VP, Enterprise Sales - West

Overview

We are seeking a proven, executive-level sales leader to serve as
Vice President, US Major Enterprise Sales
— owning the strategy, growth, and performance of our largest and most strategic accounts across the United States. This is one of the most consequential go-to-market leadership roles in the company: you will set the direction for how we win, expand, and retain the enterprise organizations that anchor our business, and lead a national organization of sales and technical talent to deliver against an ambitious strategic-account revenue mandate.

This is an executive role that stays close to the field. You will own the Major Enterprise strategy and build the organization that executes it — and you will personally show up in the room on our most significant opportunities, lending executive weight, relationships, and judgment where it matters most. You will not run individual pipeline or carry deals yourself; you will build, enable, and inspire the leaders and teams who do, and you will remove the obstacles that stand between them and the number.

The VP, US Major Enterprise Sales leads a fully integrated national organization of approximately 500 people. It spans field sales leadership (Regional Vice Presidents, Regional Directors, and Major Account Managers) and the technical pre‑sales organization (Regional Systems Engineering VPs, Systems Engineers, and Solution Architects), which reports up through the sales line — meaning this leader owns both the commercial and technical sides of the major-accounts motion.

The organization is well‑resourced, with a 1:1 Systems Engineer-to-Major Account Manager coverage ratio that reflects the technical depth invested behind every strategic account. "Major" accounts are the largest enterprises in the US market — organizations of roughly 15,000+ employees and $3–5B+ in revenue — where the sales motion is complex, multi‑year, executive, and consultative.

• Own the US Major Enterprise strategy. Define the segment strategy, coverage model, and growth priorities for the nation's largest accounts, and align the organization behind them.
• Lead through leaders. Build, coach, and hold accountable a multi-layer organization of sales and technical leaders; set the standard for talent, performance, and culture across the org.
• Provide executive sponsorship on marquee opportunities. Personally engage on the largest and most strategic pursuits — in the room with customer executives, sponsoring the deal, and applying relationships and judgment to help the team win. (Executive sponsor, not the individual deal owner.)
• Drive predictable, sustained growth. Own the strategic-account revenue mandate; instill the forecasting rigor and operational discipline required for predictable performance at national scale.
• Cultivate C-suite relationships. Build and steward executive relationships across major enterprise customers, serving as the senior point of contact for the accounts that matter most.
• Partner cross-functionally. Work in lockstep with Systems Engineering, Product, Marketing, Channel, Legal, and Operations to bring the full company to bear on major-account outcomes.
• Enable and remove friction. Ensure the field has the tools, programs, executive air cover, and cross‑functional support to exceed targets — and clear the obstacles that slow them down.
• Represent the segment to senior leadership. Deliver clear, credible readouts on performance, pipeline health, and strategic bets to the executive team.

• 15+ years of enterprise technology sales experience, including significant senior sales‑leadership tenure leading leaders (i.e., managing managers/directors, not only individual contributors).
• Demonstrated success…