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VP, Sales

We’re looking for an exceptional sales leader who can build and manage a high-performing sales organization AND be an active participant in the hands-on execution of the company’s sales strategy. Lumavate’s sales leader will be highly experienced in taking an early stage company through hypergrowth to become a dominant category leader. It’s the perfect opportunity for a highly-driven sales leader who thrives in a fast-paced environment and is excited to excel in a first-line sales management role.

In this role, you’ll report to the President, be a key member of the Lumavate Executive Team, and be a key contributor to the company’s strategy. You’ll also have the opportunity to build out our sales team from the ground up, developing and scaling our sales team through the challenges that come with hypergrowth.   

Description:

The VP, Sales is responsible for building a world class sales organization, driving new customer acquisition through enterprise direct sales and product-led growth (PLG), retaining and upselling existing customers, and developing a repeatable and scalable sales process. 

A successful VP, Sales consistently hits or exceeds monthly, quarterly, and annual sales goals, recruits, develops, and retains top tier sales talent, continually optimizes our sales processes, and ensures we’re well-positioned against key competitors. To thrive in this role, you’ll have immersed yourself in our product, customers, and market to create a sales experience that resonates with our ideal customer profile (ICP) and achieves our growth targets.

Responsibilities:

  • Drive New Logo Acquisition: A key part of this role is acquiring new customers through our direct sales in the enterprise and through our product-led growth (PLG) efforts. You’ll work with the President to set monthly, quarterly, and annual sales targets and ensure our team consistently hits its sales goals. You’ll coach and develop our sales team by actively participating in sales meetings, presentations, and negotiations. 
  • Increase the Speed of Our Land and Expand Approach: One of our greatest strengths is our ability to significantly grow our annual recurring revenue (ARR) with our existing customers. You’ll work with our team to develop strategic account expansion plans for strategic and growth customers and ensure that we’re on track to meet those expansion goals. You’ll partner with our Director, Customer Success to ensure we consistently exceed our Net Revenue Retention (NRR) targets each quarter.
  • Build and Develop a Winning Team: You love to lead, coach, and mentor. You have a track record of attracting and retaining high caliber talent. In fact, you have a list of exceptional sales representatives who would come work for you tomorrow if you asked. You know how to appropriately challenge your team to excel, and you bring an approach that fosters the ability to test, learn, and grow. 
  • Develop and Optimize Predictable, Repeatable, and Scalable Sales Processes: You know how to develop sales processes that drive predictable revenue and continually hit sales targets. You’ll plan for our next phase of growth so we’re well-prepared for bringing on more sales reps and quickly onboarding them. Additionally, you’ll continually evaluate our sales processes to find areas for improvement to make our sales team more efficient and effective. 
  • Play a Key Role in Refining Our Go-to-Market Strategy: As a member of the Lumavate Executive Team, you’ll play a significant role in refining our ideal customer profile (ICP), defining our target account list, optimizing our pricing and packaging, and prioritizing our product roadmap. 
  • Partner with Marketing: You know that for any B2B company to be truly successful, marketing and sales must be highly aligned and in constant communication. You’ll work extremely closely with our VP, Marketing on our account-based marketing (ABM) efforts and PLG acquisition funnel. 
  • Data-based Decision Mindset: Identify and measure key performance metrics and use data to drive optimization opportunities in our sales efforts. You also know when to follow your instinct and gut when needed. 

 

Requirements:

  • Proven success in B2B SaaS sales leadership; minimum of 5+ years experience; 10+ years preferred. Strong career progression showing growth and success throughout your career.
  • Enterprise Sales:
    • Experience with value-based selling methodologies inclusive of Discovery, Qualification, Business Case, Demonstration, Validation and Negotiating the Close stages.  Ability to coach and develop our sales team with these disciplines.
    • Demonstrable success selling to CMO or other C-suite economic buyers in enterprise accounts.
    • Experience leading expansion/cross-sell across business units, divisions, brands, and geographies.
    • Experience managing territory and quota assignments and their rapid evolution as we scale.
  • Product-Led Growth (PLG):
    • Experience designing and managing a multi-tiered sales organization to optimize Monthly Recurring Revenue (MRR) across SMB/individual to midmarket/departmental buyers. 
    • Experience converting freemium accounts and/or free trials to paying subscriptions.
    • Recruiting, managing and developing entry-level, consultative inside sales resources, including career path progression.  
  • Bachelor’s degree

Interested candidates should send a resume to careers@lumavate.com


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