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VP of Sales

2 months, 2 weeks ago
United States
Full-time
Executive
Head of Sales
Sales and Business Development
Hadoop Kubernetes Salesforce
Apply Now
Acceldata

Acceldata

Acceldata provides Enterprise Data Observability solutions to maximize ROI on data investments, ensuring reliability, eliminating blind spots, and reducing spend. Their platform optimizes AI and analytics workloads for leading companies, decreasing cos...

IT Services
51-250
Founded 2018
$106M raised
View All Jobs 14

Description

  • Lead, coach, and develop a team of enterprise account executives, scaling the team through recruiting, onboarding, ramping, and performance management.
  • Own North American new-logo ARR and drive attainment against aggressive revenue targets.
  • Establish and enforce a MEDDPICC-based inspection cadence, including deal reviews, pipeline scrubs, and forecast calls.
  • Improve forecast accuracy by managing Commit, Most Likely, and Upside methodology with disciplined rigor.
  • Lead executive-level deal strategy for complex enterprise opportunities involving procurement, legal, and C-suite stakeholders.
  • Build and maintain pipeline coverage discipline, including stage-gate criteria and 3-4x commit coverage.
  • Coach reps using Challenger and JOLT principles and use Gong-based deal reviews to improve execution quality.
  • Translate product capabilities into differentiated enterprise value propositions for data leaders and technical buyers.
  • Partner with Product, Marketing, and Customer Success to inform roadmap priorities, account-based programs, and customer handoffs.
  • Drive sales performance metrics such as ramp time, quota attainment, pipeline creation, win rates, ASP, and sales cycle time.

Requirements

  • 5+ years of first-line sales leadership experience managing enterprise AE teams at SLG startups, preferably Series B-D.
  • Experience building and scaling enterprise sales teams from 4-6 reps to 10+ reps.
  • Demonstrated management of teams using MEDDPICC and Challenger/JOLT operating systems.
  • Strong record of forecast accuracy and pipeline governance with tight variance to commit.
  • 7+ years of quota-carrying enterprise software sales experience prior to leadership.
  • Proven success exceeding new ARR quota selling into Fortune 500 or Global 2000 accounts.
  • Deep domain experience in data management areas such as data quality, governance, observability, orchestration, catalog, or reliability.
  • Ability to speak credibly with both technical stakeholders and executive buyers.
  • Experience with six- to seven-figure ACV deals and 6-12+ month sales cycles.
  • Familiarity with Salesforce, LinkedIn Sales Navigator, Outreach, Gong, Perplexity, Dripify, Storylane, and AI-driven sales tools.
  • Willingness to travel up to 50% and work effectively in a US-based distributed environment.
  • Preferred: Experience in open source/Hadoop, enterprise data management, cloud providers, containers/K8s, ETL, databases/data warehouses, and the modern data stack.

Benefits

  • Flexible PTO plan.
  • Up to 100% employer-paid health, dental, and vision coverage for specific plans.
  • Discounts and offerings from major vendors through the company PEO.
  • Apple Air Mac equipment provided.
  • Remote work with a distributed team environment.

Interested in this position?

Apply directly on the company website

Apply Now

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