[Hiring] Global Vice President, Mid-Market Sales @BlueCat

Role Description

We are looking for a hungry and experienced Global Vice President of Mid-Market Sales to build and lead our worldwide Mid-Market sales organization across North America, EMEA, and APAC. The Mid-Market segment is defined as customers under 10,000 employees or $5B in revenue. This is a high-impact leadership role responsible for the global strategy, execution, and results of a segment that is central to BlueCat’s growth. We are looking for a true builder and a do-er who creates the model, designs the plan, and builds the activities and operating rhythm to deliver it, not someone who has only executed a plan handed to them.

You will lead through regional sales leaders and field teams, operating our Velocity Engine, a partner-first strategy, and an activity-driven sales model to deliver repeatable, scalable, and predictable growth. This position reports to BlueCat’s Chief Revenue Officer.

What You'll Own

• Build the operating model and go-to-market plan, define the activities and cadences that drive results, and own the outcome end to end.
• Lead and develop a global Mid-Market sales organization, managing regional sales leaders and their teams of Account Executives across North America, EMEA, and APAC.
• Own the global Mid-Market ACV and bookings targets on an annual and quarterly basis, and deliver consistent attainment across all regions.
• Run the Velocity Engine globally: drive a consistent, repeatable sales motion that increases pipeline velocity, shortens sales cycles, and improves conversion at every stage.
• Execute a partner-first strategy: ensure Mid-Market business is sourced, influenced, and closed with BlueCat’s channel partners, and work closely with Worldwide Channel and Alliances to build joint business plans, grow partner-sourced pipeline, and register and win deals together.
• Champion an activity-driven model: define, instrument, and inspect the daily and weekly behaviors that lead to successful outcomes, and coach leaders to manage to those leading indicators.
• Own global pipeline generation, pipeline management, system hygiene, and accurate forecasting; deliver reliable forecast calls to executive leadership.
• Partner with Marketing, Sales Engineering, Customer Success, Sales Operations, Finance, and Product to align demand generation, enablement, and coverage models.
• Design and evolve the global Mid-Market coverage model, territory structure, quota capacity, and compensation alignment.
• Play a key role in recruiting, hiring, onboarding, and developing sales leaders and sellers across regions; build a deep bench and a culture of coaching.
• Drive and foster a fun, inclusive, and winning culture that reflects our culture code, and win as One with colleagues across the company.
• Lead quarterly business reviews, performance reviews, and operating cadences globally, and report on performance, risks, and opportunities to the CRO and executive team.

Qualifications

• 10+ years successfully selling enterprise software with a consistent track record of exceeding quota.
• At least 5 years in sales leadership, including experience leading leaders and managing a multi-region or global team.
• At least 2 years selling infrastructure solutions to IT buyers; background in networking, DNS/DDI, cloud, or security is a strong plus.
• Proven success leading teams in high-performing, growing software sales organizations, including building or scaling a Mid-Market or Commercial segment.
• Demonstrated “GM of the business” mindset and a hands-on builder’s track record.
• Experience selling into companies of roughly 2,000–10,000 employees or $1B–$5B in revenue.
• Deep experience with partner-led and channel-first go-to-market models.
• Experience implementing activity-based management, sales methodologies, and operating rhythms that improve pipeline velocity and forecast accuracy.
• Experience landing new logos, developing territories, and expanding existing accounts in partnership with Customer Success.
• Experience operating across multiple geographies and cultures; comfortable adapting playbooks to regional market dynamics.
• Bachelor’s degree required.

Key Attributes

• Exceptional oral and written communication skills and proven negotiation skills, with executive presence.
• Passionate about the skill and career development of others and about leveraging teams to multiply success.
• Takes pride in the daily process that leads to future success. Metrics driven.
• Enthusiastic. Loves to win, but hates losing more.
• Will break glass to delight customers and partners.
• Loves to learn and grow.
• Ability to travel frequently globally, including to partner, customer, and company events.

Benefits

• Comprehensive benefits package, including medical, dental, and vision insurance.
• Tax advantaged accounts (HSA, FSA).
• Annual Lifestyle Spending Account (LSA).
• 401(k) with company matching.
• Paid parental leave.
• Vacation, personal, and wellness days.
• Annual learning and development budget.
• Participation in the company's annual bonus program.