VP, Sales- Majors
$430,000–$430,000 year
On-siteSan Francisco, California, United States
Job Summary
Build and scale a third-line majors sales organization for the 5–10k employee segment, recruiting and developing enterprise AEs and frontline managers to execute complex, multi-stakeholder deals. Own end-to-end segment strategy, including ICP definition, territory design, and the go-to-market motion across outbound, partner, and executive-sponsored channels. Hold full accountability for majors ARR, pipeline coverage, and forecast accuracy while driving deal progression and win rates in 3–6 month cycles. Collaborate with founders and GTM leadership to influence pricing, packaging, and roadmap priorities, and refine the sales playbook using MEDDPICC rigor. Travel approximately 25–50%.
Required Qualifications
- 10+ years of B2B SaaS sales experience
- at least 3–5 years in second- or third-line sales leadership
- Proven track record of building and scaling enterprise or majors sales organizations at high-growth companies (Series B and beyond)
- Deep expertise in named-account strategy, territory design, and coverage modeling at scale
- Consistent overachievement across both individual contributor and leadership roles — President's Club, top performer recognition, or accelerated career progression
- Experience selling into IT, Security, and Engineering organizations at the 5–10k employee tier
- Strong command of complex enterprise sales cycles (3–6 months) with VP- to C-level buyers and multiple stakeholders
- Exceptional executive presence and communication skills — credible with C-suite customers, cross-functional partners, and the board
- A builder's mindset: you thrive in ambiguity, create structure where none exists, and raise the bar for everyone around you
- Travel approximately 25–50%
Desired Qualifications
- Experience as an early or founding sales leader who scaled an enterprise function from zero
- Management experience at companies known for enterprise sales excellence
- Track record of developing managers and building internal career paths within your org
- Deep familiarity with MEDDPICC, Challenger, Command of the Message, and modern sales tech (Salesforce, Outreach, Gong, etc.)
- Comfort leading technical sales motions including proof-of-concepts, security reviews, and API or automation platform discussions
Hiring someone like this?
Get your role in front of qualified candidates on Sorce.