[Hiring] Vice President of Sales @Trustwell

Role Description

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.

• Own new-logo sales performance, territory and account coverage, pipeline generation and conversion, forecast commitments, deal strategy, talent development, and frontline sales management.
• Work closely with Revenue Operations, Revenue Enablement, Marketing, Solutions Engineering, Product, Finance, and Customer Success to align go-to-market execution across FoodLogiQ and Genesis Foods.
• 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.

Qualifications

• 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.

Requirements

• 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.

Benefits

• 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)

Company Description

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.