Job Description
VP of Sales, North America
I'm hiring a VP of Sales to run and grow the North America business for one of my clients, and it's one of the more interesting seats I've had open in a while.
They're an AI-powered enterprise platform in the sustainability and compliance space. Big companies use them to stay on top of regulation, climate risk, and what's happening across their supply chains. They closed a nine-figure Series C earlier this year, work with thousands of enterprise customers including some household names in retail and CPG, and have grown ARR more than 100% for ten quarters straight, with net revenue retention north of 130%.
North America is the biggest opportunity in front of them, and right now it's underbuilt. That's the job.
THE ROLE
You'd own the North America number, P\&L and all. US and Canada, every product, every segment, both new business and expansion. You'd also build the team that gets them there, which means hiring, coaching, and keeping a strong group of AEs and sales managers across the SME and Enterprise segments.
The team is young and the product is strong, so a lot of this is yours to shape: how territories are drawn, how reps sell, how the company shows up with customers. You won't be inheriting a finished machine. You'll be building one.
WHAT YOU'D ACTUALLY BE DOING
- Owning the NA number and the forecast the CRO and board rely on. Weekly deal reviews, monthly and quarterly cadence, clean win/loss, no surprises.
- Hiring and developing the AE and sales manager bench. They care more about energy, low ego, and willingness to sell the whole platform than they do about pedigree.
- Setting up the territory model with RevOps. Account tiering, sensible AE-to-account ratios, named accounts, and proper multi-threading on the deals that matter.
- Driving multi-solution selling. They have several products, from regulatory compliance and climate intelligence to supply-chain transparency and asset operations, and the best deals use more than one. They want the team selling the platform, not a single feature.
- Running pipeline coverage across new logo, expansion, and signal-driven outbound, working closely with BD, marketing, and the customer team.
- Getting in front of senior buyers yourself. VP and above. Dinners, roundtables, the conversations your reps can't open on their own.
- Running a modern stack and actually using it. HubSpot, Gong, ABM, signal tools, AI agents. They're genuinely trying to figure out what AI changes about selling, and want a leader who's curious about that rather than defensive.
- Working well across BD, pre-sales, marketing, customer, and product, and pushing leadership on whatever's slowing the region down.
WHAT THEY'RE LOOKING FOR
- Around 8+ years in enterprise B2B SaaS sales, with at least 4 leading regional or territory teams.
- Experience taking a North America business from small (think sub-$10M) to something much bigger, across multiple products and segments.
- Someone who was a great AE before becoming a leader. You've carried a number and hit it, and reps respect you because you can still close.
- A builder. You've hired and ramped teams from scratch