Vice President of Business Development; Rustici US, Nashville, Remote

We are on the hunt for an accomplished and results-driven Sales Leader to define and lead the sales strategy here at Rustici Software. We are expanding our go to market strategy as part of a strategic growth initiative for the business. You'll work directly with our CEO and the executive leadership team to turn these possibilities into major wins.

This role is a great opportunity for someone to make their mark by helping us establish a new sales channel (outbound) to bring the value of our products to Enterprise and Midmarket customers. While these markets are the priority, additional opportunities to proactively target Content Publishers and Associations are also in play. We have a foundation to build on with highly tenured inbound sales and account management teams, along with a marketing team to provide support.

You won't just be managing a team—you'll be the architect, building out the engine that fuels our next chapter.

What you would be selling:
Rustici’s software products are designed to solve the technical challenges of content and platform interoperability. We specialize in standards like SCORM and xAPI, and help our customers leverage these standards to improve their commercial products and within larger enterprise learning ecosystems. Our product offerings range from highly complex integrated software to more accessible off-the-shelf products that solve the pain that comes with managing learning and training content at scale across a variety of systems.

The ideal candidate combines deep business development and sales expertise with strong knowledge of sales technology tools and strategies to build and lead a high-performing sales team and develop lasting relationships with C-level executives, HR leaders, and IT decision-makers. Experience in the learning technology space and experience selling early-stage/growth-stage products are also ideal.

Key Responsibilities:

• Build and own the full sales playbook: outbound motions, discovery frameworks, demo narrative, objection handling, and competitive displacement strategies
• Design the channel mix — direct enterprise, mid-market, and partner/reseller — and decide sequencing and investment by segment
• Create and execute a comprehensive sales strategy focused on acquiring and expanding enterprise accounts, aligning with company goals and market opportunities.
• Establish pipeline generation cadences in partnership with marketing

• Recruit, hire, onboard, and develop a high-performing sales team that scales based on achieving key milestones
• Model the behaviors you want to see — as a Builder, you will be actively involved in key deals and establishing the initial pipeline
• Oversee the existing inbound sales team and Account Management teams that are responsible for driving growth from existing markets and accounts
• Foster a culture of excellence, collaboration, and continuous improvement.

• Oversee all sales processes to drive the team’s deal velocity. Represent Rustici as a key stakeholder in key deals where needed to assist in bringing them to a win.
• Maintain a strong understanding of the Revenue pipeline, provide accurate sales forecasts, and ensure the timely execution of opportunities. Regularly update the executive team on sales progress, opportunities, and roadblocks
• Own and deliver the annual revenue number and quarterly forecast with board-level rigor
• Sales Insights:
  Instrument the full sales funnel: pipeline coverage ratios, conversion rates, ACV trends, win/loss analysis
• Stay ahead of industry trends, competitor offerings, and emerging technologies. Share relevant insights with the product, marketing, and leadership teams to shape the company’s sales and product strategies.

• Leverage modern sales technologies, CRM tools (Salesforce, Hub Spot, etc.), and sales enablement platforms to streamline sales processes, improve forecasting accuracy, and track key performance metrics. Ensure best practices for CRM utilization across the team.
• Implement sales automation tools and strategies to increase sales team efficiency, from lead generation to…