[Hiring] Vice President of Sales @Adlib Software

Role Description

This is not a standard VP of Sales job. Insurance is our core growth driver and this role goes deepest there, but it carries the whole company number across life sciences, public sector and OEM as well, worldwide. It also has to absorb sellers and systems from an acquisition, and leave the sales function in a state that stands up to institutional scrutiny.

You will inherit a small, capable team and an open field. We are blending a startup mentality with an established business, so you can innovate faster while deploying proven sales tactics and processes that work. You are building the machine:

• Territory and quota design
• Capacity planning
• Methodology
• Deal inspection
• A forecast the Board can rely on

You report to the Chief Commercial Officer and sit on the commercial leadership team. You will also sell. At our current team size this is a working leadership role, and you will personally lead the largest opportunities in your first two quarters.

Qualifications

• Scale experience: You have taken B2B software businesses from $2M to $50M or more in ARR in a sales leadership seat.
• Insurance depth: You have sold into insurance carriers, MGAs, TPAs, brokers or reinsurers.
• Cross-industry range: You have carried a number across two or more unrelated verticals at the same time.
• Global remit: You have led sellers or carried a number across more than one region, including Europe.
• A team you built: You have personally recruited and ramped five to eight quota carriers.
• Operating rigor: You build quota from steady-state rep productivity and track attainment as a distribution.
• Acquisition integration: You have merged two selling teams after an acquisition.
• Exit experience: You have owned the sales side of a sale process or major diligence.
• Enterprise and regulated selling: You are credible on AI without overselling it.
• A working leader: You are still close enough to the work to run a deal yourself.
• Bachelor’s degree or equivalent practical experience.

Requirements

• Carry and deliver the company new ARR number worldwide, across all industries, direct and partner-influenced.
• Recruit, ramp and coach the quota-carrying team.
• Own territory design, quota assignment, and the sales capacity model.
• Own a weekly forecast with defined stage exit criteria and conversion rates.
• Own the executive relationships at target carriers, MGAs, TPAs and brokers.
• Bring the acquired selling team onto one CRM, one pipeline, one forecast and one comp philosophy.
• Partner with the Industry General Managers on vertical strategy and named accounts.
• Keep the sales function audit-ready.

Benefits

• Wellness and lifestyle spending account
• RRSP or 401(k) matching
• No limit vacation
• Extended maternity and paternity leave
• Employee assistance programs, and much more