About This Role
This Vice President of Sales role focuses on building a shared sales system for a company that is growing across multiple regions. The core responsibility is to create a unified sales process, design incentive plans, develop training and career paths, and implement tools and data solutions that empower sales teams. This is an enablement position, driving results through influence and standardization rather than direct sales management or quota attainment.
Responsibilities
- Identify high-performing sales practices across regions and codify them into a single, standard sales process and playbook, allowing for local market differences
- Run a regular cadence for regional sales leaders to share insights
- Drive adoption of proven practices across regions and track their effectiveness
- Serve as the central point of visibility into sales performance trends across all regions
- Design and manage sales incentive plans, spiffs, and recognition programs that motivate desired behaviors, including new business, retention, repeat business, and margin
- Partner with Finance, HR, and regional/local leadership on commission and bonus structures, payout mechanics, and plan documentation
- Monitor plan effectiveness and recommend adjustments based on results and market conditions
- Ensure plans are administered consistently and fairly across all regions
- Build and run a company-wide Event Coordinator to Event Director development path, including recruiting profiles, training curriculum, readiness criteria, and promotion standards
- Design and deliver onboarding and ongoing training for sales representatives and sales leaders, focusing on reducing ramp time for new hires
- Diagnose and remove administrative work that pulls Event Directors away from clients, increasing selling time and volume without burnout
- Partner with HR on sales role profiles, career pathing, and performance standards
- Set CRM standards, deal-stage definitions, and data practices for consistent pipeline reporting across regions
- Improve forecast accuracy and provide leadership with a clear, consistent view of pipeline health
- Partner with IT and Operations to evaluate and deploy CRM, sales automation, and AI tools that measurably reduce administrative workload for the field
- Build and maintain sales collateral, reference materials, and reporting
- Partner with Finance to establish discount guidelines, approval rules, and margin guardrails that apply across regions
- Improve quote-to-contract workflows and quote turnaround time
- Partner with Regional Presidents as a coach and resource, providing tools, programs, and strategic guidance on a dotted-line basis
- Partner with Marketing on lead generation, campaigns, and launches that support sales execution
