipline.
• Strong qualification frameworks and deal inspection rigor.
• Exceptional cross-functional collaborator.
• Ability to design and implement compensation plans aligned with growth.
• Executive presence with the ability to engage C-suite buyers.
• Ability to build culture, not just quota attainment.

Leadership Profile

• Hunter mindset with builder instincts.
• Comfortable operating with startup urgency despite financial stability.
• Self-started with high levels of personal accountability.
• Data-driven and process-disciplined without being bureaucratic.
• Excellent cross-functional collaborator.
• Willing to roll up sleeves while building long-term structure.

Success in the First 12 Months

Success in this role will be measured by the ability to build a scalable SaaS sales engine and drive meaningful revenue growth. Specific milestone expectations for the first year will be discussed during the interview process.

Key indicators of success include:

• Measurable increase in qualified pipeline and new enterprise bookings.
• Launch and adoption of the Phunware Sales Playbook, establishing a repeatable enterprise sales motion.
• Strong CRM discipline and reliable forecasting, with clear pipeline visibility and reporting.
• An established sales team operating with clear accountability and repeatable, consistent execution.
• Improved win rates with more efficient and shortened sales cycles across enterprise opportunities.
• Clear alignment between pipeline generation, qualification, and revenue realization.
• Strong cross-functional collaboration across the Phunware organization.

Why Join Phunware

• Executive Impact. Ability to define the next phase of growth and shape the company's enterprise go-to-market strategy during a critical stage.
• Established enterprise customers. Current established marquee enterprise customers with expansion and upsell potential.
• Existing demand generation foundation. Active lead generation, BDR, and marketing programs already in motion.
• Strong financial position. Strong financial runway enabling disciplined growth rather than reactive selling.
• Aligned leadership. Committed board and executive leadership team aligned around revenue acceleration.
• Highly collaborative team. Close partnership with Strategy, RevOps, and Marketing leadership in a culture that values collaboration, ownership, and high accountability.
• Opportunity to build something meaningful. Opportunity to rebuild and define the sales engine of a publicly traded platform company.