Area Vice President of Sales

Optro; United States; Remote; USD 180,000 - 248,000; Full time

Benefits offered by this job

Health coverage

401(k) with company match

Flexible vacation

Parental leave

LYBL stipend

Team get-togethers

Job summary

Optro is seeking an AVP of Enterprise Sales to lead a team of Account Executives selling our GRC SaaS platform to Fortune 2000 accounts. You will shape the strategy, coach leaders, and drive six- to seven-figure deals with C-suite stakeholders.

You will own hiring, pipeline acceleration, MOFO conversions, and territory optimization while partnering with cross-functional teams to maximize revenue and customer value.

Qualifications

• 10+ years in B2B software sales, including enterprise cycles.
• 3+ years leading the full sales cycle for enterprise software.
• 2+ years of people management.
• Proven track record selling to C-suite executives.
• Strong MEDDIC-based qualification and deal orchestration.

Responsibilities

• Recruit top talent at scale and align hires to defined profiles.
• Drive robust pipeline generation to acquire new logos and grow existing clients.
• Lead strategic partnerships and executive engagements to drive growth.
• Coach teams and optimize territory assignments (Territory Opt).
• Lead pricing and contract negotiations.
• Forecast, report, and help close six- and seven-figure deals.
• Develop end-to-end sales processes for high-velocity lands and expansions.

Skills

Sales leadership

B2B SaaS sales

Enterprise software

Executive engagement

Forecasting & pipeline management

Territory planning

Negotiation

Job description

Who We Are

Having surpassed $300M ARR and continuing to grow, Optro helps enterprises transform risk into opportunity through its AI-powered GRC Intelligence Platform. More than 50% of the Fortune 500, including 7 of the Fortune 10, leverage our award-winning technology to move their businesses forward with greater clarity and agility. And our customers love us: Optro is top-rated on G2.comand Gartner Peer Insights.
At Optro, we inspire each other to innovate and are proud of what we are producing. We spend each day thinking of new ways to help our customers and contribute to the greater good of our company and our surrounding communities. We are all about assisting each other and breaking through barriers to create the most loved audit, risk, ESG, and InfoSec platform by our customers. This is how we have become one of the 500 fastest-growing tech companies in North America for the seventh year in a row, as ranked by Deloitte!

Why This Role Is Exciting

We are looking for an intelligent, coachable, hard-working, and driven professional to lead a team of Account Executives to sell Optro products. This leader will be responsible for Enterprise accounts, which today represent companies with between $2B-25B in revenue. AVP Quota will range from $15M-$20M.

As an AVP, you will have 3-4 direct reports, consisting of Area Directors who in turn lead, coach, and develop teams of 6-7 Account Executives. Together, you will proactively generate new opportunities into target accounts and close business to achieve quarterly and annual revenue goals. This role is an outstanding opportunity to lead strategically, impact growth, and inspire a success-driven culture.

Expectations:

Hiring: You must master profile definitions to attract the right talent. You will execute rigorous interviewing and ensure new hires make a measurable impact on Day 1.

Pipeline Generation (PG): You are expected to drive outbound initiatives. This includes successfully securing new logos and expanding the footprint within existing clients.

Convert Pipe: You will actively manage deal progression, focusing on MOFO conversions to maximize win rates.

Coaching: You will continuously elevate your team by developing their selling skills. Additionally, you will implement strategic territory optimization (Territory Opt).

Sales Velocity: You will champion a universal approach to accelerate deal cycles and overall sales velocity.

Key Responsibilities

• Recruit top talent at scale who possess high intelligence, strong character, and coachability, ensuring alignment with our hiring profile definitions to drive impact from Day 1.
• Drive robust pipeline generation (PG) through targeted outbound efforts to acquire new logos and grow existing clients.
• Spearheaded strategic partnership programs and top-to-top executive engagements to drive mutual success and shared business growth.
• Convert pipeline effectively by guiding teams through critical MOFO
• Provide strategic executive leadership for sales forecasting, territory assignments and optimization (Territory Opt), sales mentorship, and commission planning.
• Coach sales teams by enhancing their selling skills, structuring sales opportunities, and assisting with selling activities as appropriate.
• Build out a predictable, high-velocity business focused on the end-to-end sales process using a universal approach.
• Lead ADs and AEs in achieving individual, team, and organizational quotas.
• Drive portfolio business of high-velocity new “lands” as well as the expansion of strategic accounts, targeting six-figure and seven-figure deal victories.
• Drive and monitor account planning and execution to deliver maximum revenue potential, ensuring the sales team works cohesively with operations, sales engineering, and other internal/external teams.
• Lead pricing and contract negotiations.
• Listen to and comprehend customer pain points, goals, and objectives to tailor Optro’s suite of products and services.
• Present compelling solutions to clients using information uncovered during the discovery phase.
• Engage with C-level prospects to position Optro's strategic value proposition and drive deals to closure.
• Leverage a values-based sales process to work collaboratively with multiple client personas to close new business.
• Use a MEDDIC-based sales qualification methodology to manage sales resources and accurately report sales forecasts.

Attributes for a Successful Candidate

• Extensive Sales Leadership: 10+ years of comprehensive B2B sales experience, including at least 3 years managing the full sales cycle for enterprise software (SaaS GRC, finance, ERP, CRM, or procurement preferred), complemented by 2+ years of dedicated people management.
• High-Growth Expertise: Demonstrated success scaling and leading sales teams within early-stage, high-growth enterprise B2B SaaS environments.
• Executive Presence: Proven track record in line-of-business selling, with the confidence and business acumen necessary to seamlessly engage, present, and negotiate at the C-Suite level within complex enterprise accounts.
• Organizational Architect: Demonstrated ability to architect, build, and lead a high-performing sales organization, backed by deep expertise in quota-carrying, pipeline management, and accurate forecasting.
• Strategic & Collaborative Mindset: Exceptional interpersonal and cross-functional partnership skills, with hands-on experience devising innovative sales strategies and actively contributing to robust sales enablement programs.
• Methodology Mastery: Deep mastery of value-based selling methodologies, evidenced by a portfolio of successful, complex deal closures.
• High Emotional Intelligence: Strong EQ skills that enable the cultivation of deep, trusting relationships both internally and externally, while inspiring and driving a team to consistently deliver exceptional, target-shattering results.

Compensation

For this role, the target salary range is $180,000 - $247,500

At Optro, we provide a fair and competitive salary based on a variety of factors, including:

• The scope and responsibilities of the role
• Your relevant skills, experience, and certifications
• Where you are physically located (based on our regional tier system)

Note on Internal Ranges: While the range above reflects our current budget for this hire, Optro maintains broader internal salary grades to allow for future career growth and merit-based increases within the role over time.

Perks (United States)

• Launch a career at one of the fastest-growing SaaS companies in North America and EMEA!
• Live your best life (LYBL)! $200/mo for anything that enhances your life
• Comprehensive employee health coverage
• 401(k) with company match
• Competitive compensation & bonus program
• Flexible vacation (exempt) / Accrued vacation (non-exempt)
• Time off for your birthday & volunteering
• Employee resource groups
• Opportunities for team and company-wide get-togethers!
• Parental Leave

*perks may vary based on eligibility/location

Our Company Values

• Customer obsession: It starts and ends here. Consistently ask yourself how what you’re doing creates value for our customers. It’s a mindset.
• Gritty resilience: Make it happen. Find a way. Move fast, stay positive, and do what it takes.
• Drive innovation: Create the future. Continuously improve what exists and invent what’s next.
• Win, together: One team. No silos, no egos. Drive to be the best and support each other’s success.
• Growth mindset: 10x, not 10%. Think in orders of magnitude, not increments. Seek feedback, learn, and improve.

Please note that background checks are required. Qualified Applicants with arrest or conviction records will be considered for Employment in accordance with the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act. This role may have access to highly sensitive data, including employee data, customer data, company financials, and proprietary product information.We love building strong partnerships, but please note that Optro cannot accept unsolicited resumes from agencies. Any submissions without a signed agreement in place will not create a fee obligation.

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