VP of Sales

Acceldata

VP of Sales leading North America sales strategy for Acceldata's Enterprise Data Observability platform. Building and scaling enterprise sales team while driving new revenue growth.

Posted 5/9/2026full-timeRemote • 🇺🇸 United StatesLeadWebsite

Tech Stack

Tools & technologies

CloudETLHadoopKubernetesOpen Source

About the role

Key responsibilities & impact

Own the North American new-logo ARR number.
Lead, coach, and develop a team of 4 enterprise AEs today, scaling to 8-10 by EOY through direct recruiting from your network and the market.
Build and enforce a MEDDPICC-driven inspection cadence across the team: deal reviews, pipeline scrubs, forecast calls; ensuring every rep operates with rigor and accountability.
Coach to Challenger/JOLT principles, running film sessions via Gong, diagnosing stuck deals at the champion vs. economic buyer level, and developing each AE’s ability to teach, tailor, and take control.
Own the full talent lifecycle: recruiting, onboarding, ramping, performance managing, and when necessary, upgrading talent.
Manage deal strategy at the executive level: engage directly on strategic and complex opportunities.
Monitor and improve win rates, average selling price (ASP), and sales cycle times as leading indicators of execution quality and team health.
Partner with Product to feed enterprise customer requirements into the product development cycle.
Collaborate with Marketing on account-based programs, ICP refinement, event strategy, and content that fuels enterprise pipeline.

Requirements

What you’ll need

5+ years as a first-line sales leader (Manager, Director, or VP) managing enterprise AE teams at SLG startups (Series B-D) selling into the Fortune 500.
Proven track record of building and scaling teams from small (4-6 reps) to mid-size (10+), including direct experience recruiting top enterprise sellers.
Must have managed teams running MEDDPICC and Challenger/JOLT as operating systems; not just sold with these frameworks individually. You’ve built inspection cadences, coached reps to the methodology, and held teams accountable.
Demonstrated ability to manage forecast accuracy and pipeline governance at the team level with a history of calling your number within a tight variance.
7+ years of quota-carrying enterprise software sales experience prior to moving into leadership, with a proven track record of exceeding new ARR quota selling into Fortune 500/Global 2000 accounts.
Deep domain expertise in the data management ecosystem: Data Quality, Governance, Observability, Orchestration, Catalog, Reliability, or adjacent categories.
Bilingual thinker (Tech <-> Exec): Comfortable having substantive conversations with data engineers and Chief Data Officers alike. You speak both languages fluently.
Technical acumen spanning: Open Source/Hadoop, enterprise data management, cloud service providers, Containers/K8s, ETL, databases/data warehouses, and the modern data stack.
Experience with complex, multi-stakeholder sales cycles ranging from six to seven figure ACV with 6-12+ month sales cycles.
Builder’s tolerance for ambiguity: You have operated in environments where the playbook doesn’t exist yet and you wrote it. Entrepreneurial ownership is your default mode.
Full-stack leadership: You don’t just manage, you can step into a deal, run a demo, or prospect alongside your reps when the situation demands it.
Tech stack fluency: Salesforce, LinkedIn Sales Navigator, Outreach, Gong, Perplexity, Dripify, AI-driven sales tools, and Storylane.
Act Like an Owner: You do what it takes to win; aligned to the company’s best interests.
Travel: Willingness to travel up to 50% for customer meetings, team onsites, trade shows, and enterprise events.
Remote discipline: US-based, able to operate effectively in a distributed team environment with high accountability and over-communication.

Benefits

Comp & perks

Flexible PTO Plan
Up to 100% employer-paid benefits for health, dental, and vision coverage for specific plans
Discounts and offerings for major vendors through our PEO
Apple Air Mac Equipment
Becoming part of the team that coined the term “Data Observability”!

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

MEDDPICCChallengerJOLTforecast accuracypipeline governancedata managementdata qualityETLcloud service providerscontainers

Soft Skills

leadershipcoachingaccountabilitycommunicationentrepreneurial ownershipadaptabilitycollaborationstrategic thinkingproblem-solvingremote discipline