[Hiring] VP, Sales @Banyan Software

Role Description

You will own our revenue number and lead the next stage of growth. This is a player-coach role for a proven public-sector sales leader who runs a disciplined, predictable revenue engine, ideally one who has also won in the commercial market.

• Accountable for net bookings, forecast accuracy, pipeline health, and growth of our customer base.
• Lead the sales team, personally run our most strategic pursuits, and report to the CEO as a member of the Executive Leadership Team.
• Expect to spend roughly 40% of your week coaching and leading the team, 30% selling personally, and 30% building how we sell.
• Run the company on EOS (Entrepreneurial Operating System), managed in Bloom Growth.
• Understand RFPs, contract vehicles, and long public-sector buying cycles, and run a disciplined forecast every week.

Qualifications

• 10+ years of B2B SaaS sales, including at least 5 years leading quota-carrying teams.
• Proven, recent success selling to the public sector (state and local government and/or higher education).
• Hands-on player-coach: you lead a quota-carrying team and still coach and close deals personally.
• Forecasting discipline: command of Salesforce reporting and pipeline management.
• Bachelor's degree or equivalent experience.
• Ability to travel approximately 30–40%.

Requirements

• Federal selling experience, ideally with FedRAMP-authorized or other compliance-authorized solutions.
• A record of meeting or beating team targets at a company of roughly $5M to $50M in recurring revenue.
• Strong financial acumen: net bookings, annual recurring revenue (ARR), net recurring revenue, net revenue retention, gross margin, and EBITDA.
• Hands-on use of AI in sales leadership.

Benefits

• Own the full revenue engine.
• Lead the go-to-market for what's next.
• A defensible market position.
• A permanent owner: a profitable company backed by Banyan Software.
• A community of peers: join Banyan's global community of sales leaders.
• Real influence: competitive compensation and real influence on how we grow.

What You Will Own

• Revenue and Forecasting:
  • Own the company net bookings plan across new logos, expansion, and renewals.
  • Run the weekly forecast and pipeline review.
  • Keep Salesforce the single source of truth for stages and net bookings reporting.
  • Drive pricing and discount discipline.
  • Build the annual sales plan with the CEO and Finance.
  • Own the sales, marketing, and customer success budget.
• Strategic Selling:
  • Personally lead a named list of strategic pursuits.
  • Build pursuit plans for RFPs and cooperative purchasing.
  • Build executive relationships with fleet directors and procurement officers.
  • Represent the Agile Fleet brand at industry conferences.
  • Turn channel and technology partnerships into sourced pipeline.
• Team Leadership:
  • Lead, coach, and develop account executives and account managers.
  • Run sales, marketing, and customer success on our EOS cadence.
  • Get the most from the current team.
  • Hire well when roles open and onboard quickly.
• Marketing, COMMAND, and Customer Success:
  • Lead a small marketing team focused on qualified pipeline.
  • Own COMMAND, our annual customer conference.
  • Lead a small Customer Success team focused on retention and expansion.

What Success Looks Like in the First 12 Months

• Team delivers the annual net bookings plan.
• A forecast leadership can rely on.
• Pipeline coverage of at least 3x the forward-quarter target.
• Steady new-logo growth across government, higher education, and commercial fleets.
• Protect and grow a loyal customer base.
• Profitable growth that meets or exceeds the Rule of 50.
• Every seller productive and earning their commission.

Nice-to-Haves

• Experience in fleet management, telematics, transportation, mobility, asset management, or government technology.
• Experience selling combined hardware and software solutions.
• Experience in a private-equity-backed company.
• Existing relationships with fleet, transportation, or procurement leaders.
• Experience operating on EOS or a similar cadence.