Vice President, Sales

About the role

You will own the end-to-end commercial strategy for Fuel Cycle, translating the company's AI-first product evolution into a repeatable and scalable enterprise go-to-market motion. You will rebuild the new-logo pipeline from near-zero by redefining the ICP and sharpening outbound motion to generate consistent opportunities. You will present to the board quarterly and serve as the primary commercial voice at the leadership table, partnering closely with the Chief Strategy Officer on GTM direction. You will lead a coaching culture within a largely new sales team, establishing clear expectations and disciplined behaviors from day one. You will leverage the Insight-Lab capability to generate industry analyses and consumer data that reframe buyer conversations and open doors. You will travel regularly to prospects, clients, and Fuel Cycle headquarters as part of a 25-40% travel expectation. You will stay current on the AI platform expansion and translate new capabilities into updated commercial narratives that drive enterprise deal execution.

Key facts

What you'll do

Own and exceed annual quota with full accountability to the CEO and board while diagnosing and rebuilding the top-of-funnel to generate a consistent pipeline of new-logo opportunities.

Redefine the ICP and sharpen outbound motion by building sales playbooks and competitive positioning that lead with insight, not product features, to challenge how enterprise buyers think about market research and AI.

Define and execute an insight-led go-to-market sales strategy that follows commercial insight, reframe, consensus-building, and close, translating Fuel Cycle's AI-first evolution into updated commercial narratives.

Develop territory design, headcount plans, and sales operating budgets in partnership with the CEO and Chief Strategy Officer, then present pipeline, forecast, and strategy at quarterly board meetings.

Fuel Cycle's Insight-Lab capability to produce industry analyses, consumer data, and thought leadership that open doors and reframe buyer conversations for enterprise decision-makers.

Stay current on the company's AI and ML platform expansion and translate new capabilities into compelling commercial narratives that support complex, multi-stakeholder enterprise deals.

Travel to prospects, clients, and Fuel Cycle headquarters regularly, meeting buyers in person to execute enterprise deal sponsorship and accelerate consensus within the buying committee.

Lead a new sales team through a rebuild mandate, establishing a coaching culture, structured cadences, and a performance-driven environment from near-zero pipeline maturity.

Establish rigorous sales cadences including weekly deal reviews that map the buying committee, pipeline hygiene, forecast calls, and QBRs tied to clear metrics and board-level accountability.

Serve as executive sponsor on strategic AI platform deals, engaging C-suite and VP-level mobilizers to drive consensus, navigate complex procurement processes, and close large, multi-year opportunities.

Partner with the Chief Strategy Officer to align GTM direction with product evolution, ensuring that commercial motions reflect the latest AI platform capabilities and market positioning.

Create and maintain playbooks that synthesize complex AI and ML offerings into clear, insight-led stories that help enterprise buyers reframe research challenges and justify investment.

Build a repeatable motion for new-logo generation by combining sharp ICP definition, targeted outbound, and disciplined pipeline management that scales over time.

Champion a learning culture within the sales organization, removing blockers, celebrating disciplined wins, and developing early-tenure sellers through consistent coaching and feedback.

Requirements

Must reside in Los Angeles, CA, and be able to work onsite five days per week with travel as required for business development and client meetings.

Must be legally authorized to work in the United States without sponsorship, as the role requires immediate start and full operational capacity.

Must have direct experience building a new-logo engine from near-zero, including defining ICP, sharpening outbound motion, and establishing pipeline generation.

Must have a proven track record of owning and exceeding annual sales quotas with full accountability to executive leadership and a board-level reporting rhythm.

Must have hands-on experience with insight-led selling, commercial teaching, and consensus-building to reframe buyer conversations in enterprise markets.

Must have experience leading a new or early-stage sales team, establishing clear expectations, structured coaching cadences, and a performance-driven culture.

Must be comfortable working with AI-native SaaS platforms and translating complex AI and ML capabilities into practical commercial narratives for enterprise decision-makers.

Must be willing to travel 25-40% for prospect meetings, client engagements, and internal meetings at Fuel Cycle headquarters.

Nice to have

Experience in market research, insights, or data-driven industries, with familiarity with enterprise research platforms and decision intelligence.

Background in AI-led transformation within SaaS businesses and the ability to articulate technical concepts to non-technical stakeholders.

Prior success using Challenger Sale, SPICED, or similar consultative selling frameworks to drive complex enterprise deals.

Experience presenting to boards and executive leadership on pipeline strategy, forecast accuracy, and commercial execution.

Practical notes

This is an onsite role in Los Angeles requiring five days per week in the office, with expected travel of 25-40% for client meetings and business development activities.

The role requires immediate availability and the ability to start without sponsorship, reflecting a rebuild mandate and urgent commercial priorities.

Quarterly board presentations and weekly pipeline reviews are standard cadence, requiring comfort with metrics, forecasting, and executive communication.