[Hiring] Associate VP, Sales - Americas @Fortra

Role Description

This position is responsible for leading Fortra’s Americas regional sales organization, driving predictable revenue growth across non-vertical (geographic) markets. The AVP of Sales is a second-line leadership role, directly managing three first-line Regional Sales Directors and overseeing a team of quota-carrying Account Executives.

The AVP will operate as a “GM of the business,” owning pipeline generation, forecast accuracy, team performance, and execution rigor across their regions. Success requires strong sales leadership, operational discipline, and the ability to scale consistent go-to-market motions across a distributed team. This role partners closely with Marketing, Sales Engineering, Customer Success, and Channel to ensure aligned execution and a high-performing, customer-centric sales engine.

WHAT YOU'LL DO

• Lead, coach, and develop a team of Regional Sales Directors, driving accountability and performance across all regions
• Own regional revenue performance, including pipeline creation, forecast accuracy, and attainment of quarterly and annual targets
• Establish and enforce a consistent sales operating rhythm (SOR), including pipeline reviews, deal inspections, and forecast cadences
• Drive a high-performance culture centered on accountability, ownership, and “GM of your franchise” mindset
• Ensure strong pipeline health by focusing on leading indicators (pipeline coverage, opportunity creation, conversion rates)
• Coach leaders and teams on deal strategy using structured methodologies (e.g., MEDDPICC, Command of the Message)
• Partner with Marketing to drive demand generation programs and improve pipeline quality and conversion
• Align closely with Channel to ensure partner-first execution and effective leverage of the partner ecosystem
• Collaborate with Customer Success and Renewals teams to maximize retention and expansion within the installed base
• Inspect and improve forecast accuracy, ensuring consistent ±5% predictability and high-confidence commit calls
• Drive adoption of CRM and sales tools to improve visibility, data quality, and decision-making
• Identify gaps in process, coverage, or execution and implement scalable solutions to improve sales productivity
• Recruit, hire, and retain top sales leadership talent while building a strong leadership bench
• Represent the voice of the field to executive leadership, providing actionable insights on market conditions, product gaps, and customer needs
• Foster cross-functional alignment to ensure consistent execution across Sales, SE, Marketing, Product, and Customer Ops
• Other duties as assigned

Qualifications

• Minimum of 10+ years of sales experience, with at least 5+ years in sales leadership roles managing leaders
• Proven success leading regional or geographic sales teams in a quota-driven environment
• Demonstrated ability to drive predictable revenue through strong pipeline management and forecast discipline
• Experience leading second-line managers and scaling high-performing sales organizations
• Strong working knowledge of enterprise sales methodologies (e.g., MEDDPICC, structured deal inspection)
• Track record of exceeding revenue targets and driving consistent growth across multiple regions
• Exceptional leadership, coaching, and team development skills
• Strong business acumen with the ability to operate as a GM, balancing strategy and execution
• Excellent communication and executive presence, with the ability to influence across all levels of the organization
• Ability to manage multiple priorities in a fast-paced, evolving environment
• Willingness to travel as needed across the Americas

Preferred Qualifications

• Experience selling cybersecurity, data protection, SaaS, or enterprise software solutions
• Experience working in a hybrid direct and channel sales model
• Background in multi-product or platform-based sales organizations
• Experience leading through organizational transformation or go-to-market evolution
• Familiarity with CRM and forecasting tools (e.g., Salesforce, Clari) and data-driven sales management
• Bachelor’s degree in business, technology, or related field

Compensation

• 150,000 USD - 200,000 USD

Benefits

• Health, dental, and vision coverage as of hire
• Immediate enrollment in 401(k), HSA, and FSA plans
• Flexible PTO policy
• Tuition and personal enrichment reimbursement
• Option to enroll in ID Theft Protection Program