VP, Sales West

Global Relay; San Francisco (CA); On-site; USD 180,000 - 250,000; Full time

Job summary

Global Relay is seeking a results-driven Vice President of Sales to lead our San Francisco office, owning regional revenue growth by coaching and scaling a team of Account Executives selling to regulated industries.

You will balance new customer acquisition with expansion across Enterprise, Mid-Market, and SMB, bringing structure and accountability while partnering with Marketing, Customer Success, Product, and Revenue Operations.

Qualifications

• 10-15 years of SaaS sales experience.
• 5-10 years managing Account Executives selling complex, multi-stakeholder deals.
• Proven track record of meeting/exceeding quotas in regulated industries such as financial services.
• Strong coaching mindset and deal strategy skills.
• Willingness to lead high-stakes deals when needed.
• Experience with CRM and sales tools like Salesforce and Demandbase.
• Familiarity with account planning, tiering, and named account strategies.
• Executive presence and ability to engage C-level stakeholders.

Responsibilities

• Lead and scale a team of Account Executives selling Global Relay’s SaaS to West-region mid-market and enterprise.
• Drive consistent performance, pipeline coverage, and accurate forecasting.
• Collaborate with Marketing, Customer Success, Product, and Revenue Operations.
• Own hiring, onboarding, and ongoing enablement for AEs with clear goals.
• Build relationships with senior decision-makers and own high-value deals.
• Use data to optimize team structure, territory planning, and coverage models.
• Apply MEDDPICC methodology to sales processes, multi-threading, and Economic Buyers.
• Monitor feedback, competitor activity, and market trends to stay ahead.

Skills

SaaS sales

Sales leadership

CRM proficiency

C-level engagement

Forecasting

Tools

Salesforce

Demandbase

Job description

Who we are:

For over 25 years, Global Relay has set the standard in enterprise information archiving with industry-leading cloud archiving, surveillance, eDiscovery, and analytics solutions. We securely capture and preserve the communications data of the world’s most highly regulated firms, giving them greater visibility and control over their information and ensuring compliance with stringent regulations.

Who we are:

For over 25 years, Global Relay has set the standard in enterprise information archiving with industry-leading cloud archiving, surveillance, eDiscovery, and analytics solutions. We securely capture and preserve the communications data of the world’s most highly regulated firms, giving them greater visibility and control over their information and ensuring compliance with stringent regulations.

Though we offer competitive compensation and benefits and all the other perks one would expect from an established company, we are not your typical technology company. Global Relay is a career-building company. A place for big ideas. New challenges. Groundbreaking innovation. It’s a place where you can genuinely make an impact – and be recognized for it.

We believe great businesses thrive on diversity, inclusion, and the contributions of all employees. To that end, we recruit candidates from different backgrounds and foster a work environment that encourages employees to collaborate and learn from each other, completely free of barriers.

Your role:

We're seeking a results-driven and people-first Vice President of Sales to lead and build up our San Francisco office. In this role, you will own regional revenue growth by coaching, mentoring, and scaling a team of Account Executives who sell to regulated industries including financial services, insurance, and other compliance-heavy verticals.

As VP of Sales, West, you’ll be responsible for both new customer acquisition and expansion within our existing Enterprise, Mid-Market, and SMB customer base. You’ll bring structure, clarity, and accountability to the team, while partnering cross-functionally to ensure we are exceeding customer expectations. This is a hands-on leadership role that requires strong operational discipline, executive presence, and a passion for developing top-tier talent.

Your responsibilities:

• Lead, coach, and scale a team of Account Executives selling Global Relay’s SaaS platform to mid-market and enterprise accounts in the West
• Drive consistent performance and pipeline coverage across territories using leading indicators, accurate forecasting, and deal coaching
• Execute and iterate on sales strategies aligned with company goals, in close collaboration with Marketing, Customer Success, Product, and Revenue Operations
• Own hiring, onboarding, and continuous enablement for AEs, ensuring clarity in goals, accountability in execution, and support in career development
• Develop and maintain strong relationships with senior decision-makers at key accounts – owning high-value, complex deals where needed
• Use data and insights to continuously optimize team structure, territory planning, and coverage models
• Model and instill disciplined sales processes using methodologies such as MEDDPICC, with a focus on multi-threading and identifying Economic Buyers
• Stay close to customer feedback, competitor activity, and market trends to ensure Global Relay stays ahead of the curve

About you:

• 10-15 years of SaaS sales experience with a minimum of 5-10 years managing Account Executives selling complex, multi-stakeholder deals
• Proven track record of hitting and exceeding team quotas, preferably within regulated industries such as financial services, fintech, or compliance RegTech
• Deep experience in managing both new business and expansion/renewal sales motions
• Strong coaching mindset – you know how to drive performance through deal strategy, process rigor, and talent development
• Comfortable rolling up your sleeves – you will step in to lead high-stakes deals when needed
• Experienced with CRM and sales tech stacks like Salesforce, Demandbase etc.
• Familiarity with account planning, tiering, and segmentation strategies in a named account model
• Executive presence and excellent communication skills, including C-level engagement and internal stakeholder management

Nice to haves:

• Experience with scaling teams within an established B2B SaaS company
• Familiarity with regulated communications, archiving, or compliance workflows
• Exposure to vertical selling motions or pod-based sales and customer success models

Travel requirements:

Travel as needed within the West coast region, Global Relay’s headquarters (Vancouver, BC) or industry events

Compensation:

Global Relay advertises the pay range for this role in accordance with the pay transparency laws of the state of California. In addition to the annual base salary (range listed below), compensation for this role also includes commissions, extended health benefits, and 401k contributions.

San Francisco - Base salary range: $180,000 USD - $250,000 USD

What you can expect:

At Global Relay, there’s no ceiling to what you can achieve. It’s the land of opportunity for the energetic, the intelligent, the driven. You’ll receive the mentoring, coaching, and support you need to reach your career goals. You’ll be part of a culture that breeds creativity and rewards perseverance and hard work. And you’ll be working alongside smart, talented individuals from diverse backgrounds, with complementary knowledge and skills.

Global Relay is an equal-opportunity employer committed to diversity, equity, and inclusion.

We seek to ensure reasonable adjustments, accommodations, and personal time are tailored to meet the unique needs of every individual.

To learn more about our business, culture, and community involvement, visit www.globalrelay.com.