VP of Sales or CRO

SP6 is seeking a Vice President of Sales or Chief Revenue Officer (CRO) to build and lead the sales organization for our AI Security and AI Compliance service and software practices, and to deliver our ambitious growth targets in high-growth markets.

The exact role will depend on the candidate's prior skills and experience.

The ideal candidate has led sales in professional services (consulting), managed services, and software organization (either having worked in SaaS or in a partner organization) and has a track record of exemplary, sustained performance. Software sales leadership is a significant plus, as our services are led by proprietary technology attached to services engagements.

This role is ideal for a proven sales executive who wants to build a high-performance culture and a winning team.

This leader will take responsibility for a 14-person sales team (including sales and sales leadership, and growing) that will be focused in the following areas:

• AI Security. Software and consulting services leading customer advisement and tool implementation around AI security, including AI agent inventory, preventing data leakage, securing how agents and used and/or built, and more.

• AI Compliance. Consulting services focused on AI standards including ISO 42001, NIST AI RMF and other AI-focused frameworks.

• SIEM and Data Analytics Consulting.SP6 is a leading technology services organization in the SIEM and data analytics space. Having been named Splunk’s three-time North American Professional Services Partner of the Year, SP6 is expanding services offerings with other market-leading software OEMs in the Sec Ops and Observability domains.

Drive new customer acquisition, expansion, and revenue growth by:

1. Hit the revenue number

• Owns the company's new-business and expansion revenue targets: software resale, services and recurring revenue.

• Lead direct sales, channel sales, sales engineering, and a potential newly-developed SDR/BDR team.

• Focusing on margin and revenue mix, not just total bookings; ensuring SP6’s mix of Closed Won business is blended across higher and lower margin business and that sellers are not selling on price.

2. Build, Mentor, and Lead the sales team

• Recruits, hires, trains and keeps account executives, sales engineers or solution architects, and sales development reps.

• Ensure that proper sales enablement is in place for the constant development of sales team members.

• Develop internal talent pipeline to ensure the scalability of SP6.

3. Architect SP6's selling systems

• Set the sales process and methodology and how performance is managed.

• Set quotas and territories, and forecasts accurately each month and quarter.

• Designs compensation plans that reward the right behavior, such as bonuses for selling services alongside software or for multi-year deals; as well as are in-line with industry best practices for sales compensation in our industry.

4. Manage the pipeline and the sales process

• Owns pipeline health: coverage ratios (often 3–4x the target), deal stages, win rates and sales cycle length.

• Runs deal reviews and forecast calls, and keeps CRM data clean.

• Works with marketing on lead definitions, handoffs and the share of pipeline marketing is expected to source, which ties to the marketing revenue plan from earlier.

5. Through SP6's channel sales team, manage partner relationships

• Ensure the proper management of relationships with software vendors to include Microsoft, Crowd Strike, Splunk and others: partner tier status, certifications, deal registration and margin incentives.

• Drive co-selling with vendor sales teams and uses vendor programs like marketplace listings, funding for proofs of concept and market development funds.

6. Own client…