VP Sales, North America

About Zone & Co

Zone & Co is a leading provider of cloud-native software solutions built on the Oracle NetSuite platform. Our company is dedicated to serving finance and accounting professionals by offering a portfolio of innovative apps known as Zone Apps. These apps are specifically designed to simplify and automate critical financial data and workflows across various business entities.

As a Software-as-a-Service (SaaS) provider, we empower our 1,500+ customers worldwide to work smarter, faster, and more securely while maximizing the value of the Oracle NetSuite platform. Our comprehensive suite of solutions includes advanced billing and revenue recognition, robust reporting capabilities, accounts payable automation, streamlined payment processing, efficient reconciliations, and seamless approvals. Learn more at www.zoneandco.com or follow us on LinkedIn: linkedin.com/company/zoneandco.

About the Job:

This is an exciting opportunity to join a scaling organization as the Vice President of Sales for North America (NOAM). You will spearhead our growth strategy to substantially enhance market presence and achieve an ARR target of $10 million. If you are someone who thrives on strategizing, forecasting, and driving sales excellence with a strong track record, we want you to apply!

Your Mission:

Your mission is to drive Zone's product and ARR growth across North America. This entails developing and executing comprehensive sales strategies to penetrate new verticals and drive revenue growth. You will lead, mentor, and manage a high-performing sales team, ensuring they consistently achieve or exceed sales targets while delivering exceptional customer service. You'll own forecast accuracy and pipeline management, providing critical visibility to the Executive Team and leadership. Additionally, you'll implement and refine Account Management strategies to maximize client satisfaction and retention and collaborate closely with cross-functional teams to align on sales and marketing initiatives. Given our leadership team spans across APAC and EMEA, flexible working hours may occasionally be necessary to collaborate effectively with team members in different time zones. Reporting to the Chief Revenue Officer, you will oversee all aspects of sales management, including Account Management and Pre-Sales teams.

Responsibilities:

• Achieve ARR Targets: Drive and execute strategies to achieve North American ARR targets across various Zone products, utilizing metrics such as MRR (Monthly Recurring Revenue), aiming for a 20% growth year-over-year.
• Develop Sales Strategies: Formulate and implement data-driven sales strategies to penetrate new verticals, leveraging market analysis and competitor insights
• Lead High-Performing Teams: Mentor and manage a top-tier sales team, ensuring consistent achievement or surpassing of sales targets measured by quota attainment, win rates,  and reducing sales cycle length
• Forecast and Pipeline Management: Own forecast accuracy and pipeline management, providing detailed reporting on key metrics such as sales pipeline coverage, conversion rates, and sales velocity improvement.
• Multi-Product Sales Leadership: Lead sales teams in a multi-product software company, optimizing cross-sell and upsell opportunities to increase average deal size.
• Cross-Functional Collaboration: Collaborate closely with Marketing, Product Development, and other teams to align sales and marketing initiatives, driving metrics such as lead-to-opportunity conversion rates and marketing-sourced revenue growth.
• Represent Zone & Co: Articulate our vision and showcase our products at industry trade shows, conferences, and networking events, driving metrics such as event ROI (4x) and brand awareness improvement.
• Performance Metrics: Regularly review sales performance metrics and account updates to address challenges and optimize sales effectiveness, focusing on metrics such as sales productivity conversion rates and sales effectiveness metrics.

Requirements

• Bachelor's degree in Business Administration, International Business, or a related field; Master's degree preferred.

• Proven track record in optimizing sales teams and scaling companies within the $30-100M revenue range, achieving growth rates exceeding 50%.

• Results-oriented individual with a hypervigilant focus on performance metrics.
• Minimum 10 years of senior sales management experience in SaaS, emphasizing multi-product sales.
• Familiarity with SaaS sales methodologies like MEDDPIC
• Proficiency in CRM platforms (SalesForce) and sales management tools; ability to grasp technical aspects of cloud-based solutions.
• Familiarity with financial processes and accounting preferred.
• Exceptional leadership capabilities, including recruitment, training, and management of high performance sales and GTM team.
• Excellent communication skills; fluency in multiple languages advantageous.
• In-depth understanding of SaaS business models, international sales techniques, and market trends, with knowledge of cultural differences in regional markets.
• Willingness to travel onsite to visit customers, prospects, engage in speaking opportunities, and conferences.
• Strong interpersonal skills and high standards of integrity and ethical conduct, representing the company globally.

Benefits

Benefits at Zone are all about helping you lead a fulfilling life outside of work. We know work is only one part of your life, so we do everything we can to support it. We offer fully paid parental leave. All on top of fully-covered, top-tier health insurance, and unlimited vacation. We are 100% remote! See our full list.

Zone and Co is an Equal Opportunity Employer committed to diversity in the workplace. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, age, national origin, disability, protected veteran status, gender identity, or any other factor protected by applicable federal, state, or local laws.

We strongly encourage candidates of all different backgrounds and identities to apply. This is an opportunity for us to bring in a different perspective and we’re eager to further diversify our company. Zone & Co is committed to building an equitable, inclusive, and supportive place for you to do some of the greatest work of your career.