VP of Enterprise Sales

Acceldata; United States; On-site; USD 150,000 - 200,000; Full time

Benefits offered by this job

Flexible PTO plan

100% employer-paid health benefits

Discounts for major vendors

Apple MacBook equipment

Job summary

Acceldata is seeking a VP of Sales to lead their North America sales strategy. This role involves managing and scaling an enterprise sales team, implementing successful revenue execution, and ensuring the accuracy of sales forecasts. Candidates should have over 5 years of leadership experience in enterprise sales, along with a solid understanding of the data management ecosystem. The position offers a flexible PTO plan and comprehensive health benefits.

Qualifications

• Experience managing enterprise AE teams selling to Fortune 500.
• Proven ability to scale teams and manage performance.
• Expertise in sales methodologies like MEDDPICC and Challenger.

Responsibilities

• Lead a team of enterprise AEs and ensure pipeline growth.
• Drive revenue and maintain accuracy in sales forecasts.
• Translate product capabilities into value propositions for buyers.

Skills

Leadership in enterprise sales

Building and scaling sales teams

Sales forecasting and pipeline management

Negotiation in complex sales cycles

Technical acumen in data management

Education

5+ years as sales leader

7+ years in enterprise software sales

Tools

Salesforce

LinkedIn Sales Navigator

Gong

Job description

Acceldata, founded in 2018, is a Series‑C funded leader in Enterprise Data Observability headquartered in Silicon Valley. The company partners with leading global organizations such as HPE, HSBC, Visa, Freddie Mac, and many others to deliver a SaaS platform that ensures data is reliable, trusted, and ready to power AI, analytics, and modern data stacks.

Summary

The VP of Sales will be a critical driver of Acceldata’s next stage of growth, owning North America’s new‑logo ARR while building and scaling a world‑class enterprise sales team. The role combines strategic revenue leadership with hands‑on execution, leading a high‑performing team of enterprise Account Executives, and shaping the company’s pipeline, forecast, and overall sales execution quality.

Responsibilities

Team Leadership & Development

• Lead, coach, and develop a team of 4 enterprise AEs, scaling to 8–10 by EOY through direct recruiting from your network and the market.
• Build and enforce a MEDDPICC‑driven inspection cadence across the team: deal reviews, pipeline scrubs, forecast calls, ensuring every rep operates with rigor and accountability.
• Coach to Challenger/JOLT principles, running film sessions via Gong, diagnosing stuck deals at the champion vs. economic buyer level, and developing each AE’s ability to teach, tailor, and take control.
• Own the full talent lifecycle: recruiting, onboarding, ramping, performance managing, and, when necessary, upgrading talent.
• Drive rep productivity metrics, including ramp time, quota attainment distribution, pipeline creation per head, and activity‑to‑outcome ratios.

Revenue Execution & Pipeline Governance

• Own the North American new‑logo ARR number; accountable for team attainment against aggressive but achievable targets across deal sizes and product lines.
• Build and maintain pipeline coverage discipline: define and enforce stage‑gate criteria aligned to MEDDPICC, set coverage ratio expectations, and ensure the team builds pipeline at 3–4x commit.
• Deliver forecast accuracy: run a forecast methodology that distinguishes Commit, Most Likely, and Upside with precision.
• Manage deal strategy at the executive level: engage directly on strategic and complex opportunities, helping AEs navigate multi‑threaded procurement, legal negotiations, and C‑suite engagement.
• Monitor and improve win rates, average selling price (ASP), and sales cycle times as leading indicators of execution quality and team health.

Territory & Go‑to‑Market Strategy

• Translate Acceldata’s product capabilities into differentiated value propositions for enterprise buyers: Chief Data Officers, VPs of Data Engineering, and technical stakeholders.
• Leverage Challenger‑based rational to build urgency around real business pain in data quality, reliability, and governance.
• Drive competitive intelligence: maintain a current view of the competitive landscape across data observability, quality, and management to inform positioning and deal strategy.

Cross‑Functional Leadership

• Partner with Product to feed enterprise customer requirements, roadmap priorities, and competitive gaps into the development cycle.
• Collaborate with Marketing on account‑based programs, ICP refinement, event strategy, and content that fuels enterprise pipeline.
• Ensure clean handoffs to Customer Success, protecting expansion revenue and setting the foundation for long‑term account health from day one.
• Serve as a voice at the leadership table, contributing to company strategy, pricing decisions, and go‑to‑market evolution beyond the direct team.

Qualifications

Leadership Experience

• 5+ years as a first‑line sales leader managing enterprise AE teams at SLG startups (Series B‑D) selling into the Fortune 500.
• Proven track record of building and scaling teams from small (4–6 reps) to mid‑size (10+), including direct recruiting experience.
• Managed teams running MEDDPICC and Challenger/JOLT as operating systems; built inspection cadences, coached reps, and held teams accountable.
• Demonstrated ability to manage forecast accuracy and pipeline governance at the team level with a history of meeting numbers within a tight variance.

Domain & Selling Experience

• 7+ years of quota‑carrying enterprise software sales experience, exceeding new ARR quota into Fortune 500/Global 2000 accounts.
• Deep domain expertise in the data management ecosystem: Data Quality, Governance, Observability, Orchestration, Catalog, Reliability, or adjacent categories.
• Bilingual thinker (Tech Exec): Comfortable conversing with data engineers and Chief Data Officers, fluent in both language domains.
• Technical acumen spanning Open Source/Hadoop, enterprise data management, cloud service providers, Containers/K8s, ETL, databases/data warehouses, and the modern data stack.
• Experience with complex, multi‑stakeholder sales cycles ranging from six to seven figure ACV with 6–12+ month cycles.

Operational & Cultural Requirements

• Builder’s tolerance for ambiguity: operated in environments where the playbook didn’t exist and wrote it.
• Full‑stack leadership: stepped into a deal, ran a demo, or prospected alongside reps when needed.
• Tech stack fluency: Salesforce, LinkedIn Sales Navigator, Outreach, Gong, Perplexity, Dripify, AI‑driven sales tools, and Storylane.
• Act Like an Owner: prioritized company interests and drove results.
• Travel: willingness to travel up to 50% for customer meetings, team on‑sites, trade shows, and enterprise events.
• Remote discipline: US‑based, operated effectively in a distributed team environment with high accountability and over‑communication.

Key Performance Indicators

First 90 Days

• Complete assessment of current team performance, pipeline health, and territory coverage.
• Establish MEDDPICC inspection cadence and forecast operating rhythm.
• Identify hiring priorities and begin recruiting pipeline for open headcount.
• Build relationships with cross‑functional partners in Product, Marketing, and CS.

6 Months

• Team scaled to 6–8 AEs with new hires ramping against defined onboarding milestones.
• Pipeline coverage at 3–4x commit with disciplined stage‑gate adherence.
• Forecast accuracy within acceptable variance; credible commit calls.
• Measurable improvement in win rates, ASP, or cycle time versus baseline.

12 Months

• Team at 8–10+ AEs, all contributing to ARR.
• Team ARR target met or exceeded.
• Organizational readiness for second‑line structure demonstrated through depth and operating maturity.
• Strategic territory and team plan articulated for Year two scale.

Benefits

• Flexible PTO plan
• Up to 100 % employer‑paid benefits for health, dental, and vision coverage for specific plans
• Discounts and offerings for major vendors through our PEO
• Apple Air Mac equipment

EEO Statement

We are committed to providing equal employment opportunities regardless of job history, disability, gender identity, religion, race, color, caste, marital/parental status, veteran status, or any other special status. We stand against discrimination of employees and individuals and are proud to be an equitable workplace that welcomes individuals from all walks of life if they fit the designated roles and responsibilities.