VP of Sales

The VP of Sales at Adaptive will be pivotal in building our revenue organization, including the recruitment and leadership of Account Executives, Business Development Representatives, and Sales Operations teams. They will also be responsible for creating infrastructure such as go-to-market playbooks and sales processes that can scale effectively. Additionally, the VP will manage revenue targets and forecast performance while driving high-stakes enterprise deals, especially with Fortune 1000 companies.

Candidates for the VP of Sales role at Adaptive should have 8-12 years of experience in B2B SaaS sales, including 3-5 years of leading high-performance sales teams. Startup experience is highly preferred, particularly in building companies from the ground up. A solid background in cybersecurity and AI technologies along with the ability to demonstrate executive presence and boardroom credibility is crucial for success in this role.

At Adaptive, we pride ourselves on maintaining a fast-moving, competitive, and fun culture. We are a close-knit team that values innovation and collaboration. The VP of Sales will play a critical role in shaping this culture by building and leading a dynamic sales team that aligns with our mission to combat AI-driven cyber threats, fostering an environment where everyone strives for excellence while enjoying the journey.

In the first year, the VP of Sales will be expected to establish a fully functioning revenue organization, implement effective sales processes, and ensure that revenue growth targets are met. This includes recruiting top talent, defining and executing a scalable sales strategy, and actively leading enterprise sales engagements to position Adaptive as a leader in the cybersecurity market.

A strong understanding of cybersecurity is essential for the VP of Sales at Adaptive because it enables them to effectively communicate the value of our products, such as Adaptive Phishing and Adaptive Training, to potential clients. This knowledge helps in building trust with Fortune 1000 prospects and positions the VP as a thought leader in the industry, allowing them to lead critical conversations that drive strategic sales initiatives.

In building the sales team at Adaptive, I would focus on defining a clear recruitment strategy that seeks out individuals with not only the requisite skills but also a strong passion for cybersecurity. I would implement rigorous training and mentorship programs to ensure new hires align with our company culture and understand our products deeply, setting them up for success from the get-go.

In a startup like Adaptive, prioritizing sales targets begins with analyzing the market landscape and identifying high-potential accounts that align with our product offerings. I would employ a data-driven approach to set realistic targets, continually reassessing our progress and adjusting strategies as necessary to maintain momentum and ensure we are meeting our growth objectives.

My approach to managing a sales pipeline involves consistent oversight and a systematic process that includes regular reviews of pipeline stages. I believe in maintaining pipeline hygiene through diligent tracking, forecasting, and ensuring timely follow-ups, which not only optimizes sales conversion rates but also uncovers potential roadblocks for proactive resolution.

I have extensive experience in driving enterprise deals by utilizing consultative selling techniques that focus on understanding the unique needs and challenges of each client. Through thorough research and preparation, I build strong relationships with decision-makers and tailor our solutions to demonstrate clear value, which has been instrumental in closing significant business.

I foster collaboration between sales and other departments such as Product and Marketing through regular cross-functional meetings and collaborative goal setting. By promoting open communication channels and encouraging shared responsibilities, teams can align their efforts towards common objectives, enhance strategy effectiveness, and provide a seamless experience for our clients.

Essential metrics for measuring sales performance include revenue growth, customer acquisition costs, sales cycle length, average deal size, and win rates. Tracking these metrics allows for a comprehensive view of our sales effectiveness, enabling data-driven decisions to optimize strategies and drive significant improvements.

My leadership style is collaborative and empowering. I believe in setting clear expectations and providing my team with the tools and autonomy they need to succeed. I promote a high-performance culture where feedback is encouraged, and team members feel supported in achieving both personal and team goals.

I stay updated on trends in cybersecurity by engaging with industry publications, attending conferences, and participating in online forums. I also prioritize building a strong network with professionals in the field, as collaborative discussions often lead to insights that can help inform our sales strategies and product offerings.

Customer feedback is invaluable in shaping my sales strategy. By actively soliciting input from clients, I can understand their needs, identify areas for improvement, and adjust our product offerings to better serve them. This proactive approach not only enhances customer satisfaction but also strengthens our sales position in the market.

I would represent Adaptive at industry events by engaging with attendees to share our vision, product offerings, and the critical role we play in combating cybersecurity threats. My aim would be to establish Adaptive as a thought leader in the field, fostering relationships with key stakeholders and exploring partnership opportunities that could drive further growth.