Note: The job is a remote job and is open to candidates in USA. Acceldata is the market leader in Enterprise Data Observability, seeking a VP of Sales to drive growth by owning North America's new logo ARR and building a high-performing sales team. The role involves strategic revenue leadership, talent development, and close partnership with other departments to refine product direction and enhance customer outcomes.
Responsibilities
- Lead, coach, and develop a team of 4 enterprise AEs today, 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. Your ability to attract and retain top enterprise sellers is your highest-leverage activity
- Drive rep productivity metrics, including ramp time, quota attainment distribution, pipeline creation per head, and activity-to-outcome ratios
- Own the North American new-logo ARR number. You are 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 is building pipeline at 3-4x commit
- Deliver forecast accuracy: run a forecast methodology that distinguishes Commit, Most Likely, and Upside with precision. Your forecast is your credibility
- Manage deal strategy at the executive level: engage directly on strategic and complex opportunities, helping AEs navigate multi-threaded enterprise 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
- Translate Acceldata’s product capabilities into differentiated value propositions for enterprise buyers: Chief Data Officers, VPs of Data Engineering, and technical stakeholders who demand substance
- Leverage Challenger-based rational drowning to build urgency around real business pain in data quality, reliability, and governance; not features and functions
- Drive competitive intelligence: maintain a current view of the competitive landscape across data observability, data quality, and data management to inform positioning and deal strategy
- Partner with Product to feed enterprise customer requirements, roadmap priorities, and competitive gaps into the product 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 of the sales cycle
- Serve as a voice at the leadership table, contributing to company strategy, pricing decisions, and go-to-market evolution beyond your direct team
Skills
- 5+ years as a first-line sales leader (Manager, Director, or VP) 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 experience recruiting top enterprise sellers
- Must have managed teams running MEDDPICC and Challenger/JOLT as operating systems; not just sold with these frameworks individually. You've built inspection cadences, coached reps to the methodology, and held teams accountable
- Demonstrated ability to manage forecast accuracy and pipeline governance at the team level with a history of calling your number within a tight variance
- 7+ years of quota-carrying enterprise software sales experience prior to moving into leadership, with a proven track record of exceeding new ARR quota selling 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 having substantive conversations with data engineers and Chief Data Officers alike. You speak both languages fluently
- 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 sales cycles
- Builder's tolerance for ambiguity: You have operated in environments where the playbook doesn't exist yet and you wrote it. Entrepreneurial ownership is your default mode
- Full-stack leadership: You don't just manage, you can step into a deal, run a demo, or prospect alongside your reps when the situation demands it
- Tech stack fluency: Salesforce, LinkedIn Sales Navigator, Outreach, Gong, Perplexity, Dripify, AI-driven sales tools, and Storylane
- Act Like an Owner: You do what it takes to win; aligned to the company's best interests
- Willingness to travel up to 50% for customer meetings, team onsites, trade shows, and enterprise events
- US-based, able to operate effectively in a distributed team environment with high accountability and over-communication
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
Company Overview