Vice President, Enterprise Go-to-Market Sales
Zaelab · Remote
The Role
We are seeking a Vice President, Enterprise Go-to-Market to own and scale our enterprise growth strategy across sales, offerings, strategic partnerships, and go-to-market execution.
This is a player-coach role designed for an experienced services executive who is equally comfortable building strategy and personally driving revenue. Initially, the VP will operate primarily as an individual contributor with one direct report, personally leading strategic pursuits and establishing the foundation for a broader enterprise GTM organization as the business scales.
This role will own the enterprise motion across the board: identifying where we should play, developing differentiated offerings, activating our technology partnerships, building pipeline, leading complex sales cycles, and creating the operating rigor required to forecast and grow the business predictably.
Enterprise Go-to-Market Leadership
- Own the enterprise GTM strategy, operating plan, pipeline, bookings, and revenue performance.
- Develop and execute account and territory strategies for strategic enterprise customers.
- Personally originate, develop, and close complex consulting and technology-services opportunities.
- Establish a repeatable enterprise sales motion that can scale as the organization grows.
- Partner with executive leadership across sales, marketing, delivery, solutions, and operations to translate growth priorities into executable GTM plans.
- Maintain direct ownership of a meaningful revenue quota and demonstrate consistent performance against bookings targets.
Offering & Solution Development
- Identify market opportunities and translate them into differentiated, commercially viable service offerings.
- Build compelling propositions at the intersection of consulting, implementation, transformation, AI, CRM, commerce, and agreement management.
- Define positioning, packaging, pricing, target customers, partner alignment, and sales enablement for new offerings.
- Work closely with delivery and technical leaders to ensure offerings are both market-relevant and operationally executable.
- Continuously evaluate customer demand, competitive dynamics, partner priorities, and emerging technologies to evolve the portfolio.
Strategic Partnerships
- Develop and manage executive-level relationships across our strategic technology ecosystem.
- Create joint GTM strategies with partners that generate sourced and influenced pipeline.
- Navigate partner organizations to build relationships across sales, alliances, product, industry, and field leadership.
- Translate partner priorities into actionable account mapping, campaigns, offerings, and co-selling motions.
- Experience working within ecosystems including ServiceNow, Salesforce, Anthropic, DocuSign, CPQ and commerce platforms is strongly preferred.
Sales Execution & Operating Discipline
- Lead sophisticated enterprise sales cycles from opportunity identification through qualification, solution development, commercial negotiation, and close.
- Establish strong opportunity management, pipeline progression, and CRM discipline.
- Ensure CRM data accurately reflects pipeline health, deal progression, next actions, risk, and forecast.
- Build executive-level reporting around pipeline, bookings, win rate, sales velocity, conversion, forecast accuracy, and other critical GTM metrics.
- Analyze sales data to identify trends, risks, productivity issues, and opportunities for improvement.
- Produce reliable weekly, monthly, and quarterly forecasts and clearly communicate assumptions and risks to executive leadership.
Leadership
- Initially manage one direct report while operating as a hands-on enterprise seller and GTM leader.
- Provide leadership and influence across the broader commercial organization without relying on organizational hierarchy.
- Establish processes, standards, and operating rhythms that can support a larger enterprise organization over time.
- Coach team members on enterprise selling, account strategy, partner engagement, opportunity management, and commercial discipline.
- Help define the future organizational structure and talent requirements for enterprise growth.
Requirements
What We're Looking For
- Significant experience selling and leading professional services, consulting, digital transformation, or technology implementation services into enterprise organizations.
- Demonstrated history of personally carrying and consistently achieving or exceeding a significant revenue quota.
- Experience building enterprise pipeline and closing complex, multi-stakeholder opportunities.
- Strong understanding of CRM, CPQ, commerce, digital transformation, AI, and enterprise technology ecosystems.
- Meaningful experience with several of the following platforms and ecosystems:
- ServiceNow
- Salesforce
- Anthropic and enterprise AI
- DocuSign
- CPQ and quote-to-cash technologies
- Commerce platforms including commercetools, Shopify, BigCommerce, or comparable enterprise platforms
- Proven ability to develop new service offerings and successfully take them to market.
- Experience creating and executing partner-led and co-sell GTM strategies.
- Strong command of CRM systems, pipeline management, forecasting, and sales operations.
- Highly analytical; able to move comfortably between individual opportunities and aggregate business performance.
- Experience presenting pipeline, forecast, performance, and GTM strategy to executive leadership.
- Strong commercial judgment with the ability to balance revenue growth, delivery feasibility, margin, and strategic value.
- Comfortable operating in a high-growth environment where the expectation is to build while selling, rather than inherit a fully developed organization.
- Success in This Role
- Success will be measured by the VP's ability to create a predictable, scalable enterprise growth engine—not simply manage an existing sales team.
- The successful candidate will generate and close meaningful enterprise revenue, improve pipeline quality and forecast accuracy, create differentiated offerings, deepen strategic technology partnerships, and establish the processes and discipline necessary to scale the enterprise GTM organization.
- This role is ideal for someone who has already led at the VP level but still wants to be close to customers, partners, deals, and the market. We are looking for a builder and seller—not an administrator.
Benefits
- Health Care Plan (Medical, Dental & Vision)
- Retirement Plan (401k, IRA)
- Life Insurance (Basic, Voluntary & AD&D)
- Paid Time Off (Vacation, Sick & Public Holidays)
- Family Leave (Maternity, Paternity)
- Short Term & Long Term Disability
- Training & Development
- Work From Home
- Wellness Resources