VP of Sales, Enterprise (Americas) - Digital Natives

VP of Sales, Enterprise (Americas) - Digital natives

Location: United States, Remote

Compensation: $400-425k OTE + Meaningful Equity

 

A rapidly growing Series A enterprise infrastructure company is seeking a Vice President of Sales to lead and scale enterprise revenue across the Americas. This leader will own end-to-end revenue performance across new business, expansion, renewals, and net revenue retention for a high-impact enterprise segment (Digital Natives) serving some of the largest data-driven organizations in the world.

This is a foundational executive leadership role responsible for building a predictable, scalable enterprise sales engine following early customer traction. The ideal candidate combines strategic sales leadership with strong operational discipline and has a proven track record of building and scaling enterprise teams selling into technical and executive stakeholders in complex infrastructure environments.

The role reports directly to the CEO and will partner closely with Product, Engineering, Marketing, and Revenue Operations to define and execute go-to-market strategy in a rapidly expanding category.

 

Company & Product Overview

The company is building a next-generation compute optimization layer for modern data infrastructure. It sits transparently between applications and underlying data platforms such as Snowflake, Databricks, and other lakehouse ecosystems.

At a high level, the product addresses one of the most urgent and executive-level problems in enterprise data infrastructure today: runaway compute costs driven by explosive growth in analytics, AI workloads, and agentic systems.

Rather than requiring enterprises to migrate platforms, rewrite queries, or re-architect existing systems, the solution acts as a drop-in compute layer that immediately optimizes performance and cost across existing environments.

The value proposition is especially resonant in today’s environment where:

• Compute already represents ~25% of enterprise IT spend and is one of the fastest-growing cost categories
• AI adoption and agent-driven analytics are exponentially increasing query volumes
• Existing data platforms are becoming cost-prohibitive at scale despite their market dominance

Early enterprise traction has demonstrated strong ROI-driven adoption, including:

• Large-scale pilots progressing into $8–10M+ multi-year expansion opportunities
• Proven outcomes such as $12M+ incremental free cash flow impact over three years for a single enterprise customer through compute optimization
• Significant performance gains, including dramatic reductions in query latency and major improvements in analyst productivity

The company is also building a growing ecosystem of strategic partners, including major infrastructure providers and global systems integrators, to accelerate enterprise adoption and expansion.

 

Team & Scope

Build and own a high-performance team responsible for new business, expansion, and account growth, specializing in the Digital Natives vertical

Organizational scope includes:

• Enterprise Account Executives
• Sales Managers (to be hired and developed)
• Sales Engineering in close partnership with technical leadership

Responsible for designing the org structure, hiring strategy, and performance management framework to support rapid enterprise scale

 

Key Responsibilities

Revenue Leadership

Own enterprise bookings, renewals, expansion revenue, and net revenue retention across the Americas

Drive predictable revenue growth through disciplined pipeline management, forecasting rigor, and deal inspection

Translate company strategy into clear regional revenue plans, quota design, and execution priorities

Lead from the front on strategic enterprise deals with SVP, EVP, and platform leadership stakeholders

Identify revenue risks early and implement corrective actions to ensure consistent attainment

 

Sales Organization Leadership

Build, hire, and scale a world-class enterprise sales organization

Recruit and develop high-performing Account Executives and Sales Managers capable of closing complex enterprise infrastructure deals

Establish operating cadence including:

• Weekly pipeline and forecast reviews
• Deal inspection and executive alignment calls
• Quarterly business reviews (QBRs)
• Win/loss analysis and deal retrospectives

Instill a performance-driven, accountable, and execution-oriented sales culture

 

Enterprise GTM Execution

Drive enterprise go-to-market execution across direct sales, partner-led, and SI-influenced motions

Partner closely with strategic ecosystem players including:

• Infrastructure partners (Dell, Akamai)
• Systems integrators (Deloitte, Infosys, Tech Mahindra, Virtusa)

Align acquisition and expansion motions to create a seamless enterprise customer lifecycle

Work cross-functionally with Product and Product Marketing on:

• Positioning and messaging
• Pricing and packaging strategy
• Competitive differentiation against Snowflake, Databricks, and other data platforms

Develop scalable enterprise sales playbooks that enable repeatable land-and-expand motion

 

Operational Excellence

Build a high-integrity forecasting and revenue operations discipline across the organization

Partner closely with Revenue Operations on:

• Quota planning and territory design
• Compensation structure and incentive alignment
• Sales tooling and CRM optimization

Track and drive improvement across key enterprise metrics including:

• Pipeline coverage and velocity
• Win rates and conversion rates
• Average deal size and expansion rate
• Sales cycle length and deal progression
• Net revenue retention and churn

Continuously identify friction points in the sales process and implement scalable improvements

 

Leadership & Culture

• Build a high-performance, execution-focused enterprise sales culture
• Set a standard of accountability, urgency, and customer-centric selling across the organization
• Coach and develop sales leaders and individual contributors to consistently elevate performance
• Serve as a senior executive presence in key enterprise customer and partner engagements
• Lead from the front in strategic deals and high-impact revenue moments

 

Qualifications Required

10–15+ years of progressive experience in B2B SaaS or enterprise infrastructure sales leadership

Proven track record building and scaling enterprise sales organizations

Experience owning significant enterprise revenue responsibility ($50M+ ARR or equivalent scale)

Strong history of closing complex, multi-threaded enterprise deals ($500K–$10M+ range)

Deep experience selling into technical and executive stakeholders (SVP, EVP, platform leadership)

Strong command of forecasting, pipeline management, and sales operational rigor

Experience in early-stage or high-growth environments requiring 0–1 or 1–10 scaling capability