acceldata

acceldata

VP of Enterprise Sales

Campbell, CA · Vp

Sponsorship not specifiedDetected 168 days ago
Full-Stack DevelopmentKubernetesData EngineeringLLMsSalesforceSalesExcelProcurementHRISCustomer SuccessCadenceLeadershipHadoop

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Lottery odds40
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About the role

  • Monitor and improve win rates, average selling price (ASP), and sales cycle times as leading indicators of execution quality and team health.
  • Translate Acceldata's product capabilities into differentiated value propositions for enterprise buyers: Chief Data Officers, VPs of Data Engineering, and technical stakeholders who demand substance.

Responsibilities

  • Lead, coach, and develop a team of 4 enterprise AEs today, scaling to 8-10 by EOY through direct recruiting from your network and the market.
  • Build and enforce a MEDDPICC-driven inspection cadence across the team: deal reviews, pipeline scrubs, forecast calls
  • Coach to Challenger/JOLT principles, running film sessions via Gong, diagnosing stuck deals at the champion vs. economic buyer level, and developing each AE's ability to teach, tailor, and take control.
  • Own the full talent lifecycle: recruiting, onboarding, ramping, performance managing, and when necessary, upgrading talent. Your ability to attract and retain top enterprise sellers is your highest-leverage activity.
  • Drive rep productivity metrics, including ramp time, quota attainment distribution, pipeline creation per head, and activity-to-outcome ratios.
  • Deliver forecast accuracy: run a forecast methodology that distinguishes Commit, Most Likely, and Upside with precision. Your forecast is your credibility.
  • Manage deal strategy at the executive level: engage directly on strategic and complex opportunities, helping AEs navigate multi-threaded enterprise procurement, legal negotiations, and C-suite engagement.

Requirements

  • 5+ years as a first-line sales leader (Manager, Director, or VP) managing enterprise AE teams at SLG startups (Series B-D) selling into the Fortune 500.
  • Must have managed teams running MEDDPICC and Challenger/JOLT as operating systems
  • 7+ years of quota-carrying enterprise software sales experience prior to moving into leadership, with a proven track record of exceeding new ARR quota selling into Fortune 500/Global 2000 accounts.
  • Deep domain expertise in the data management ecosystem: Data Quality, Governance, Observability, Orchestration, Catalog, Reliability, or adjacent categories.
  • Experience with complex, multi-stakeholder sales cycles ranging from six to seven figure ACV with 6-12+ month sales cycles.
  • Builder's tolerance for ambiguity: You have operated in environments where the playbook doesn't exist yet and you wrote it.
  • You are accountable for team attainment against aggressive but achievable targets across deal sizes and product lines.

Benefits

  • Build and maintain pipeline coverage discipline: define and enforce stage-gate criteria aligned to MEDDPICC, set coverage ratio expectations, and ensure the team is building pipeline at 3-4x commit.

Company info

  • Acceldata is the market leader in Enterprise Data Observability.
  • Founded in 2018 and backed by top investors including Insight Partners, March Capital, Lightspeed, Sorenson Ventures, Industry Ventures, and Emergent Ventures, we are a Series-C funded company headquartered in Silicon Valley.
  • Delivered as a SaaS solution, Acceldata is trusted by leading global organizations such as HPE, HSBC, Visa, Freddie Mac, Manulife, Workday, Oracle, PubMatic, PhonePe (Walmart), Hershey's, Dun & Bradstreet, and many more.
  • SUMMARY The VP of Sales will be a critical driver of Acceldata's next stage of growth, owning North America's new logo ARR while building and scaling a world-class enterprise sales team.
  • Our Enterprise Data Observability Platform-the first of its kind-helps enterprises build and operate world-class data products by ensuring data is reliable, trusted, and ready to power today's most critical technologies, including AI, LLMs, Analytics, and DataOps.
  • You will combine strategic revenue leadership with hands-on execution, leading a high-performing team of enterprise Account Executives and creating a culture grounded in sales methodologies, accountability, and operational excellence.
  • Beyond hitting revenue targets, you will develop top-tier talent, improve forecast accuracy, strengthen pipeline health, and elevate overall sales execution quality across the business.
  • This role sits at the center of Acceldata's go-to-market strategy and directly impacts the company's ability to scale enterprise adoption.
  • You will help shape how Acceldata positions itself in a competitive data observability, data quality, and data management market, influencing enterprise buying decisions with C-level executives and technical leaders alike.
  • Through close partnership with Product, Marketing, and Customer Success, you will also play a key role in refining product direction, improving customer outcomes, and driving long-term revenue expansion.
  • Your impact will extend beyond sales performance, helping shape company strategy, organizational maturity, and Acceldata's trajectory as a category leader.
  • Own the North American new-logo ARR number. You are accountable for team attainment against aggressive but achievable targets across deal sizes and product lines.

Visa & Work Authorization

  • Delivered as a SaaS solution, Acceldata is trusted by leading global organizations such as HPE, HSBC, Visa, Freddie Mac, Manulife, Workday, Oracle, PubMatic, PhonePe (Walmart), Hershey's, Dun & Bradstreet, and many more.
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