AREA VICE PRESIDENT JOB DESCRIPTION

A second-line sales leader who cannot accurately read and forecast a multi-region pipeline will miss quarterly bookings targets, and in high-growth SaaS, a single missed quarter compounds into a retention and hiring problem that takes two to three years to unwind. The Area Vice President owns that forecast responsibility, running a layer of Regional Vice Presidents or first-line managers while holding accountability for an enterprise revenue number. What makes this seat genuinely hard is the dual surface area: the CxO relationships that close nine-figure deals and the internal operating cadence, territory design, go-to-market sequencing, and headcount pacing that make those relationships repeatable at scale.

As the Area Vice President, you define and execute the regional go-to-market strategy for an enterprise SaaS portfolio, owning quota attainment, talent development, and pipeline coverage across a named geography or vertical. You lead a team of first- and second-line managers spanning Account Executives, Sales Development, and Solution Engineering, with a reporting line to a VP of Sales or Chief Revenue Officer.

Career Impact: Second-line enterprise SaaS sales leadership at the AVP level is one of the most legible signals of executive readiness in the software industry, and consistent overachievement of a regional number directly expands your candidacy for VP of Sales or CRO roles.

Business Impact: The accounts you assign, the managers you develop, and the forecasts you defend determine whether your company's annual recurring revenue targets are met; a shortfall here flows directly to investor guidance and headcount plans across the organisation.

Growth Opportunity: The scope of the role, spanning territory design, partner ecosystems including ISVs and GSIs, and C-suite engagement across enterprise and mid-market segments, builds the cross-functional fluency that distinguishes operators who can run a full go-to-market motion from those who can only manage a quota.

• Own regional quota attainment, delivering monthly, quarterly, and annual bookings targets for the assigned enterprise segment.
• Lead a team of first- and second-line sales managers, setting performance expectations and maintaining accountability to individual and team goals.
• Define territory boundaries and allocate named accounts, prospects, and industry verticals to align resources against the highest-value opportunities.
• Drive pipeline generation across the full funnel, partnering with Sales Development and Marketing to maintain coverage ratios that support forecast confidence.
• Develop and coach managers on deal strategy, including executive engagement, negotiation, and the compression of complex sales cycles.
• Partner with Sales Engineering, Customer Success, and Channel teams to align pre- and post-sale resources behind key opportunities.
• Maintain forecast accuracy and report pipeline metrics, average selling price, and coverage ratios to senior leadership on a regular cadence.
• Recruit, hire, and ramp quota-carrying talent, building a bench of Account Executives capable of sustained overachievement.

• Bachelor's degree in business, technology, or a related field, or equivalent work experience.
• Eight or more years of enterprise software or SaaS sales experience, with a demonstrated history of meeting or exceeding quota.
• Three or more years of second-line sales management experience, including responsibility for a team of first-line managers.
• Proven ability to build and deliver accurate forecasts in a multi-territory, multi-product environment.
• Track record of recruiting, developing, and retaining quota-carrying Account Executives in competitive SaaS talent markets.
• Demonstrated ability to engage and influence C-suite and VP-level decision-makers across both business and IT functions.
• Experience designing and executing territory plans and go-to-market strategies aligned with a corporate revenue model.
• Strong operating discipline, including pipeline hygiene, headcount planning, and performance management cadences.

• Experience selling within a cloud ecosystem, such as Salesforce, AWS, or Azure, and go-to-market partnerships, including co-sell and co-pipeline motions.
• Domain expertise in a high-concentration enterprise vertical such as financial services, communications, media, or technology.
• Experience managing a geographically dispersed team across multiple countries or time zones, including ANZ or EMEA markets.
• Demonstrated history of carrying and overachieving a third-line or above leadership quota in a growth-stage or post-Series C SaaS environment.

• Regional quota attainment rate, measured as a percentage of total bookings target per quarter.
• Pipeline coverage ratio, reflecting whether the team maintains sufficient funnel depth against the next two quarters' targets.
• Manager ramp time, tracking how quickly newly hired first-line managers reach full productivity and quota contribution.
• Forecast accuracy variance measures the delta between the committed forecast and the actual closed revenue each quarter.
• Average selling price trend, indicating whether the team is moving upmarket into larger enterprise deals over time.
• Typical tools: CRM (commonly Salesforce); sales engagement platform (commonly Outreach or Salesloft); revenue intelligence (commonly Gong or Clari)

• Base Salary Range: $220,000 to $280,000 annually, depending on geography and company stage
• Bonus: Variable pay plan targeting 50% of base at 100% quota attainment; uncapped above target
• Equity: RSU or stock option grant; typical 4-year vest with 1-year cliff
• Health Benefits: Medical, dental, and vision; employer covers the majority of premiums
• PTO: 15 to 25 days annually; some employers offer unlimited PTO at this level
• Common Perks: Home office stipend, travel expense coverage, leadership development budget, and annual sales club eligibility

Figures are estimates based on general US market benchmarks and may be outdated. Adjust based on location, company size, and seniority level.

Candidates of all backgrounds are encouraged to apply. Employment decisions are made without regard to race, color, religion, sex, national origin, age, disability, genetic information, veteran status, sexual orientation, gender identity, or any other characteristic protected under applicable federal, state, or local law. Applicants requiring a reasonable accommodation to participate in the hiring process should notify the recruiting team at the time of application. Employment offers are contingent on successful completion of a background check. Candidates must be authorized to work in the United States.

The Area Vice President owns a 24-hour, multi-shift operation that safeguards and manages customer information across tape, paper, and digital formats, with direct accountability for personnel, security procedures, billing, and customer satisfaction. Working across accounting, administration, and sales functions, the role ensures operational benchmarks are met and customer relationships are maintained to a professional standard.

Key Responsibilities

• Interview, screen, hire, train, evaluate, supervise, and reward personnel according to established procedures
• Ensure proper vacation, holiday, on-call, and absentee coverage across all shifts
• Communicate with all shifts through meetings and written communication
• Enforce attendance and personnel policies, taking disciplinary steps up to termination
• Monitor and control all access to secured areas
• Participate in all facets of quality programs
• Monitor, track, and set goals for critical-to-quality areas within operations
• Create, update, and distribute security procedures, and monitor and distribute security alerts
• Create and distribute security incident responses and escalation procedures
• Ensure accuracy of daily operations and compare operations against internal benchmarks
• Oversee all billing processes, including review of invoices
• Provide courteous and attentive treatment of all customer needs, presenting a professional and positive image in person and over the phone
• Handle and coordinate special requests and resolve customer problems
• Maintain a secure environment by adhering to all security policies and procedures
• Coordinate customer audits and participate in disaster recovery drills
• Coordinate with Sales Representatives on account startups, including setting up and updating delivery schedules
• Coordinate and manage special projects as needs arise

Required Qualifications

• Strong problem-solving skills to address people and process challenges
• Detail-oriented work style to identify discrepancies
• Strong organisational skills to meet critical deadlines, schedule resources, and manage high volumes of paperwork
• Ability to foster a teamwork-oriented atmosphere across all aspects of operations, including accounting, administration, and sales
• Ability to work effectively with customers, potential customers, and vendors
• Ability to work effectively with internal stakeholders across multiple functions

Embedded within a regional sales structure, the Area Vice President leads second-line management of Regional Sales Directors and Regional Sales Managers across Australia and New Zealand, building a demand-generation culture aligned with an excellence profile. Working closely with sales engineering, channels, professional services, product, legal, marketing, and engineering teams, this role delivers monthly, quarterly, and annual revenue goals while producing accurate forecasts for the sub-theatre.

Core Functions

• Hold ultimate accountability for a regional sales team at the second-line management level
• Hire, coach, and develop Regional Sales Directors and Regional Sales Managers in alignment with an excellence profile
• Drive a demand-generation culture and strong operating rhythm across all teams
• Consistently deliver monthly, quarterly, and annual revenue goals and objectives
• Accurately forecast monthly, quarterly, and annual revenue numbers for the sub-theatre
• Spearhead effective omnichannel territory planning, establishing accurate plans and forecasts while prioritising efforts and balancing short-term results with a long-term perspective
• Collaborate with sales engineering, channels, alliances, professional services, product, legal, marketing, and engineering teams to create a seamless customer experience
• Use data to make meaningful decisions and form opinions regarding the business
• Collaborate and innovate with business partners and functional supporting teams

Skills & Qualifications

• Bachelor's degree required, with an MBA a plus
• Ten years of people leadership experience, including five or more years of second-line management experience covering both direct and indirect experience across the Australia and New Zealand region
• Relevant software industry experience in cloud-first, SaaS, or transforming environments
• Proven consistent track record in quota attainment
• Executive presence and strong communication skills

Reporting to senior leadership, the Area Vice President develops and executes a programme specifically for accelerating growth of the Canada business, leading first-line managers and partnering with cross-functional teams to deliver against regional targets. Partnering with customer success, pre-sales, renewals, partners, and services teams, this role shapes the country business plan, sales force structure, and go-to-market strategy to predictably generate short- and long-term results.

Primary Duties

• Manage, recruit, and develop a team of first-line leaders, and partner closely with other functional teams
• Lead by example, set expectations, and follow through effectively
• Provide coaching and mentorship as needed, and ensure that managers do the same for their teams
• Develop and execute a programme for accelerating the growth of the Canadian business
• Consistently deliver against targets, ensuring goals and objectives are achieved consistently and sustainably
• Accurately forecast monthly, quarterly, and annual targets for the assigned region
• Develop, design, build, and execute all aspects of the country business plan to predictably generate short-term results while holding a long-term perspective
• Put into place sales force structure, process strategies, and strategic resource plans that will capture key opportunities in target markets throughout the country
• Unearth customer insights, define the value proposition, and determine the appropriate sales and marketing strategy to maximise growth objectives
• Maintain market intelligence and develop strategies to maintain a leadership position

Experience & Qualifications

• Bachelor's degree required, with an MBA a plus
• Ten or more years of experience building and running front-line sales teams, with second-line management experience required and third-line management experience preferred
• Sales experience with PaaS, IaaS, SaaS, and data and analytics solutions
• Expertise in team selling with customer success, pre-sales, renewals, partners, and services
• Ability to create and communicate business value through data, networking, application development, and analytics technology
• History of consistently meeting or exceeding targets and objectives personally and as a second-line or above leader
• Excellent leadership and influencing skills, with the ability to build strong business partnerships both externally and within the organisation
• Skilled at business planning and diligent at measuring and communicating progress, identifying roadblocks, and developing appropriate solutions
• Highly professional persona with strong verbal and written communication skills, and effectiveness at delivering executive-level presentations
• Established relationships with customers throughout Canada
• Ability to travel approximately 50%

Sitting at the intersection of enterprise sales leadership and customer success, the Area Vice President attracts and develops Account Managers while building key executive relationships to expand the company's footprint within an existing customer base across banking and related verticals. Operating across a complex SaaS sales cycle that spans contract negotiation, pipeline tracking, and global system integration partnerships, this role enables sustained revenue growth and product adoption at the C-suite level.

Duties

• Attract, hire, and onboard top talent to support continued growth
• Lead and mentor a team of Account Managers, and support them in meeting and exceeding their individual goals
• Build and maintain key customer executive relationships, and develop and implement strategies for expanding the footprint within the existing customer base
• Understand the target market's business needs and accurately articulate the value proposition at the executive level
• Ensure the team maintains day-to-day business process excellence through accurate forecasting, pipeline tracking, training, and best-practice development and sharing
• Coach Account Managers through a complex sales cycle by mapping customer decision-making and approval processes, compressing timelines, negotiating contracts, and closing and renewing business
• Work in close concert with global system integration partners during strategic programmes, and establish opportunities for SaaS products and services within accounts
• Partner with the Customer Success team to support efforts to drive product adoption and business value realisation

Qualifications & Experience

• Bachelor's degree required
• Eight or more years of experience in quota-carrying B2B software or solution sales, with a demonstrated record of meeting or exceeding targets
• Three or more years of management experience with a proven track record of building, leading, and inspiring sales teams to meet or exceed targets
• Account planning and execution skills
• Demonstrated ability to align with executive decision-makers, build credibility with client executives, and sell to the C-suite across both business and IT units
• Banking domain expertise
• Strong listening skills and impeccable verbal and written communication skills
• Organised and efficient, with the ability to maintain a high level of production while demonstrating process and administrative excellence
• Ability to travel frequently within the region and to Europe, and occasionally to the United States
• Flexible problem-solving approach suited to a fast-paced, collaborative, and entrepreneurial environment

A key member of the regional leadership team, the Area Vice President leads new account acquisition and regional business management by selling large-scale staffing solutions and developing a qualified pipeline across multiple client levels. Collaborating with internal leaders and clients in a performance-driven environment, this role delivers sustainable regional growth by identifying customer needs and designing solutions that provide measurable value.

Key Deliverables

• Develop and execute an effective sales strategy to gain new accounts
• Manage a wide and deep sales pipeline, including database creation
• Establish meaningful and productive relationships at all client levels
• Listen to understand the full scope of potential clients' operations and circumstances
• Manage the implementation and development of new in-house accounts
• Design and implement solutions and processes that provide customer delight
• Split time between selling staffing solutions to new accounts and managing the regional business

Position Requirements

• Minimum five or more years of proven sales experience, including two years of selling large-scale staffing solutions
• Experience selling services rather than products
• Experience as a leader who solves problems and grows teams
• Prior experience working in a fast-paced, performance-driven organisation
• Strong organisational, analytical, and problem-solving abilities
• Demonstrated ability to identify customer needs and to deliver, decline, or adjust expectations accordingly
• Proficiency using Google Mail, calendaring, and shared drives

Sustained revenue growth and scaling of high-performing commercial teams depend on the Area Vice President, who leads strategic and enterprise sales functions across defined markets while refining go-to-market processes and sales operations best practices from pre- to post-sales. Based within a matrixed organisation, this role delivers against revenue and retention goals by combining market intelligence, effective funnel management, and culture transformation across multiple leadership teams.

Areas of Ownership

• Lead and manage strategic and enterprise commercial teams to exceed revenue targets and overall objectives
• Plan short-, mid-, and long-term strategies for defined markets and business units
• Identify human resource needs to implement strategy, increase reach, and orchestrate hiring processes
• Use market intelligence to effectively evangelise and articulate the value proposition to prospects and clients across the region
• Focus on the continued growth and development of the leadership team
• Refine and implement go-to-market and sales operations best practices and processes that will enable continued scaling and selling discipline
• Exceed revenue and retention goals through efficient management of the sales process and world-class execution across the entire funnel
• Provide effective reporting and forecasting of existing and new business
• Collaborate with and engage all core stakeholder groups

Required Qualifications

• Proven experience as a regional VP or similar, with a history of success in building and running high-performing commercial teams, both pre- and post-sales
• Track record of consistently hitting new business targets over several quarters
• Experience with culture transformation, change management, and promoting positive work values and high collaboration
• Experience successfully growing and scaling businesses
• Track record of implementing effective sales processes, from playbooks to creative tactics to improve conversion ratios
• Experience developing and implementing strategic business plans, including go-to-market and pricing strategies
• Experience in SaaS sales and a strong understanding of the digital marketing space
• Outstanding leadership skills with the ability to inspire and motivate multiple teams
• Excellent communication and interpersonal skills with high emotional intelligence

As the Area Vice President, this role leads the operational performance of Aveanna's assigned locations by overseeing clinical, financial, growth, risk, and compliance initiatives in partnership with the Vice President of Operations. The operations and clinical leadership team relies on this work to ensure patient care goals, branch growth, regulatory alignment, and financial targets are achieved across a multi-site home care environment.

Leadership Responsibilities

• Create, develop, and maintain effective and efficient operational processes and systems aligned with business objectives
• Create an environment focused on continuous improvement
• Partner with the Vice President of Operations to manage clinical, financial, growth, risk, and compliance initiatives
• Contribute to creating a multi-year service and solution strategy
• Present ongoing assessments of market trends and the competitive landscape in support of strategy, and provide oversight of service delivery execution
• Assist with developing, attracting, and retaining a high-performing workforce
• Identify process improvement opportunities
• Manage the financial performance of the area, including cash collections and accounts receivable management
• Collaborate with Location Directors to ensure continued branch growth by expanding the new and existing client base
• Provide the most appropriate quality patient care by ensuring patient care goals and standards of care are met
• Promote teamwork to accomplish common objectives with measurable results, and provide direction and constructive feedback
• Assist with the development and execution of the location budget and annual business plan
• Ensure all programmes, policies, procedures, and practices are aligned with local, state, and federal guidelines

Education & Experience

• Bachelor's degree or equivalent
• Professional health-related credential or licence within the state of practice
• Five years of experience in a proven leadership role, with related healthcare management or home care management experience
• Experience in paediatric or adult home care services or a similar multi-site healthcare services business is preferred
• Strong computer skills and knowledge of basic software, including Word, Excel, and Outlook
• Ability to adhere to confidentiality standards and professional boundaries at all times
• Ability to comfortably work in homes of families with limited resources
• Quick-thinking and astute decision-making skills
• Effective problem-solving and conflict resolution skills
• Excellent organisational and communication skills, with strong attention to detail and time management
• Ability to remain calm and professional in stressful situations, with a strong commitment to clinical excellence
• Ability to train and supervise staff
• Willingness to travel frequently within the assigned area

Area Vice President builds and leads the company's inaugural sales and sales development team across Australia and New Zealand, taking ownership of revenue targets, headcount, office setup, and regional go-to-market execution within the Salesforce ecosystem. Success in the position means establishing a high-performance culture and client-driven philosophy that drives consistent overachievement of sales targets while growing a multi-industry customer base for a SaaS software business.

Technical Responsibilities

• Develop and execute sales plans for the region to achieve corporate goals
• Direct sales forecasting activities and set performance goals for the regional sales team
• Direct sales and sales development activity by setting goals and performance targets for the team
• Hire the local sales team and build a strong culture
• Engage regional direct sales organisations to align on and build awareness of products and services
• Represent the organisation at local events and community meetings
• Support Sales Representatives in delivering sales presentations to key clients and industry or market entities
• Prepare periodic sales reports outlining metrics on volume, pipeline, and strategic targets

Professional Experience

• Ten or more years of a successful track record selling software and SaaS solutions to a multi-industry client base
• Four or more years of sales team management experience, including responsibility for national targets in the ANZ markets
• Three or more years of experience selling within the Salesforce.com ecosystem and working with Salesforce go-to-market teams
• Experience building sales teams, managing top performers to overachieve, and managing underperformers out of the business
• Consistent achievement of meeting and exceeding challenging sales targets, contributing directly to the significant revenue growth of a software or SaaS company
• Experience selling technical solutions to CIOs at large enterprises and mid-market companies
• Experience using Salesforce as a multi-functional CRM platform
• Experience working in a transactional sales model
• Experience working with US-based companies from Australia

The Area Vice President of Hospice Outreach develops sales representatives and outreach teams to establish new business contacts and maintain existing relationships across an assigned territory, overseeing the full scope of day-to-day business development operations for the hospice organisation. Collaborating with hospice operations and the broader medical community, this role advances market share growth and quality service delivery by setting revenue goals and executing targeted sales and marketing plans.

Job Functions

• Set and achieve goals for sales revenues and growth in market share
• Develop, manage, and support the outreach team and sales initiatives
• Recruit, hire, assign, and evaluate staff to ensure delivery of quality service to accounts
• Collaborate with the hospice operations team to positively impact the assigned market and region
• Work with all members of the medical community to promote home care and hospice services
• Travel extensively overnight to meet the needs of the organisation and multi-site operations throughout assigned regions and territories

Background & Experience

• High School Diploma required
• Bachelor's degree in business and/or management preferred
• Five years of sales experience
• Two years of home health care and/or hospice sales experience
• One year of supervisory experience within the healthcare industry preferred
• Must have reliable transportation, a current driver's licence, and required liability insurance

Embedded within Okta's North American Enterprise Sales organisation and reporting to the SVP of Sales, the Area Vice President of Enterprise Sales builds and oversees a team of quota-carrying Account Executives across the Northeast, developing a go-to-market plan aligned with Okta's overall strategy. Working closely with internal stakeholders, partner ecosystems including ISVs, resellers, and GSIs, and key customer executives, this role advances Okta's position as a global market leader by overachieving regional bookings targets and pipeline generation goals.

Strategic Responsibilities

• Hold full accountability for delivering on agreed targets for the enterprise segment
• Propose, drive, and execute the business plan to overachieve sales goals
• Analyse market dynamics to maximise existing successes and create new sales growth opportunities
• Define territories and align resources around key opportunities, including named accounts, prospects, partners, and industry verticals
• Own the pipeline generation initiative and work with internal stakeholders to deliver the pipeline needed to meet bookings targets
• Act as the senior-level contact for public relations and executives of key customers in the territory
• Actively assist in closing large opportunities
• Ensure the best utilisation of supporting resources in conjunction with the sales management team
• Develop and maintain relevant senior-level contacts within the partner ecosystem, including ISVs, resellers, and GSIs
• Manage forecast accountability and supporting metrics such as pipeline coverage and average selling price
• Recruit, hire, train, and develop sales staff, and foster a positive team environment

Qualifications & Experience

• Demonstrated success in leading a high-performing sales team within a SaaS or software sales environment
• History of hiring, developing, and retaining exceptional talent, and experience leading individual contributors to deliver on targets
• Successful track record in an enterprise sales environment, with experience in higher-transaction-volume, mid-market sales also valuable
• Successful history of closing business and overachieving quota, with demonstrated ability to accurately forecast sales results
• Passionate about customer success, with a drive to turn new customers into long-term vocal references
• Ability to thrive in a rapidly changing, high-growth environment
• Excellent presentation, listening, and communication skills, with strong collaboration abilities
• Ability to travel approximately 25%

Reporting to the Area President, the Area Vice President, Executive Director serves as the primary relationship manager for the VEBA Trust's Board and co-chairs, overseeing a team of internal and external senior-level consultants to execute the Trust's Strategic Plan. Partnering with lawyers, Boards of Directors, School District leaders, Administrators, and Unions, this role refines benefits strategy, secures existing business, and drives growth through the addition of new participating employers across the insurance brokerage space.

Scope of Work

• Serve as the key client relationship manager for the co-chairs and Board to ensure the highest level of client satisfaction in the execution of the Strategic Plan
• Partner with a high-performing senior-level team to ensure the long-term health and strategic growth of the Trust
• Serve as a spokesperson to build strong relationships in the community, including with industry executives, public officials, and leaders in the education space
• Work in concert with outside constituents, including lawyers, Boards of Directors, School District leaders, Administrators, and Unions
• Navigate conflict using engagement and education to facilitate an understanding of differing perspectives and priorities to help achieve Board consensus
• Lead and act as the strategic point-person responsible for a group of internal and external senior-level consultants contributing to the management of the Trust
• Coordinate Board discussion regarding product requirements, benefits trends, competitive landscape, and marketing programs, and facilitate feedback to different areas of the Trust's business regarding operational needs, business opportunities, and marketing and sales programs
• Secure existing business and drive growth through the addition of new participating employers, as well as the expansion of services and coverage levels
• Oversee the annual renewal of business, including understanding customer needs, coordinating with carriers, coordinating technical consultants and delivery partners, and delivering to customers
• Spearhead special projects based on the Strategic Plan that are within the scope of skills and abilities
• Identify any issues that arise in accordance with the Administrative Services Agreement and bring them to the attention of the Area President
• Assist, educate, and develop other staff members
• Manage a consulting, sales, and service team focused on delivering an excellent experience for participating members of the Trust

Requirements

• Bachelor's degree required
• Professional designation (CEBS) required; MBA or JD preferred
• Active Life and Health license or willingness to obtain
• Seven or more years of related experience required
• Excellent knowledge of the insurance brokerage business
• Advanced proficiency in Microsoft Office
• Outstanding verbal and written communication and strong presentation skills
• Strong organisational skills, project management ability, and analytical ability
• Ability to build collaborative and mutually meaningful relationships with internal and external clients
• Ability to act independently with minimal direction and to travel approximately 25% of the time

Sitting at the intersection of sales leadership and revenue operations, the Area Vice President of Sales at Quantum Metric defines and executes a regional sales strategy aligned with the CRO's go-to-market direction, leading first-line sales leaders and quota-carrying reps assigned to named accounts within the area. Operating across SDR, SE, Account Management, Channel, Product Marketing, and Customer Success teams, this role delivers consistent quarterly revenue results in a predominantly untapped market by building executive relationships within Fortune 1000 companies.

Day-to-Day Responsibilities

• Work with first-line sales leaders to develop regional and industry go-to-market plans with a focus on geographies and industries
• Ensure regional sales teams and individual sales representatives beat quota consistently while learning and implementing the sales methodology, including effective use of tools and systems that assist with tracking leading indicators for forecasts
• Partner with leadership teams for SDR, SE, Account Management, and the Channel team to ensure all phases of pipeline generation, customer engagement, and deal cycle are aligned with complementary actions and shared accountability
• Help first-line managers and sales representatives qualify and solve customer pain points by educating key decision-makers about the unique value proposition, in partnership with Sales Engineering, Product Marketing, and Customer Success teams
• Collaborate with first-line managers to ensure the success of pipeline generation and drive opportunities through closure to referencability
• Recruit, hire, enable, mentor, and ramp a team of top-performing sales professionals capable of building executive relationships in prospect and customer accounts
• Maintain responsibility for accurate forecasting and tracking of leading indicators to ensure consistent and predictable quarterly results aligned with company revenue goals
• Conduct financial and strategic planning of the territory to ensure goals are achieved and that corrective actions or changes in strategy are communicated and implemented where applicable

Minimum Qualifications

• Minimum five years of experience as a first-line sales leader with a track record of leading sales teams that beat quota
• Proven ability to generate new relationships with executives in Fortune 1000 companies
• Demonstrated understanding of enterprise software and related technology, people, and processes
• An organised and systematic approach to enabling sales leaders and representatives to follow a sales process, including research, meeting preparation, territory management, and account planning
• Ability to participate in meetings with sales representatives and build credibility, selling to line-of-business leaders and CX Insights and Analytics leaders
• Self-starter who demonstrates courage and creativity in solving problems, helping sales representatives build pipeline, and closing sales
• Ability to thrive in a start-up environment where change is constant, and obstacles are overcome with optimism, creativity, and teamwork
• Articulate, thoughtful, professional, organised, concise, humble, and accountable
• Excellent communication skills and a high emotional IQ

A key member of the field sales leadership team, the Area Sales Leader manages in-region quota-carrying sales managers to increase revenue across assigned territories through direct sales and reseller partnerships for ExtraHop's security and network solutions. Collaborating with resellers, field sales engineers, and senior executives in the territory, this role oversees pipeline qualification, accurate forecasting, and the development of a sales force capable of building and closing a pipeline four times the assigned target.

Core Responsibilities

• Drive agreed-upon sales strategies and processes to meet and exceed sales goals
• Develop a sales plan, including target-setting and allocating named accounts
• Hire, train, motivate, and retain an effective sales force, and coach and support the ramp-up and development of sales force capabilities
• Manage the team's pipeline, qualify opportunities, and accurately forecast business every week
• Work proactively with resellers and partners to grow business in the territory
• Meet and exceed assigned sales targets by closing new accounts and growing revenues in existing customer installations
• Identify prospects through cold calls, lead follow-up, and face-to-face meetings, and build a qualified pipeline to cover four times the assigned target
• Define a win-strategy for key opportunities and call on senior executives to understand the business, decision-making, and financing processes of the territory
• Present and demonstrate products to customers and prepare and implement strategic sales account plans for all customers
• Ensure resellers, field sales engineers, and management are working together in the sales process, including lead generation, registering opportunities, accurately forecasting revenue, and tracking to the required revenue goals
• Become the executive sponsor in the assigned region for key customers
• Maintain Salesforce hygiene within the required parameters

Technical Qualifications

• Four-year degree or equivalent in a related discipline, such as information technology, computer science, business, or engineering
• Five to ten years of experience managing remote field sales teams
• Proven history of sales success in security, cloud, network, application management, or related IT infrastructure solutions
• Solid understanding of enterprise security and demonstrated technical acumen to articulate a value proposition in a differentiated and compelling manner
• Acute commercial skills with an understanding of how to support Cloud, Capex, Opex, and finance requirements
• Existing senior-level relationships at a wide range of enterprise accounts in the assigned territory
• Strong communication, organisational, and interpersonal skills with a strong independent work ethic

Long-term growth in healthcare workforce solutions depends on the Area Vice President, Business Development, who initiates and enables software solution opportunities that accelerate IntelyCare's growth and profitability by developing and executing business development strategy, tactics, and market research. Serving as the senior business development leader in a matrixed environment, this role oversees the full software solutions sales cycle from prospecting through renewal and upsell while partnering with Sales Operations, Marketing, and Recruiting to drive market penetration.

Delivery Expectations

• Create, administer, and implement Software Solution strategies and tactics
• Identify, evaluate, solicit, and follow up with targets through multiple sales, communications, and marketing methods, including cold calling, conference attendance, social media, public relations, drip campaigns, and presentations
• Initiate and develop relationships with key partners and corporations to identify and meet prospects' business needs
• Oversee and implement the full Software Solutions sales cycle, including market research, needs analysis, pitch, closing, renewal, and upsell
• Maintain relationships with clients and partners to ensure project success
• Communicate the unique selling proposition based on the prospect's needs and available solutions
• Create and customise presentations and other business development materials
• Establish and achieve sales goals, metrics, and milestones for large corporate agreements and channel partnerships
• Accurately forecast weekly progress and success aligned with company goals in the CRM
• Partner with Sales Operations, Marketing, and Recruiting to drive market penetration and manage go-to-market Software Solutions initiatives, applying oversight and feedback to key departmental requirements and processes
• Provide field-level competitive intelligence, insights, and feedback to key operations, product, and technology initiatives to ensure solutions meet market needs

Knowledge, Skills & Abilities

• Bachelor's degree required
• MBA or master's degree a plus
• Ten or more years of sales or business development experience in healthcare, including pharmaceutical, biotech, medical device, hospital, health system, or other healthcare entities
• Track record of closing deals and meeting or exceeding sales goals with large corporate agreements and channel partnerships
• Experience leading and executing a full sales cycle, from prospecting through closing, retention, and upsell
• Experience leading sales teams in a matrix format is a plus
• Experience with post-acute care, nurse staffing, and/or workforce solutions a plus
• Knowledge of applicable market trends, regulations, and standards affecting nursing, post-acute care, medical staffing, and/or home care
• Proficiency in MS Word, Excel, PowerPoint, and CRM systems, with the ability to learn new technology systems quickly
• Ability to consistently manage numerous high-priority projects simultaneously and to work both independently and collaboratively
• Exceptional customer service and interpersonal skills, with a professional image and flexible approach to accommodate new programme growth and change

As the Area Vice President, Operations, this role oversees a staffing industry P&L of $150M or more, partnering with Finance and regional leaders to develop the Operating Plan, drive succession planning, and manage headcount against budget across the assigned region. The operations and finance leadership team relies on this work to identify large accounts, execute quarterly business reviews, mentor future leaders, and sustain profitable regional growth through data-driven decision-making.

Ownership Areas

• Collaborate with leaders across operations and internal department heads on strategy, action plans, technology evolution, and improvements to processes and procedures to grow current verticals and add new business lines
• Identify large accounts within the region and operate as Executive Sponsor, attending Quarterly Business Reviews and key meetings with the region's top accounts
• Plan for growth across the region through succession planning and mentoring future leaders, and host Regional Leadership Meetings
• Establish hiring goals, provide guidance and oversight on achievement of budgeted headcount, and recruit and interview strategic hires
• Develop the Operating Plan with the Finance department and monitor and grow a P&L of $150M or more, managing leaders to budget achievement through goal-setting and accountability to metrics

Background & Experience

• Bachelor's degree with corresponding experience
• Minimum ten years of experience within the staffing industry
• At least seven years in a Director or Senior Director of Operations role or similar operational leadership role
• Minimum three years of leadership experience in staffing, specifically in a Director or Senior Director of Operations role or equivalent
• Budgeting experience required, with the ability to understand financial reporting and how operations can impact reporting
• Experience using internal and external data to manage expansion
• Ability to develop high-potential leaders and lead a high-performing operation
• Strong analytical skills and strategic thinking, with a results- and deadline-driven approach
• High level of professional integrity, accountability, and the ability to network, communicate, and build strong and genuine relationships
• Highly organised, able to manage multiple priorities in an environment of change, and able to work effectively both independently and in collaboration with diverse groups
• Proficiency with business or technical programmes, including spreadsheets and databases
• Excellent interpersonal communication skills

Area Vice President, Revenue Cloud Sales manages a growing organisation of Regional Vice Presidents and Account Executives to set and execute Salesforce's aggressive customer acquisition strategy across the Communications, Media, and Technology sector. The work directly supports complex enterprise deal transactions, accurate sales forecasting, and cross-functional collaboration with Account Development, Solution Engineering, Consulting Services, Customer Success, and Channels to expand the customer base and sustain annual revenue growth.

Executive Functions

• Set and execute an aggressive customer acquisition strategy to generate annual growth in revenue and bookings
• Assume leadership of a growing sales organisation of Regional Vice Presidents and Account Executives to help drive complex enterprise deal transactions
• Thrive in challenging and unprecedented times, motivating and inspiring a team that is primarily working remotely, and anticipating market changes and acting on them quickly
• Maintain key customer relationships and develop and implement strategies for expanding the customer base within Communications, Media, and Technology
• Provide detailed and accurate sales forecasting and manage the overall sales process, setting appropriate metrics for sales funnel management
• Plan and manage at both the strategic and operational levels
• Work cross-functionally with all field teams, including Account Development, Solution Engineering, Consulting Services, Customer Success, and Channels
• Establish trusted relationships with key corporate teams, including Industry Marketing, Product Development, Product Management, and Recruiting

Qualifications & Experience

• Bachelor's degree preferred
• Eight or more years in software and/or applications sales, ideally in a CRM, ERP, and/or B2B software company, selling primarily to the CxO level
• Second- or third-line leadership experience leading teams in strategic enterprise sales in the US
• Strong track record of recruiting, developing, coaching, and retaining a high-performing enterprise sales organisation with consistent overachievement of quota and revenue goals
• Strategic enterprise sales experience and revenue achievement, selling multiple enterprise software offerings, with experience selling cloud-based enterprise applications strongly preferred
• Proven success working within a highly matrixed organisation and establishing strong relationships across all functions
• Proven track record of building satisfied, loyal, and referenceable customers
• Strong operational and analytical abilities

The Area Vice President, Operations, creates a framework of accountability for the profitable management of assigned funeral homes and cemeteries in the Western Region, overseeing P&L performance, CapEx programmes, workforce utilisation, and regulatory compliance across all assigned facilities. Reporting to regional leadership, the Area Vice President, Operations partners with Location Leaders to deliver exceptional customer service, enforce uniform standards, and execute ShareLife initiatives that maximise family engagement and financial results.

Operational Focus

• Complete responsibilities for the region's P&L and the profitable success of all assigned facilities
• Research, evaluate, develop plans, present findings and costs, gain approval for, and implement programmes that enhance the profitability of the region
• Coach, motivate, mentor, and teach Location Leaders and teams within the region, and hold team members accountable for the highest levels of performance
• Lead regional budget preparation, workforce and equipment utilisation, scheduling, and CapEx programmes within the region
• Promote and monitor regulatory compliance and safety programmes of the region, including compliance with OSHA, FTC rules, and company policies
• Ensure that standards and procedures are uniformly understood, consistently interpreted, and administered
• Review monthly, weekly, and daily employee financial reports, labour hours, and productivity reports to ensure effective and equitable use of the workforce and overtime
• Provide exceptional customer service to all families and customers, clearly articulating the value of ShareLife® and ensuring every family is offered every option every time

Education & Experience

• Mortuary Science Degree or Bachelor of Business preferred
• Licensed funeral professional preferred
• Minimum six years of progressively complex experience in funeral service, cemetery, or an equivalent position
• Strong leadership skills, emotional intelligence, and unimpeachable business ethics
• Strategic thinking with an innovative and process-oriented approach
• Ability to make decisions based on financial and business analytics
• Excellent organisation and communication skills

Embedded within a Tier 2 Broadband Service Provider sales structure, the Area Vice President, Major Accounts develops and expands sales strategy across a portfolio of major accounts while managing day-to-day sales team operations to sustain high-velocity, high-quality performance. Working closely with the sales team and senior BSP executives, this role executes account strategy reviews, positions intelligent hardware networks, software, and cloud-based solutions, and provides escalation support to drive consistent overachievement of quota across regional, national, and cross-cultural account footprints.

Work Activities

• Manage people and strategic accounts
• Lead by example by demonstrating industry knowledge and ongoing skills improvement
• Drive and assist overall sales strategy and execution within assigned accounts
• Provide leadership, mentorship, career development, and coaching to the sales team
• Position intelligent hardware networks, software, and cloud-based solutions to the target market
• Coordinate account strategy reviews and provide coaching to the team on outputs to management
• Provide escalation and direct support for the sales team

Skills & Qualifications

• Minimum ten years of experience in broadband sales with specific knowledge of leading Tier 2 BSP accounts
• Track record of leading teams that over-achieve quota, ranking in the top 10–20% of the company in past positions
• Experience building and managing successful sales teams, demonstrating growth in the target market, including managing teams covering major accounts, regional, or national footprints, and cross-cultural teams
• Exceptional track record of delivering complex solutions and services for Broadband Service Providers to reduce complexity and OPEX while enabling subscriber growth
• Strong knowledge of broadband fundamentals and analytics in both legacy and intelligent network deployment models, with competitive knowledge and positioning in BSP access, cloud, and premise solutions
• Senior executive-level relationships and proven success within the Tier 2 space
• Understanding of the global cloud services market and ability to properly position and monetise solutions
• Strong interpersonal, written, and public speaking skills, with the ability to work effectively across multiple audiences and levels within internal and external organisations

Reporting to global sales leadership, the Area Vice President, GRC and ESG Solutions Sales guides a team of IRM leaders and sellers to establish market leadership in the GRC and Integrated Risk Management space, developing global go-to-market strategies in coordination with Product Management and Product Marketing. Partnering with integration and implementation partners, key accounts, and cross-functional product teams, this role elevates IRM and ESG awareness initiatives and meets global revenue targets while maintaining trusted advisor relationships across a broad customer community.

Key Responsibilities

• Develop global sales and go-to-market strategies and objectives in coordination with Product Management and Product Marketing to establish leadership in the GRC and Integrated Risk Management space
• Work with leadership across the business to expand and integrate ESG initiatives into the broader sales go-to-market strategy
• Provide industry expertise in the development and integration of specific market strategies and programmes
• Lead and enable a high-performing team of IRM leaders and sellers, driving customer success and IRM and ESG awareness
• Develop and maintain strong relationships with key accounts, priority customers, partners, and the industry at large
• Closely monitor competitor activity and report on opportunities, obstacles, challenges, and red flags that may hinder capturing key customer accounts
• Become a trusted advisor to the community of customers
• Meet global revenue targets

Required Qualifications

• Ten or more years of sales management experience in IRM or a similar field, with global leadership experience preferred
• Demonstrated experience working collaboratively in co-selling and team-selling environments and/or carrying a sales cycle from start to finish
• Strong track record working with integration and implementation partners and meeting sales KPIs and quota consistently
• Experience working collaboratively with product management, product marketing, and product development
• Ability to effectively communicate a value proposition and key differentiators to prospects
• Self-starter, driver, and out-of-the-box thinker