Vice President, Sales
$180,000–$230,000 year
On-siteLos Angeles, California, United States
Job Summary
Own and exceed annual quota by diagnosing and rebuilding the top-of-funnel to redefine the ICP and establish a pipeline generation engine producing consistent new-logo opportunities. Execute an insight-led go-to-market strategy that leads with commercial reframes rather than product features, leveraging the Insight-Lab to generate industry analyses and consumer data that open doors and reframe buyer conversations. Lead a sales team in establishing a coaching culture from day one, applying the Challenger Sale and SPICED methodologies to coach behaviors of commercial teaching and constructive tension while fostering accountability and servant leadership. Serve as the primary commercial voice at the leadership table, presenting quarterly board updates on pipeline, forecast, and strategy while partnering with the Chief Strategy Officer on GTM direction. Travel 25-40% to prospects, clients, and headquarters to engage directly with C-suite mobilizers and navigate complex, multi-stakeholder buying committees. Report directly to the CEO with full accountability for territory design, headcount plans, and sales operating budgets, ensuring revenue forecasting accuracy within ±10% each quarter.
Required Qualifications
- 10+ years of progressive sales leadership
- at least 4 years in a VP Sales, Regional VP, or equivalent leadership role at a SaaS or AI/ML technology company
- Demonstrated track record of building enterprise sales organizations that close complex, multi-stakeholder deals
- Consistently meeting or exceeding $20M+ revenue targets
- Proven experience rebuilding or building a new-logo pipeline from a low or near-zero base
- Deep fluency in insight-led sales philosophy
- Proven ability to navigate 5–12 person buying committees
- Experience selling AI-powered platforms, data/analytics solutions, or enterprise SaaS to Fortune 1000 companies
- Fluency in revenue operations: pipeline governance, forecasting accuracy, cadence design, and CRM hygiene
- Comfort presenting to boards and C-suite stakeholders
- Willingness and ability to travel 25–40%
- Onsite role requiring five days per week in the office
- Los Angeles, CA location
Desired Qualifications
- Experience with market research, consumer insights, data platforms, or adjacent enterprise analytics industries
- Familiarity with Fuel Cycle's Insight-Lab or comparable research technology ecosystems
- Background in generative AI, LLM-based, or custom AI solution selling to enterprise buyers
- Experience building a commercial insight library or thought leadership program as a sales enablement asset
- MBA or equivalent advanced degree
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