VP of Sales & Operations

Job Description

Job Description

Description:

We are seeking a high-impact VP of Sales & Operations to lead and scale our revenue-generating teams while driving the operational rigor needed to sustain rapid SaaS growth. This is a senior leadership role that sits at the intersection of sales strategy, team management, and business operations — responsible for both hitting revenue targets and building the systems, processes, and people that make it possible.

You will oversee a team of sales professionals while partnering closely with marketing, customer success, finance, and product to ensure seamless go-to-market execution across the full customer lifecycle.

Sales Leadership & Team Management

· Lead, coach, and develop a team of Account Executives, SDRs, and Sales Managers to consistently achieve and exceed revenue targets

· Set individual and team quotas, manage performance, and build a culture of accountability, learning, and high performance

· Own the full sales cycle strategy — from pipeline generation and qualification through close and expansion

· Recruit, hire, and onboard top sales talent as the team scales

Revenue Operations & Strategy

· Own and optimize the end-to-end revenue operations function including CRM management, sales tools, reporting, and pipeline health

· Build and maintain accurate forecasting models and revenue reporting for executive leadership and the board

· Identify bottlenecks in the sales process and implement scalable solutions that improve conversion rates and sales velocity

· Define and track KPIs across the full funnel - MQLs, SQLs, win rates, ACV, churn, and NRR

· Partner with marketing to align on lead generation strategy, ICP targeting, and campaign performance

Market Execution

· Collaborate with the CEO and executive team to define and execute market strategy across key segments and verticals

· Drive territory planning, account segmentation, and coverage modeling to maximize market penetration

· Lead pricing and packaging conversations in partnership with product and finance

· Represent the voice of the customer internally — ensuring product and operations teams understand buyer needs and objections

Business Operations

· Oversee operational functions that support sales and revenue delivery including contracts, vendor management, and process documentation

· Partner with finance on budgeting, headcount planning, and ROI analysis for sales investments

· Ensure cross-functional alignment between sales, customer success, and implementation to deliver a seamless customer experience post-close

· Drive the adoption of systems, tools, and workflows that improve team efficiency and data integrity

Scaling the Platform in the Market

· Develop a deep understanding of AEC workflows, pain points, and buying behavior to craft compelling sales narratives that resonate with principals, project managers, IT directors, and operations leads

· Build and execute a repeatable, scalable sales motion specific to the AEC market

· Articulate the value of AI-driven capabilities — such as automation, predictive insights, document intelligence, and workflow optimization — to both technical and non-technical AEC buyers

· Partner with product and customer success to close the feedback loop between AEC clients and the platform roadmap, ensuring the product evolves in line with real industry needs

· Identify and pursue strategic partnerships, integrations, and channel opportunities within the ecosystem — including software vendors, industry associations, and consulting firms

· 8–12 years of experience in SaaS sales, with at least 3–5 years in a senior leadership role managing sales teams and operations

· Proven track record of hitting and exceeding revenue targets in a high-growth SaaS environment

· Deep expertise in CRM platforms (Salesforce, HubSpot) and sales engagement tools

· Experience leading both SMB and mid-market or enterprise sales motions preferred

· Direct experience selling or scaling a SaaS product into the AEC market strongly preferred —

· Demonstrated ability to sell AI-powered software — comfortable explaining machine learning, automation, and data-driven capabilities in plain language to non-technical buyers

· Experience taking an early-stage or growth-stage AI SaaS product through a scaling phase — building repeatable processes, growing a sales team, and expanding into new geographies