VP Sales, New Business

Main Responsibility Areas

• Defines and executes the new business sales strategy across new geographies (Europe, EMEA, Africa, South America), new products within wholesale telco, and new tier 1 to tier 3 telco logos in the US and Canada.
• Drives territory activities and ensures strong customer engagement on all fronts.
• Owns sales plans by implementing sales and marketing strategies, analyzing trends and results, and closing deals.
• Establishes sales objectives by forecasting and developing annual sales, projecting expected sales volume and profit for existing and new products, and reviewing performance to date on a regular cadence.
• Maintains sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors.
• Monitors costs, competition, and supply and demand.
• Identifies new sales opportunities by leveraging contacts, industry knowledge, and close work with marketing, pre-sales, and other internal teams.
• Forges strong internal business partnerships to deliver customer expectations and solutions.
• Holds themselves and others accountable for sales objectives.
• Establishes consistent sales development to maximize competitive position and generate strong margin contributions across customer brands.
• Confers with leadership to review achievements and discuss required changes in product and sales strategies and tactics utilized in achieving sales goals or objectives.
• Develops and negotiates contracts with customers and their procurement teams. Typical deal sizes are 500 thousand to 3 million dollars in TCV with 3-year terms.
• Works with partners and channel relationships in support of sales leads and revenue generation.
• Converts marketing-qualified leads into closed deals, with marketing and pre-sales support, and feeds insights back to marketing for campaign improvement.
• Hires, onboards, and develops a small team of hunter sales professionals as the territory grows, and ensures accountability across sales and support staff.

Key Skills

• 10+ years of B2B sales experience, with a meaningful portion focused on closing new logo deals.
• Proven track record selling OSS / BSS solutions to tier 1 to tier 3 telecom operators. Telco vertical experience is mandatory.
• Experience selling expense management or order management software is strongly preferred.
• Demonstrable success opening new geographies and / or selling new products into existing verticals.
• Track record of closing complex enterprise deals with TCV between 500 thousand and 3 million dollars and multi-year terms.
• Demonstrated success in scaling teams and mentoring sales professionals.
• Strong analytical skills for analyzing data, market trends, and developing sales strategies.
• Excellent negotiation and presentation skills for high-stakes customer engagement.
• Strong written and verbal communication in English (mandatory). Additional European, Latin American, or African languages are a plus.
• Comfortable with CRM, sales forecasting, and periodic performance reporting to executive leadership.
• Bachelor’s degree, or equivalent professional experience.

Competencies

Results-Driven

• Hunter mindset. Proactive and goal-oriented in pursuing new logos, new geographies, and new products.
• Sets clear, ambitious objectives and exceeds them through disciplined execution.
• Numeric and data-driven. Sets targets, manages pipeline, and reports progress with numbers, not narrative.

Team Player

• Works effectively with marketing, pre-sales, product, customer success, and the existing VP Sales structure to ensure customer success.
• Builds credibility with senior buyers, procurement teams, and internal stakeholders across a global matrixed organization.
• Coaches less experienced members of the sales team.

Change Orientation

• Thrives in greenfield territory and ambiguity.
• Detects market shifts and adapts strategy and tactics quickly.
• Drives continuous improvement in sales process, pipeline quality, and forecast accuracy.

Self-Awareness

• Owns the number, the pipeline, and the forecast.
• Has clear objectives and strives to exceed them.
• Takes ownership of personal career and skill development, and that of any direct reports.

Work Experience Requirements

• 10+ years in B2B sales, with the most recent years carrying a senior new business or hunter quota.
• Proven track record selling OSS / BSS solutions to tier 1 to tier 3 telecom operators.
• Experience selling expense management or order management software is preferred.
• Experience as both an individual contributor carrying personal quota and as a sales leader managing a small hunter team.
• Experience strategizing, defining goals, assembling numbers, and reporting periodically to executive leadership.

Key Performance Indicators (KPIs)

• New logo revenue growth and target achievement.
• New geography and new product pipeline build and conversion rates.
• Sales pipeline health and forecast accuracy.
• Team performance and retention (once team is in place).
• Quality and cadence of leadership reporting.

Eligibility Requirements

• Based in the United States, fully remote.
• Must be legally authorized to work in the United States.
• Willingness to travel 5 to 20 percent of the time, worldwide, sometimes on short notice.
• Any offer of employment is conditioned on the successful completion of a background investigation.

Limitations and Disclaimer

The above job description is meant to describe the general nature and level of work being performed. It should not be construed as an exhaustive list of all responsibilities, duties and skills required for the position.

All job requirements are subject to possible modification to reasonably accommodate individuals with disabilities. Some requirements may exclude individuals who pose a direct threat or significant risk to the health and safety of themselves or other employees.

This job description in no way states or implies that these are the only duties to be performed by the employee occupying this position. Employees will be required to follow any other job-related instructions and to perform other job-related duties requested by their manager.