Vp Sales

3 weeks ago

Vancouver, Canada ActiveState Full time

**Company**

ActiveState is seeking a Vice President of Sales to drive ActiveState to the next phase of growth. We are a fun and fast growing company in a hot space; trying to change the world by making it really easy for developers/enterprises to use open-source programming languages. We sell globally and to many of the top Global 2000 enterprises. We believe ActiveState can be to open-source programming languages what Github was to source code control.
ActiveState has a collaborative, respectful, and professional culture. We’re all about working together to find the best solutions and making sure that the experience of doing so is positive for everyone involved. There is a commitment from the CEO on down to making work at ActiveState a great experience for all.
Our company is a team of 60+ and growing, with 2/3rds of the positions in technical roles. We are a team distributed throughout North America and we maintain a set of core overlapping hours, but we’re flexible with specific start and end times and are understanding about appointments and life events.

**Opportunity**

Reporting to the CEO, Bart Copeland, the Vice President of Sales will be responsible for driving the strategy and execution of all Sales, Account Management and Customer Success initiatives and will ensure short

**Key responsibilities include**:

- Drive ActiveState revenue objectives.
- Define and implement the net new sales and expansion motions in support of the broader go-to-market strategy.
- Build, implement and execute a repeatable, scalable revenue playbook. Build a highly metric-driven, predictable revenue stream.
- Define and implement operational metrics for modern SaaS methodology, KPIs and other measurements of success that measure, optimize and continually improve efficiency and effectiveness of sales programs, tactics, and strategy.
- Work effectively to spur growth and maintain an extremely high net retention rate.
- Generate valuable feedback from customers, driving cross-functional dialogue with product and engineering teams around new product launch and messaging.
- Attract, coach, and develop a world-class sales team; the Vice President of Sales will add scale and organizational maturity to the company’s already fast-growing base.
- Create and execute long-term plans: strategies, goals, quotas, tracking mechanism and analytics.
- Be a hands-on leader who can evangelize the product in front of customers and drive larger deals when necessary.
- Maintain expert-level knowledge in key product functionality.

**Professional Qualifications**
- Strong understanding of selling SaaS/software/subscription revenue models to complex Enterprise customers. DevOps and data-centric security experience preferred.
- Proven track record of success within an emerging company. Success in scaling a sales team and revenue streams $10M-$50M.
- Minimum 10 years B2B software sales management experience working with a compelling and verifiable track record of success.
- Experience leading sales in an organization that targeted technical buyers (e.g., IT, Engineering, Security, Developers). Experience in open source language software or software composition analysis is a plus.
- Highly entrepreneurial sales executive who is willing to play an active role in large Enterprise opportunities to assist the team in driving revenue.
- Demonstrated success creating a strong sales engine and improving sales operations resulting in repeatable success.
- Track record of increasing productivity of sales teams through skill development, providing inspiration and building a highly-empowered culture.
- Strong problem-solving and creative skills and the ability to exercise sound judgment and make decisions based on accurate and timely analyses.
- Experience building and leading channel partner programs that complement the direct sales team is a plus.

**Personal Characteristics**
- Dynamic, forward thinking executive who will bring high intensity and commitment to ActiveState.
- Passionate and mission-driven about improving customer security and compliance in a high-threat world.
- Transparent, collaborative and unafraid to roll up their sleeves.
- Highly knowledgeable of SalesForce CRM and managing sales team through the SalesForce Platform
- Obsessed with making data driven decisions and using data to drive strong forecasting methodology.
- Appreciation of the importance of regimented processes when scaling a sales organization.
- High degree of intellectual horsepower with demonstrable emotional intelligence.
- Outstanding communication skills.
- Comfortable working with international teams across time zones in a distributed way.
- Entrepreneurial, highly self-motivated, passionate and energetic leader.

**Working At ActiveState**

ActiveState has a collaborative, respectful, and professional culture. We’re all about working together to find the best solutions and making sure that the experience of doing so is positive for everyone involved. Ther

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