[Hiring] Vice President, Territory Sales @Fictiv

Role Description

The Vice President, Territory Sales leads the national territory field sales organization — six frontline sales directors, each leading six to eight field account executives, for a combined organization of roughly 50 — with full ownership of the territory revenue plan and the mandate to sell the entire solution offering across Custom, Configurable, and Standard components. This is a P&L-minded operator role charged with raising the ceiling of a proven, revenue-producing organization.

• Elevating frontline sales management
• Instilling disciplined account planning and pipeline rigor
• Shifting the conversation from part numbers and price to productivity, uptime, and total cost of ownership

You will report to the Chief Revenue Officer.

Qualifications

• Has led a multi-region B2B field sales organization with full revenue ownership
• Proven multi-layer leadership: has led leaders of leaders (sales directors and their seller teams)
• Has operated through significant organizational scaling or transformation
• Direct experience shifting a transactional or catalog-driven sales motion toward consultative, full-solution, value-based selling
• Operating rigor: CRM discipline, pipeline analytics, territory design, and structured qualification methodologies (MEDDPICC or equivalent)
• Change leadership under integration conditions
• High say:do ratio — moves fast, holds commitments, and builds organizations that operate the same way

Requirements

• 15+ years of B2B sales leadership in industrial manufacturing, factory automation components, industrial distribution, or adjacent technical product sectors
• Has personally led a book of business of $250M or more
• Career experience inside a company that scaled through and beyond $1B in revenue
• Has led a field sales organization of comparable scale — roughly 50 sellers across multiple frontline management layers
• Experience selling a multi-product solution (custom, configurable, and standard, or equivalent breadth)
• Deep fluency in the catalog motion, the MRO and plant-floor buyer
• Experience applying AI tools to seller productivity, territory planning, or account prioritization

Benefits

• Competitive medical, dental, and vision insurance
• 401K plan
• Parental leave programs
• Paid volunteer days
• And much, much more!

Travel

• Ability to travel approximately 50% annually, national, in-territory and field-facing
• Director ride-alongs, key account visits, sales kickoff (SKO), quarterly business reviews (QBRs), and integration milestones

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Standard office and home-office work environment with extensive computer, phone, and video-conference use
• Ability to travel by air and drive within assigned territory, including navigating customer plant floors and manufacturing environments during field visits

Leadership Character

• A sales manager's sales manager — energized by developing frontline leaders and being in the field
• Direct, honest, and accountable; communicates with clarity and takes challenges well

Salary

$340,000 to $420,000 OTE

Company Description

We’re actively seeking teammates who:

• Bring diverse perspectives and experience to our culture and company
• Excel at being part of a strong, empathetic team
• Thrive in an environment emphasizing respect, honesty, collaboration, and growth
• Have an ‘always learning’ mindset that celebrates learning, not just wins
• Help us continue to build a world-class organization that values the contributions of all of our teammates

We encourage applications from members of underrepresented groups, including but not limited to women, members of the LGBTQ community, people of color, people with disabilities, and veterans.