VP Sales

The VP of Sales owns the full revenue engine for the Assessments business - winning new logos, expanding accounts, and activating partners into a consistent source of pipeline and revenue. Reporting to the GM of Assessments and sitting on the leadership team, this role unifies direct sales, partnerships, enterprise account management, and revenue operations across five global brands including Everything DiSC, The Five Behaviors, and more.

This is a builder's role for a high-ownership operator who thrives at the intersection of strategy and execution - shaping go-to-market strategy while partnering closely with Product, Marketing, and Customer Success to drive sustained ARR growth.

Key Responsibilities

Revenue & Pipeline Leadership

• New ARR Ownership: Own and deliver the New ARR target across direct and partner channels; maintain accurate, up-to-date pipeline health to deliver consistent and predictable revenue growth for the Assessments business

• Customer Acquisition: Drive customer acquisition, conversion, and deal velocity through disciplined sales process management and high-quality pipeline development.

• Forecast Discipline: Own the weekly forecast cadence with the GM; ensure SaaS metrics (ARR, churn, CAC) are accurate and reported with clarity.

• Account Expansion: Manage account retention and expansion (NRR) in close partnership with Customer Success; build upsell and cross-sell motions across the installed base.

• Channel Alignment: Identify and resolve channel conflicts quickly between direct and partner motions; maintain clear rules of engagement across the commercial team.

Partner & Channel Strategy

• Partner Activation: Build and manage a high-performing partner ecosystem including resellers, referral partners, and influencer programs; drive partner-sourced revenue to 20%+ of total ARR.

• Tier & Compliance Management: Manage partner performance, tier compliance, and channel growth; hold partners to clear standards and invest in the highest-potential relationships.

• Partner GTM: Collaborate with Product Marketing to develop partner-specific go-to-market programs, co-marketing assets, and enablement resources.

Team Leadership & Culture

• Build, lead, and develop a high-performing team and establish a strong team culture focused on accountability, coaching, and continuous improvement.

• Provide clear performance management frameworks; set goals, hold regular reviews, and develop the next generation of commercial leaders.

Revenue Operations & Strategic Planning

• Own the CRM, sales tooling, data infrastructure, and enablement frameworks that allow the commercial team to operate at scale.

• Drive agile commercial processes and continuous improvement in sales methodology, qualification standards, and deal execution.

• Partner with the Assessments leadership team to align commercial strategy with business goals and present updates to senior stakeholders.

• Develop and manage commercial budgets, resource allocation, and vendor relationships within the growth function.

Customer & Market Focus

• Champion a customer-first commercial culture; ensure insights from the field are fed back into product and marketing decisions.

• Monitor industry trends in talent development, assessments, and HR technology to maintain competitive positioning.

• Partner with Product Marketing to refine ICP targeting, messaging, and competitive differentiation across the commercial team.

Required Qualifications

Experience

• 10+ years B2B SaaS commercial leadership, including 5+ years managing multi-functional teams (sales, partnerships, AM, rev ops).

• Proven track record owning and delivering $10M+ New ARR in a high-growth environment.

• Experience building a partner/channel program alongside a direct sales motion.

Skills

• Deep SaaS commercial fluency - ARR, NRR, CAC, win rate, quota attainment, churn.

• Strong people leader who builds high-trust teams and manages performance with clarity.

• Strategic and operational - sets a commercial plan and executes it with discipline.

• Excellent cross-functional collaborator; data-driven decision maker.

• Familiarity with Salesforce, SalesLoft, or equivalent rev ops tooling.

• Familiarity with Salesforce, Gong, or equivalent rev ops tooling.

Key Metrics Owned

• New ARR: New annual recurring revenue closed across direct and partner channels.

• Net Revenue Retention (NRR): Retained + expansion revenue minus churn, expressed as a %.

• Win Rate: Qualified opportunities resulting in a closed deal.

• Partner-Sourced Revenue (%): Share of New ARR from partner and influencer channels.

• Quota Attainment (%): Revenue-carrying reps hitting or exceeding individual quota.