VP of Sales

Job Description

The VP of Sales leads FlowFuse’s commercial team, driving revenue growth and building scalable sales motions. This role is responsible for establishing repeatable sales processes, expanding customer adoption, and long-term success through partnerships.

The VP of Sales reports directly to the CEO and manages:

  1. Sales (Account Execs)
  2. Solutions Engineering
  3. Customer Success
  4. Professional Services
  5. GTM Partnerships

Key Responsibilities:

  • Own revenue growth across new business, expansions, and renewals.
  • Build and lead the global commercial team (Sales, SE, CS, GTM Partnerships, Professional Services).
  • Establish scalable, repeatable sales processes for pipeline generation, qualification, forecasting, and deal closure.
  • Drive partner strategy, including GTM alliances and service delivery partners.
  • Ensure smooth customer lifecycle handoffs and land-and-expand motions.
  • Collaborate with Product and Marketing to align messaging, market feedback, and growth strategy.
  • Instill a culture of transparency, accountability, and cross-functional teamwork.
  • Owns CRM Hygene, works directly inside our CRM (deal stages, sequences, and pipeline reporting) to coach reps on hygiene and catch problems firsthand.
  • Personally engage in key customer opportunities while developing the team.

Success Metrics:

  • New ARR and bookings growth.
  • Pipeline coverage and forecast accuracy against actuals, with forecasts built from stage-verified CRM data and regular deal review.
  • Customer acquisition cost (CAC) Ratio - Sales spend required to generate $1 of new ARR.
  • Net revenue retention (NRR) and Gross Retention Rate (GRR).

Collaboration & Scope

  • Owns, jointly with Marketing, a single consistent ICP and sales narrative while partnering with Marketing on demand generation, campaigns, and pipeline growth.
  • Works closely with Product on roadmap alignment and customer feedback loops.
  • Aligns with Engineering and Solutions Engineering on technical validation.

Team & Scope

  • Owns the commercial team as its direct manager — setting standards, coaching individually, and holding each function accountable to them.
  • Ensures every team member has clearly defined goals, communicates how their performance is measured, and understands how their work connects to company targets.
  • Address underperformance directly and early, with documented expectations and a fair process.
  • Stays close enough to the work to assess performance first-hand rather than relying on reported summaries.
  • Guides a capable team through a scaling phase, building structure and capability as it grows.
  • A build role, not a maintenance one: the motion works and needs to be scaled, not inherited and preserved.
  • Justifies new commercial headcount with demonstrated pipeline capacity and data, not urgency or team requests alone.

Values & Culture

  • Transparency and trust in all customer and team interactions.
  • Ownership and accountability in delivering outcomes.
  • GTM is a team sport — collaboration across functions is expected.
  • Customer empathy and long-term partnership drive every decision.

Qualifications

  • 10+ years leading a B2B SaaS commercial team, with direct, hands-on management of individual reps
  • Track record tackling new-logo ARR in a scaling-stage company.
  • Experience designing and administering compensation plans and quotas
  • Hands-on fluency in HubSpot (deal stages, sequences, forecasting, dashboards)
  • Comfortable working across US and EMEA teams and time zones.
  • Industrial software, IIoT, or other technical-buyer sales experience is a plus, not a requirement.