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VP of Enterprise Sales

Acceldata· Sales
Apply on company site
Campbell, CAFull-timePosted 5mo ago

About the role

The VP of Sales will lead North America new-logo ARR and build/scale a high-performing enterprise sales team, driving strategic revenue growth and aligning cross-functionally to refine product direction and go-to-market strategy in the data observability space.

Responsibilities

  • Lead, coach, and develop a team of 4 enterprise Account Executives today, scaling to 8-10 by year-end.
  • Build and enforce MEDDPICC-driven inspection cadence across the team (deal reviews, pipeline scrubs, forecast calls).
  • Coach to Challenger/JOLT principles, conduct Gong film sessions, diagnose stalled deals, and develop each AE’s ability to teach, tailor, and take control.
  • Own talent lifecycle: recruiting, onboarding, ramping, performance management, and upgrading talent.
  • Drive rep productivity metrics (ramp time, quota attainment, pipeline creation per head, activity-to-outcome ratios).
  • Own the North American new-logo ARR number and manage targets across deal sizes and product lines.
  • Build and maintain pipeline coverage discipline with stage-gate criteria and 3-4x pipeline coverage.
  • Deliver forecast accuracy with Commit, Most Likely, and Upside distinctions.
  • Manage executive-level deal strategy and multi-stakeholder procurement processes.
  • Monitor win rates, ASP, and sales cycle times as health indicators.
  • Translate product capabilities into differentiated value propositions for enterprise buyers.
  • Use Challenger-based rational drowning to drive urgency around business pain in data quality and governance.
  • Drive competitive intelligence across data observability, quality, and management.
  • Partner with Product to feed enterprise requirements and with Marketing on ABM and ICP.
  • Collaborate with Customer Success to ensure clean handoffs and protect expansion revenue.
  • Contribute to leadership strategy, pricing decisions, and GTM evolution.

Qualifications

  • 5+ years as a first-line sales leader (Manager, Director, or VP) of enterprise AE teams at SLG startups (Series B-D) selling into Fortune 500.
  • Proven track record of scaling teams from 4-6 to 10+ reps and recruiting top enterprise sellers.
  • Experience with MEDDPICC and Challenger/JOLT as operating systems; able to implement inspection cadences and hold teams accountable.
  • 7+ years of quota-carrying enterprise software sales before leadership, with success selling into Fortune 500/Global 2000 accounts.
  • Deep domain expertise in data management ecosystem (Data Quality, Governance, Observability, Orchestration, Catalog, Reliability) or related areas.
  • Bilingual thinker comfortable with data engineers and Chief Data Officers.
  • Technical acumen across Open Source/Hadoop, data management, cloud providers, Containers/K8s, ETL, databases/data warehouses, and modern data stack.
  • Experience with complex multi-stakeholder sales cycles (6-7 figure ACV, 6-12+ month cycles).
  • Builder’s tolerance for ambiguity; entrepreneurial ownership mindset.
  • Full-stack leadership; ability to engage in deals, demos, and prospecting alongside reps when needed.
  • Technology stack fluency: Salesforce, LinkedIn Sales Navigator, Outreach, Gong, Perplexity, Dripify, AI sales tools, Storylane.
  • Willingness to travel up to 50%; US-based, remote/distributed team experience.

Skills

Required:MEDDPICCChallenger/JOLTForecasting & Pipeline GovernanceSales Leadership

Benefits

  • Flexible PTO Plan
  • Up to 100% employer-paid health, dental, and vision coverage for eligible plans
  • Vendor discounts through PEO
  • Apple Mac equipment provided
  • Opportunity to work at a company that coined the term “Data Observability”
Last updated Oct 22, 2026. Interested? Apply on the company site.

About Acceldata

AI-Native Data Management for the Modern Enterprise

Discover Acceldata, the industry’s first agentic data management platform, revolutionizing data observability, governance, optimization, and AI-driven operations. Enhance data reliability, reduce costs, and maximize efficiency across hybrid environments.

Data ObservabilityData ManagementAI-driven OperationsHybrid Environments
Company profileWebsite

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