We are seeking an SVP, Sales and customer Success, a senior leader who is responsible for leading our Sales and Customer Success efforts. We focus on 3 different market segments – Academic Institutions, Channel Partners and Corporate/Government Accounts. Each segment has different buying personas, annual order values, sales cycles and sales velocity. The SVP will be responsible for designing the optimal mix of people, processes and systems to enable us to achieve company goals for revenue, customer acquisition and retention in each market segment in an efficient and scalable way.Reporting to the Chief Executive Officer and part of the company’s Executive Leadership Team, you will lead our Sales and Customer Success efforts and partner with our CMO on ACI Learning’s go-to-market strategy. You need to be a builder of great teams and systems – we want someone that has a burning need to create world-class selling organizations. You excel at hiring great talent and you’re decisive inaddressing and improving performance when needed. You know your business and your numbers cold. You’re a GTM Operator who knows how to grow revenue efficiently and scalably. And you love selling and winning.
12 Month KPIs
Create an execution plan to achieve the double-digit growth called for in our 2026 Revenue Plan that is achievable, grounded in our sales capabilities and presentable to our Board within 60 days.
Deliver a Sales Capability plan within 30 days that includes recommended optimizations to organizationstructure, job roles and process and systems changes.
Deliver a Customer Success plan within 30 days that shows how we can increase existing customer adoption and value from our solutions and drives expansion revenue. Partner with the Marketing and Product Leaders to leverage their teams’ capabilities in support of the plan.
Assess our current Sales capability and make the needed hiring and talent management changes within 60 days.
Establish a repeatable Pipeline and Forecast processing that enables Company Leadership to understand in-quarter and future quarter forecasts within 30 days.
Manage the Sales and Marketing partnership to produce a pipeline of opportunities to achieve quarterly and annual new ARR targets. Sales is responsible for 45% of Total Pipeline with Marketing delivering the remainder.
Optimize Account and Territory assignments for all sellers within 60 days.
Analyze and design execution plans to enter adjacent and international markets. This OKR is ongoing and does not have a specific timeline. You will work with the Executive Leadership team to expand our addressable market size and convert it into revenue.
What’ll You need (Requirements)
20+ years of sales experience in B2B SaaS, software or related products selling to senior decision makers. Candidates do not need an Education Technology background. Please do NOT apply if you have not sold B2B SaaS or software products.
10+ years of global B2B SaaS/software leadership experience managing Sales teams and Managers of Sales Teams focused on multiple customer or market segments is required.
Demonstrated success in building and optimizing Sales organizations including talent management, implementing sales systems and processes and leading teams to increased deal sizes and quota attainment is a critical requirement. An understanding of different sales methodologies and how to apply them is also critical. Candidates will be asked for details on how they have previously done so.
Experience successfully achieving sales quotas with higher-velocity $5K - $15K deals and growing and retaining large accounts $50 - $500K.Experience selling to both direct customer accounts and channel partners is required.
Demonstrated success in managing Customer Success teams and driving high retention and revenue expansion in existing customer accounts is required.
Experience in deeply understanding and being able to communicate the benefits of SaaS / software products to technical buyers.
Experience working in a Private-Equity Sponsored Company is highly desirable.
Experience creating and presenting Board level presentations is required.
Being tech-savvy including leveraging common enterprise software, sales tech and AI to increase personal and team productivity is highly desirable.
Bachelor's degree in Business or a related field is required.
We are a fully remote company.
