Vice President of Sales

Role: Vice President of Sales

FLSA: Full Time | Exempt | Salaried | Remote (US)

Reports to: Chief Revenue Officer

Scope of Position: The VP of Sales is accountable for driving new business bookings, sales execution, and predictable revenue growth across Trustwell’s software portfolio. Reporting to the Chief Revenue Officer, this leader will translate company growth objectives into a disciplined sales strategy and build a high-performing, accountable sales organization.

This role owns new-logo sales performance, territory and account coverage, pipeline generation and conversion, forecast commitments, deal strategy, talent development, and frontline sales management. The ideal candidate combines strategic leadership with hands-on coaching, rigorous operating cadence, and a proven ability to scale enterprise and mid-market SaaS sales.

Working closely with Revenue Operations, Revenue Enablement, Marketing, Solutions Engineering, Product, Finance, and Customer Success, the VP of Sales will align go-to-market execution across FoodLogiQ and Genesis Foods and deliver measurable improvements in sales productivity and customer acquisition.

Essential Duties & Responsibilities:

• Own new-logo bookings performance and attainment against annual and quarterly revenue targets across enterprise, mid-market, and international sales segments.
• Develop and execute sales plans, territory coverage, account prioritization, and capacity strategies aligned with Trustwell’s ideal customer profile and growth objectives.
• Lead, coach, and develop sales leaders and account executives; establish clear expectations, performance standards, and accountability.
• Own forecast accuracy and inspection through consistent pipeline reviews, deal strategy sessions, qualification discipline, and executive reporting.
• Drive pipeline creation and conversion in partnership with SDR leadership and Marketing, ensuring effective prospecting, lead follow-up, and opportunity progression.
• Build repeatable sales motions across FoodLogiQ and Genesis Foods, including cross-platform selling, multi-product positioning, and complex enterprise pursuits.
• Lead executive engagement, commercial negotiations, and deal strategy on strategic opportunities; remove obstacles to closing business.
• Establish and monitor KPIs including bookings, quota attainment, pipeline coverage, win rates, sales cycle, average contract value, and rep productivity.
• Partner with Revenue Operations on CRM hygiene, sales reporting, territory design, compensation inputs, and data-driven decision making.
• Partner with Revenue Enablement on onboarding, coaching, sales methodology adoption, and faster ramp to productivity.
• Collaborate with Product and Solutions Engineering to bring market feedback into product positioning, competitive strategy, and customer solutions.
• Recruit, retain, and develop high-caliber sales talent; proactively manage performance and succession planning.
• Create a culture of ownership, customer-centric selling, operational rigor, collaboration, and consistent execution.
• Other responsibilities as needed.

Required Skills/Abilities:

• Demonstrated ability to lead and scale high-performing B2B SaaS sales organizations and consistently deliver bookings targets.
• Strong executive presence, commercial judgment, and ability to engage C-suite buyers and internal leadership.
• Deep expertise in enterprise and mid-market sales cycles, pipeline management, forecasting, and complex deal execution.
• Experience managing multi-product software portfolios and value-based selling to multiple stakeholders.
• Highly analytical; able to diagnose funnel and productivity gaps and translate findings into corrective action.
• Strong people leadership, recruiting, coaching, performance management, and organizational development skills.
• Ability to balance long-term GTM strategy with hands-on field leadership and deal execution.
• Exceptional communication, negotiation, presentation, and cross-functional collaboration skills.
• Experience implementing structured qualification methodologies, mutual action plans, and sales operating cadences.
• Proficiency with Salesforce and modern sales engagement, forecasting, and reporting tools.
• Demonstrated ability to lead through change in a fast-growing, metrics-driven organization.

Education/Experience:

• 10+ years of progressive B2B sales experience, including significant leadership experience in SaaS or enterprise software.
• 5+ years managing sales teams and leaders with direct accountability for bookings and quota attainment.
• Proven success scaling sales performance in a recurring-revenue business; experience in a $50M+ ARR environment preferred.
• Experience in food manufacturing, food safety, compliance, supply chain, ERP, PLM, QMS, or related enterprise software preferred.
• Bachelor’s degree required; MBA preferred.

Supervisory Responsibilities:

• Direct management and development of sales leadership and account executives across assigned segments.
• Accountability for hiring, onboarding partnership, coaching, performance management, and succession planning.
• Leadership of sales execution, forecast commitments, territory coverage, and strategic deal escalation.

Total Rewards Package:

• Full healthcare benefits, including medical, dental, and vision.
• Supplemental benefits, including STD, LTD, HSA, 401k, etc.
• Responsible Time Off (PTO) + Holiday Pay
• Competitive Compensation + Bonus!
• Excellent culture, growth opportunities, plus much more...

What to expect - the Hiring Process!

• Interview with Human Resources
• Interview with Hiring Manager
• Peer Panel Interview
• Offer of Employment (Background Screening/References)

The compensation for this role is based on several factors, including the candidate's experience, education, skills, and alignment with the responsibilities outlined for the role. The pay range listed below is the anticipated base salary with anticipated on-target earnings (OTE) for this role up to $350k. This position is eligible to participate in the Company's equity program. .

To learn more about the culture & employee experience at Trustwell, check out our LinkedIn or GlassDoor!

Trustwell is an equal employment opportunity employer committed to hiring and retaining a diverse workforce. Applicants receive fair and impartial consideration without regard to race, sex, sexual orientation, gender identity, color, religion, national origin, age, disability, veteran status, religion, or other legally protected class. If you need accommodation for any part of the employment process due to a medical condition, or any disability, please contact a member of our human resources team.

Acceptable Background and References Required; Upon any conditional offers made by Trustwell. Equal Opportunity Employer/ DFWP/ Affirmative Action