Vice President, Sales — North America

Zensai; Boston (MA); On-site; USD 250,000 - 380,000; Full time

Benefits offered by this job

P&L ownership in NA

Hands-on CBO collaboration

Microsoft-native product suite

Great Place to Work recognition

Strong GTM leadership

Job summary

Zensai is seeking a Vice President of Sales for North America to lead the full commercial engine, including new logo acquisition and customer expansion. You will coach and drive a high-performance, distributed team of account executives and managers, owning pipeline quality, forecast accuracy, and deal execution across the region.

You will partner with Marketing, RevOps, and Customer Success to optimize ICPs, pipeline velocity, and revenue retention.

Qualifications

• 7+ years of progressive B2B SaaS sales experience with frontline management experience.
• Experience leading both new logo and expansion sales teams.
• Deep expertise in deal inspection, structured sales methodologies (MEDDPICC preferred).
• Strong coaching mindset with a track record of developing people.
• Data-driven forecasting, pipeline management, and performance optimization.
• Experience managing distributed teams across multiple time zones.

Responsibilities

• Directly manage, coach, and develop ~6 quota-carrying Account Executives and Account Managers in a distributed US team.
• Own new logo and expansion ARR targets, pipeline quality, and forecast accuracy across acquisition and growth motions.
• Run disciplined operating cadence including weekly 1:1s, pipeline reviews, deal inspections, and forecast calls.
• Inspect deals using MEDDPICC and structured close plans; personally support critical deals and customer calls.
• Partner cross-functionally with Marketing, BDR, Channel, and RevOps to improve pipeline generation and conversion.
• Drive alignment between AEs and AMs to maximize new business, expansion, and retention outcomes.
• Coordinate co-selling between AEs and VAR-sourced opportunities with Channel.
• Ramp new hires using Revenue Academy content and structured onboarding programs.
• Address underperformance with urgency; set clear expectations and drive coaching.
• Maintain strong CRM hygiene (Dynamics 365) and operating rigor.
• Collaborate with Customer Success, Product, and Enablement on ICP, positioning, and value-based selling.
• Contribute to GTM strategy discussions as a Revenue Leadership Team member.

Skills

B2B SaaS sales

Front-line sales manager

New logo sales

MEDDPICC

Coaching mindset

Forecasting & pipeline mgmt

Distributed teams

Tools

Dynamics 365 CRM

Gong

Salesloft

ZoomInfo

Job description

Job Description

About Zensai

We're Zensai, and we're on a mission to transform the way people work and grow. As the only fully comprehensive Human Success Platform built for Microsoft 365 and Teams, our products — Learn365, Engage365, and Perform365 — empower people and businesses to unleash their full potential through AI-powered learning, engagement, and performance management.

With 6,000+ customers and millions of users in 60+ countries, we're not just building tools — we're building a movement for Human Success. Recognized as a Gartner Cool Vendor, Fosway Core Leader, and G2 Leader, and certified as a Great Place to Work for three consecutive years, Zensai is a company where your career growth matters as much as the growth you drive for the business.

The Opportunity

This is one of the most impactful leadership roles at Zensai. As a Vice President of Sales for North America, you will own the full commercial engine — leading both our new logo acquisition and customer expansion/renewal teams. You'll be the driving force behind how Zensai grows and retains revenue across its largest market.

This is a front-line leadership role — commercially driven, hands-on with reps, and deeply embedded in deal execution.

We're looking for a player-coach who thrives in the trenches alongside their team. Someone who can build a high-performance coaching culture, elevate deal quality, drive predictable revenue, and develop the next generation of sales talent — all while keeping one hand firmly on the deals that matter most.

If you love building, coaching, and winning — and you want to do it with a differentiated product, a passionate team, and real ownership of outcomes — this role was made for you.

What You’ll Do

• Directly manage, coach, and develop ~6 quota-carrying Account Executives and Account Managers in a distributed team across the US
• Own new logo and expansion ARR targets, pipeline quality, and forecast accuracy across both the acquisition and growth motions for our direct sales and account management teams
• Run disciplined operating cadence including weekly 1:1s, pipeline reviews, deal inspections, and forecast calls
• Inspect deals using MEDDPICC and structured close plans — personally support critical deals and customer calls when needed
• Partner cross-functionally with Marketing, BDR, Channel, and RevOps to improve inbound and outbound pipeline generation and conversion
• Drive tight alignment between AEs and AMs to maximize new business, expansion, and retention outcomes
• Coordinate co-selling between AEs and VAR-sourced opportunities in partnership with the Channel team
• Rapidly ramp new hires using Zensai Revenue Academy content and structured onboarding programs
• Address underperformance with urgency by setting clear expectations, partnering with Human Success and driving coaching and accountability
• Maintain strong CRM hygiene (Dynamics 365) and operating rigor across the team
• Collaborate with Customer Success, Product, and Enablement to align on ICP, competitive positioning, and value-based selling
• Contribute to GTM strategy discussions as a key member of the Revenue Leadership Team
• Model and help to reinforce Zensai's people-first, high performance and accountability culture

What Success Looks Like

Within Your First Year, We Expect You To Have Built a Culture Of Coaching And Accountability Across Your Teams, And To Be Delivering Measurable Results Across Both New Logo And Expansion Motions

• Predictable, growing new logo revenue that consistently meets or exceeds targets
• Strong customer expansion and renewal performance — improving net revenue retention and reducing churn
• A healthy, high-quality pipeline with strong deal control and consistent stage progression
• Faster new hire ramp times and measurably improved win rates
• Disciplined, accurate forecasts that leadership and the board can rely on
• A team that is energized, developing, and proud to be part of Zensai
• Deep cross-functional partnerships that drive pipeline velocity and customer lifetime value

What We’re Looking For

Required

• 7+ years of progressive B2B SaaS sales experience, with at least 3–5 years as a front-line sales manager (player-coach)
• Proven track record of new logo quota attainment leading AE teams in mid-market and lower-enterprise segments (250–2,500 employees)
• Experience leading both hunter (new logo) and farmer (expansion/renewal) sales teams
• Deep expertise in deal inspection, structured sales methodologies (MEDDPICC strongly preferred), and pipeline management
• Strong coaching mindset and proven experience— you develop people, not just manage pipeline
• Data-driven approach to forecasting, pipeline management, and performance optimization
• Comfort operating in a high-growth, fast-paced environment where execution speed matters
• Experience managing distributed teams across multiple time zones

Preferred

• Growth-stage SaaS experience ($20M–$100M ARR scale-up journey)
• Experience with Microsoft-centric selling motions or HR technology / learning management / talent development solutions
• Familiarity with Dynamics 365 CRM, Gong, Salesloft, and ZoomInfo
• Experience building or rebuilding sales teams during organizational transformation
• Track record of cross‑functional collaboration with Marketing, RevOps, Customer Success, and Channel teams

Who You Are

• You lead with honesty and authenticity — these aren't buzzwords at Zensai, they're prerequisites
• You believe in Human Success: that people grow, thrive, and succeed when they are supported, coached, and empowered
• You are a builder, not a maintainer — you thrive in transformation and see ambiguity as opportunity
• You balance high-performance expectations with genuine care for your team's development and well‑being
• You bring energy, curiosity, and a sense of humor to your work — because we believe you can work hard and enjoy it

Why Join Zensai

• Own the commercial engine for North America — both new logo growth and customer expansion — with real P&L impact
• Report directly to a hands‑on CBO with 25+ years of GTM leadership experience who is invested in your success
• Sell a differentiated, Microsoft‑native product suite with strong market tailwinds in AI, HR tech, and digital transformation
• Join a company recognized as a Gartner Cool Vendor, Fosway Core Leader, and G2 Leader — customers love the product
• Be part of a Great Place to Work — certified three years running — where culture isn't a poster on the wall, it's how we operate
• Shape the future of a growing global SaaS company at a pivotal moment in its journey
• A leadership team that values transparency, accountability, and putting people first — always

Equal Opportunity

Zensai is an equal opportunity employer. We celebrate the unique knowledge you can offer that might not be mentioned in this job post. We appreciate diversity in all forms, and that includes the backgrounds and past experiences of our team members. A growth mindset and openness to learn are the most important to us.

For US positions, employment offers are contingent upon completion of successful background checks and we participate in E-Verify.