Vice President, Sales (Remote)

Role 

We’re looking for an experienced, strategic, and hands-on Vice President of Sales to lead our sales organization through its next stage of growth. The VP of Sales will be responsible for building, leading, and executing a high performance sales strategy that drives consistent revenue growth. Reporting to the COO, you’ll lead a team of talented Account Executives and partner closely with Marketing, Customer Success, Sales Engineering, and Product to help shape the go-to-market engine for scale. 

This role is ideal for someone who’s previously served as VP of Sales at a high-growth cybersecurity company and thrives in a fast-moving, data-driven, collaborative environment. You should also love spending time in the field actively selling and developing deep relationships with runZero’s customers, prospects, and partners on their journey to becoming runZero advocates and champions.

Responsibilities 

• Own revenue growth: Develop and execute a scalable sales strategy that delivers predictable ARR growth across enterprise, mid-market, and federal segments, focusing on new customer acquisition and strategic expansions. 
• Lead and inspire: Build, train, mentor, and retain a high performing sales organization focused on execution, accountability, urgency, and teamwork, leading by example across all core sales functions. 
• Drive predictable sales outcomes: Perform data-driven forecasting, pipeline management, and sales strategy execution to consistently achieve sales targets across segments.
• Achieve operational excellence: Refine, assess, and establish scalable sales processes that continuously improve forecast accuracy, pipeline analysis, conversion rates, deal sizes, and velocity. 
• Close high-value opportunities: Successfully navigate complex sales processes and negotiations in strategic accounts, including the ability to establish deep relationships and rapport with C-suite sponsors and decision makers and to aid in closing large six- and seven-figure deals.
• Partner across all teams: Foster cross-departmental collaboration, including working with Marketing on pipeline generation and campaign strategies, with Product on prospect and customer feedback loops to inform the roadmap, and with Customer Success on expansion opportunities and customer retention. 
• Refine GTM strategy: Help define target segments, pricing models, and sales plays based on data-driven insights. 
• Comprehensive, consistent reporting: Deliver executive- and board-level reporting on sales performance on a weekly, monthly, and quarterly basis, measuring against key performance indicators and progress to goals.
• Data analysis and insights:  Provide insights on sales dynamics, risks, and opportunities derived from a deep understanding of sales and pipeline data, with the goal of informing refinements in the overall GTM and product strategy.
• Planning and budgeting: Participate in planning exercises to align resource allocation, sales compensation, and territory plans, and sales budget with bookings targets and company goals.

Requirements 

• 10+ years of B2B SaaS experience, including at least 3+ years in a senior leadership role (Head of US Sales, VP of Sales, or equivalent) 
• Proven success scaling sales teams and processes in a high-growth tech environment
• Consistent track record of meeting and exceeding sales targets
• Strong preference for candidates with cybersecurity industry experience or adjacent expertise 
• Proven track record of personally closing seven-figure deals while in a leadership position (note that we are looking for a player-coach, not a pure administrator)
• Deep understanding of modern sales methodologies (MEDDPICC) and CRM/analytics tools (Salesforce, Gong, etc.) 
• Data-driven decision maker who uses metrics to forecast accurately, manage pipeline, and refine strategy 
• Expertise selling into complex enterprise accounts and managing long sales cycles
• Experience building and optimizing data-driven sales models, including territory planning, quota setting, and incentive design
• Exceptional communication, collaboration, and leadership skills 
• Thrives in a culture of transparency and shared ownership 
• Comfortable rolling up sleeves and operating at both the strategic and tactical level 

Salary 

runZero values transparency in the hiring process. According to our market data, we’re expecting this role to come in at a salary of about $350,000 - $400,000 OTE. We know that the talent market is always in flux, so please let us know if you believe we have advertised this role in the wrong salary band. We also provide equity to all employees.