About the Opportunity

We are seeking an exceptional Chief Sales Officer (CSO) to architect and lead the next stage of enterprise revenue growth across a sophisticated, technology-driven organization.

This is a C-suite leadership mandate with responsibility for building a sales organization capable of delivering predictable, durable, and increasingly efficient revenue growth at enterprise scale.

The Chief Sales Officer will own the enterprise sales strategy and operating model across new-logo acquisition, strategic accounts, geographic expansion, sales development, channel and partner ecosystems, sales engineering, account growth, and other revenue-producing functions aligned to the organization’s go-to-market structure.

The mandate extends far beyond achieving an annual bookings target.

The CSO will determine how the organization segments markets, allocates sales capacity, develops territories, prioritizes accounts, builds executive relationships, improves pipeline quality, increases seller productivity, strengthens forecasting discipline, expands strategic customers, and develops the leadership bench required to support continued growth.

You will work directly with the CEO and executive leadership team, partnering closely with Marketing, Product, Customer Success, Finance, Revenue Operations, Partnerships, and Technology to ensure commercial strategy remains connected to market opportunity, product direction, customer value, and financial objectives.

Our commercial environment may span complex enterprise buyers, multiple product or solution categories, sophisticated procurement processes, large strategic accounts, multi-year agreements, partner-influenced opportunities, and increasingly AI-enabled customer workflows.

The successful executive will therefore understand both the art and the operating science of enterprise selling.

You will know how to build relationships at the CEO, CIO, CTO, CFO, COO, and business-unit level while simultaneously creating the systems, inspection mechanisms, talent standards, incentives, and management discipline that make revenue performance repeatable.

We are particularly interested in leaders who have experienced multiple stages of organizational scale.

You understand what must change when a sales organization moves from founder-led or relationship-driven selling toward a sophisticated enterprise revenue engine—and how to preserve entrepreneurial urgency while introducing greater operational discipline.

The opportunity is ultimately about building a sales organization where growth does not depend on heroics.

It depends on strategy, talent, customer relevance, pipeline quality, disciplined execution, leadership accountability, and a repeatable commercial operating system.

Essential Duties and Responsibilities

I. Enterprise Revenue Leadership

Own the enterprise sales strategy and execution framework.
Translate corporate growth objectives into actionable sales plans.
Establish annual and multi-year bookings, revenue, and market-expansion priorities.
Create clear accountability across regions, segments, verticals, and sales teams.
Balance near-term revenue delivery with long-term market development.
Establish an executive operating cadence around pipeline, forecast, productivity, and strategic deals.
Maintain direct accountability for overall sales performance.

II. Go-to-Market Architecture

Design and continuously evolve the organization’s sales operating model.
Determine appropriate segmentation across enterprise, strategic, commercial, industry, geographic, or product dimensions.
Develop territory and account-allocation strategies.
Establish coverage models based on market potential and customer complexity.
Align sales specialization with customer buying behavior.
Evaluate direct, channel, alliance, and ecosystem-led selling models.
Ensure GTM complexity creates customer value rather than internal friction.

III. Enterprise & Strategic Accounts

Establish executive sponsorship for the organization’s most important customers and opportunities.
Participate directly in high-value and strategically significant deals.
Develop relationships with C-suite customer stakeholders.
Strengthen multi-threaded enterprise account engagement.
Improve executive business reviews and strategic account planning.
Develop expansion strategies across large customer organizations.
Support negotiation of sophisticated multi-year agreements.
Protect long-term customer economics while maintaining commercial competitiveness.

IV. Pipeline & Demand Conversion

Establish rigorous pipeline-generation expectations.
Partner with Marketing and Sales Development on target-market and account strategies.
Improve pipeline quality rather than relying solely on pipeline volume.
Evaluate conversion across the complete sales funnel.
Identify stages where opportunities systematically stall or disappear.
Improve qualification standards and opportunity progression.
Build sufficient pipeline coverage to support predictable performance.

V. Forecasting & Commercial Operating Discipline

Establish a highly credible forecasting methodology.
Create consistent opportunity inspection standards.
Improve forecast accuracy at representative, manager, regional, and executive levels.
Identify revenue risk early enough for corrective action.
Eliminate unnecessary optimism and inconsistent opportunity definitions from forecasting.
Present clear revenue outlooks to executive leadership.
Partner with Finance and Revenue Operations on scenario planning.

VI. Sales Productivity & Economics

Measure productivity across roles, segments, territories, and teams.
Monitor quota attainment and capacity utilization.
Evaluate ramp time for new sales hires.
Improve win rates and sales-cycle efficiency.
Analyze customer acquisition economics.
Identify low-productivity coverage models.
Develop strategies to improve revenue generated per sales resource.
Balance growth investment with sustainable commercial efficiency.

VII. Global & Market Expansion

Evaluate opportunities for geographic and vertical expansion.
Establish market-entry sales strategies.
Determine appropriate hiring and leadership requirements.
Adapt GTM approaches to local market conditions.
Coordinate regulatory, product, partner, and operational dependencies.
Develop repeatable market-entry playbooks.
Assess expansion performance against investment assumptions.

VIII. Pricing, Packaging & Commercial Strategy

Partner with Product, Finance, and Marketing on pricing and packaging.
Provide market intelligence from enterprise customers and competitive situations.
Evaluate discounting patterns and commercial exceptions.
Improve deal economics.
Support development of enterprise agreement structures.
Establish appropriate approval and escalation mechanisms.
Balance competitive flexibility with pricing integrity.

IX. Partner & Ecosystem Revenue

Develop sales strategies involving strategic alliances, technology partners, systems integrators, cloud providers, and channel organizations.
Identify opportunities for partner-sourced and partner-influenced pipeline.
Establish clear rules of engagement between direct and partner sales.
Support executive relationships with strategically important partners.
Measure ecosystem contribution to revenue.
Develop scalable co-selling practices.

X. Sales Leadership & Organization Building

Recruit and develop exceptional sales executives.
Build a strong succession pipeline.
Establish clear expectations for frontline and second-line leadership.
Develop coaching and performance-management standards.
Create accountability without unnecessary organizational bureaucracy.
Address persistent underperformance decisively.
Retain and develop high-impact talent.
Build an organization capable of scaling beyond the current leadership team.

XI. Sales Compensation & Incentive Design

Partner with Finance, HR, and Revenue Operations on compensation strategy.
Align incentives with enterprise priorities.
Ensure compensation plans reward desired selling behavior.
Evaluate quota design and attainment distribution.
Prevent incentive structures from encouraging low-quality or economically unattractive revenue.
Maintain competitive compensation practices for critical sales talent.

XII. AI-Enabled Sales Transformation

Establish practical applications of AI across the sales organization.
Improve account research and opportunity preparation.
Explore AI-assisted pipeline inspection and forecasting.
Improve seller productivity through intelligent workflow automation.
Support personalized enterprise prospecting at scale.
Reduce administrative burden on sales professionals.
Partner with Technology and Revenue Operations to maintain appropriate data, security, and governance controls.
Ensure AI increases seller effectiveness rather than simply adding another technology layer.

XIII. Executive & Board-Level Communication

Provide executive leadership with clear assessments of sales performance.
Present pipeline, forecast, market opportunity, competitive conditions, productivity, and strategic risks.
Translate sales data into business implications.
Support annual operating and strategic planning.
Provide commercially grounded recommendations on investment priorities.
Represent the sales organization in executive and board-level discussions where appropriate.

Job Qualifications and Requirements

15+ years of progressive enterprise sales leadership experience, including substantial executive responsibility.
Significant experience leading complex B2B technology, SaaS, cloud, digital platform, AI, or enterprise solutions sales organizations.
Demonstrated success owning substantial revenue or bookings targets.
Experience building and scaling enterprise sales organizations.
Proven ability to develop high-performing regional and functional sales leaders.
Strong record of closing and expanding sophisticated enterprise relationships.
Experience managing complex, multi-stakeholder sales cycles.
Deep understanding of enterprise GTM strategy.
Strong forecasting and pipeline-management discipline.
Demonstrated experience with territory, capacity, quota, and productivity planning.
Experience partnering with Marketing, Product, Customer Success, Finance, and Revenue Operations.
Strong commercial negotiation capabilities.
Experience presenting to CEOs and other senior executive stakeholders.
Demonstrated ability to operate successfully through periods of rapid organizational change and growth.

Particularly Valuable Background

We will place additional value on executives with experience involving:

Enterprise SaaS
Artificial intelligence
Cloud platforms
Cybersecurity
Data and analytics
FinTech or payments
Digital transformation
Enterprise software
Usage-based or consumption-based business models
Global GTM organizations
Strategic alliances
Channel ecosystems
Multi-product sales organizations
International expansion
Sales-led and product-led growth combinations
Private equity or high-growth environments

A bachelor’s degree is expected for most candidates. An MBA or comparable advanced business education is valued but not required where substantial executive experience demonstrates equivalent commercial capability.

Personal Capabilities and Qualifications

Commercial Instinct

You can identify where genuine revenue opportunity exists and distinguish it from activity that merely creates the appearance of growth.

Executive Presence

You can represent the organization credibly with customers, partners, investors, board members, and senior internal leadership.

Analytical Discipline

You expect sales decisions to be informed by pipeline mathematics, conversion data, productivity, market potential, and customer economics.

Customer Orientation

You understand that durable enterprise growth comes from solving meaningful customer problems—not maximizing transactional pressure.

Organizational Leadership

You can lead through other leaders and create accountability across a large distributed organization.

Talent Judgment

You recognize exceptional sales leadership and know when a performance issue is related to talent, territory, management, product fit, or market conditions.

Strategic Agility

You can move between long-range commercial strategy and immediate deal execution without losing perspective.

Operational Rigor

You create predictable operating rhythms while protecting the speed required in competitive markets.

Resilience

You remain decisive when markets change, major opportunities are lost, targets increase, or organizational assumptions require reconsideration.

Strategic Support

As a member of senior executive leadership, the Chief Sales Officer will contribute beyond the traditional boundaries of Sales.

The CSO may directly influence:

Corporate growth strategy
Annual operating planning
Market prioritization
Product investment
Pricing and packaging
Customer segmentation
International expansion
Strategic partnerships
M&A evaluation
Customer retention strategy
AI transformation
Sales technology investment
Revenue architecture
Brand positioning
Organizational design
Capital allocation

The CSO will provide leadership with an essential market perspective by connecting what customers are buying, why deals are won or lost, how competitors are changing, and where the organization should invest next.

Working Conditions

Executive-level working environment with substantial autonomy and accountability.
Regular interaction with the CEO, executive leadership team, senior sales leaders, customers, and strategic partners.
Domestic and international travel may be required for strategic accounts, leadership meetings, industry events, and market development.
Regular collaboration across multiple geographic regions and time zones may be required.
Additional availability may occasionally be necessary during major negotiations, quarter-end execution, strategic transactions, or critical customer situations.
The position requires strict confidentiality involving revenue forecasts, customer agreements, pricing, corporate strategy, personnel matters, and other sensitive commercial information.

Job Function

Executive Function: Sales & Commercial Leadership

Primary Ownership: Enterprise Revenue Growth

Leadership Scope:

Compensation & Benefits

The anticipated compensation range for this executive position is:

$435,000 – $556,000 annually

Final compensation will consider the scale of prior revenue ownership, organizational complexity, enterprise-sales performance, leadership experience, strategic-account expertise, geographic scope, and overall executive qualifications.

The broader executive rewards package may include:

Executive performance incentives
Annual cash bonus opportunities
Long-term incentive compensation
Equity participation where applicable
Comprehensive executive health benefits
Retirement and financial-wellness programs
Generous paid time off
Executive leadership development
Flexible or hybrid working arrangements
Business travel support
Wellness and family-support benefits
Additional executive benefits based on organizational policy

Why Join Us

The most interesting sales organizations are not simply trying to sell more.

They are deciding how they should grow.

Which markets deserve additional investment?

Which customer segments can support the strongest long-term economics?

Where should specialized sales capacity be deployed?

Which strategic partnerships can create leverage?

How should AI change the productivity of the commercial organization?

What must change when the sales organization becomes substantially larger than the one that produced the company’s earlier growth?

And how do you make ambitious revenue targets increasingly predictable without allowing process to suffocate the entrepreneurial behavior that created growth in the first place?

Those are the questions this role is built to own.

As Chief Sales Officer, you will have the opportunity to shape the commercial architecture of the organization—not merely inherit a number and manage toward it.

Your impact will connect:

Chief Sales Officer