VICE PRESIDENT OF SALES
Position Summary
The Vice President of Sales is DeliverThat's executive owner of new revenue growth and the systems required to make that growth predictable, profitable, and scalable. This leader will own the company's go-to-market strategy and execution across direct and enterprise sales, transactional sales, business development, demand generation, strategic partnerships, channel development, pricing input, market expansion, and revenue operations.
Reporting directly to the CEO, the VP of Sales will serve as the company's primary counterpart for revenue generation and market expansion. The successful candidate will be both an executive strategist and an operating builder: someone who can personally advance high-value opportunities, develop a strong team, install disciplined sales processes, create reliable forecasting, and align growth with operational capacity and attractive unit economics.
Key Responsibilities
Revenue Strategy & Growth Plan
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Own the annual and multi-year revenue plan, including new business, expansion, channel contribution, pipeline requirements, resource needs, and execution priorities.
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Define target customer profiles, market segments, vertical priorities, geographic expansion opportunities, account strategies, and routes to market.
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Translate company goals into clear team quotas, activity expectations, conversion assumptions, pipeline coverage, and performance standards.
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Partner with Finance to ensure growth plans are grounded in gross profit, contribution margin, acquisition efficiency, cash impact, and return on investment.
Sales Leadership & Execution
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Lead the company's direct, enterprise, transactional, and business development sales motions from prospecting through close and handoff.
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Personally lead or support the company's highest-value strategic opportunities, executive relationships, and complex negotiations.
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Establish a common sales methodology, qualification framework, stage definitions, deal review cadence, pricing discipline, and contracting process.
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Improve speed, rigor, consistency, and conversion across the funnel while maintaining a strong customer experience.
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Design team structure, roles, territories, quotas, compensation plans, and performance management practices that support scale.
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Recruit, coach, develop, and retain high-performing sales and business development talent; address performance gaps quickly and fairly.
Demand Generation, Brand & Market Presence
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Set demand generation priorities and ensure inbound, outbound, event, digital, and account-based efforts produce measurable pipeline and revenue outcomes.
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Build a repeatable opportunity creation engine with clear definitions, service levels, handoffs, and accountability from lead through qualified opportunity.
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Shape DeliverThat's market positioning, value proposition, strategic messaging, and thought leadership in partnership with the CEO and internal or external marketing resources.
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Evaluate demand generation performance based on lead quality, conversion, customer acquisition efficiency, and revenue contribution — not activity alone.
Go-to-Market Strategy, Pricing & Market Expansion
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Develop and execute market-entry and vertical-expansion strategies based on customer need, competitive position, operational readiness, and financial attractiveness.
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Partner with Finance, Operations, and Product on pricing, packaging, commercial terms, promotions, and margin guardrails.
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Ensure DeliverThat's value proposition and sales narrative clearly connect customer pain points to measurable business outcomes.
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Use win-loss insight, customer feedback, and competitive intelligence to improve positioning, offerings, and go-to-market priorities.
Channel Development & Strategic Partnerships
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Identify, negotiate, launch, and scale partnerships and channels that expand market reach and create efficient sources of qualified demand and revenue.
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Define partner selection criteria, economics, enablement, lead-sharing, ownership, reporting, and performance expectations.
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Build a balanced acquisition portfolio that reduces reliance on any single source of demand.
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Measure channel performance based on opportunity quality, conversion, gross profit contribution, strategic value, and scalability.
Revenue Operations, Forecasting & Analytics
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Own sales forecasting, pipeline governance, CRM data quality, dashboard design, and executive revenue reporting.
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Create a fact-based operating cadence for pipeline reviews, deal inspection, forecast calls, conversion analysis, and corrective action.
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Monitor pipeline coverage, lead-to-opportunity conversion, win rate, sales-cycle length, average deal economics, customer acquisition cost, and channel productivity.
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Provide the CEO and executive team with an accurate view of revenue risk, upside, resource constraints, market feedback, and required decisions.
Cross-Functional Leadership
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Partner with Operations to ensure sold solutions can be onboarded, supported, and delivered at the promised quality and economics.
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Partner with Product and Technology to translate market insight into roadmap priorities, launch plans, and clear product positioning.
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Partner with Finance on revenue forecasting, pricing, incentive economics, investment cases, and profitable growth thresholds.
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Partner with Human Resources and the CEO on organization design, executive talent, hiring plans, leadership development, and performance expectations.
Measures of Success
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Achievement of new revenue and gross profit or contribution-margin goals.
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Growth in qualified pipeline, pipeline coverage, new customer acquisition, and strategic account wins.
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Improvement in conversion, win rate, sales-cycle speed, forecast accuracy, and CRM discipline.
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Revenue and pipeline contribution from strategic partners and channel programs.
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Improvement in customer acquisition efficiency and the quality of growth investments.
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Successful entry into priority segments, verticals, or markets with operationally sustainable results.
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A stronger, accountable sales and growth organization with clear roles, high standards, and repeatable processes.
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A credible market presence and value proposition that supports demand creation and competitive differentiation.
Qualifications & Experience
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Bachelor's degree in Business, Marketing, Finance, or a related field; advanced degree is a plus.
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12+ years of progressive B2B sales, business development, or revenue leadership experience, including at least 5 years leading a sales organization at the VP, Head of Sales, or comparable level.
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Demonstrated success building or scaling a predictable revenue engine rather than only inheriting a mature sales organization.
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Track record of delivering revenue and gross profit growth through a combination of direct sales, enterprise accounts, transactional or high-velocity sales, business development, and partnerships.
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Experience building sales teams, quota and territory models, compensation plans, performance management systems, and revenue operating cadences.
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Strong command of pipeline management, forecasting, CRM discipline, sales analytics, and conversion improvement.
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Ability to sell strategically to senior executives while also coaching teams on day-to-day deal execution.
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Experience in technology-enabled services, logistics, restaurant technology, marketplaces, multi-unit restaurant or franchise environments, or a related B2B service model is strongly preferred.
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Commercial judgment across pricing, contracting, unit economics, customer acquisition, and channel economics.
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Ability to travel as business needs require.
Leadership Profile
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Builder and operator who creates clarity, cadence, and accountability where processes are still developing.
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Customer- and market-oriented, with the analytical discipline to pursue profitable growth rather than growth at any cost.
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High-energy player-coach who can move between boardroom strategy, executive selling, team coaching, and detailed pipeline inspection.
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Direct, credible communicator who builds trust across Sales, Operations, Product, Technology, Finance, and the executive team.
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Resilient, competitive, and adaptable, with high standards and a bias for action.