Revenue Enablement VP

About the role

Lightning AI is on the lookout for a dynamic Revenue Enablement VP to lead our sales initiatives. This position is pivotal in driving the sales strategy for our innovative, developer-centric products aimed at technical professionals including CTOs, engineering VPs, software developers, researchers, and data scientists. The successful candidate will oversee the complete sales process, from identifying leads and qualifying prospects to conducting product demonstrations, negotiating terms, and finalizing sales. Additionally, this role will involve gathering customer insights to guide product enhancements and align offerings with market demands.

Key facts

What you'll do

• Develop a deep understanding of target markets, including value propositions and pricing strategies, to consistently achieve or surpass quarterly revenue objectives.
• Engage in proactive outbound prospecting within key market segments to build a robust sales pipeline and enhance customer engagement.
• Qualify and nurture both inbound and outbound sales leads to maximize conversion rates.
• Collaborate closely with product, engineering, and marketing teams to streamline the sales process and improve overall efficiency.
• Conduct thorough analyses of industry trends and customer segmentation to uncover new opportunities for qualified leads.
• Partner with the marketing department to boost both the volume and quality of inbound leads through targeted campaigns.
• Ensure data accuracy and integrity by utilizing HubSpot for tracking sales activities and managing opportunities effectively.
• Lead training sessions and workshops for the sales team to enhance their skills and knowledge of our products and market.
• Monitor competitive landscape and market dynamics to inform strategic adjustments in sales tactics.
• Foster relationships with key stakeholders and customers to enhance loyalty and retention.
• Provide regular feedback to the product team based on customer interactions and market observations to drive product development.
• Prepare and present sales performance reports to the executive team, highlighting key metrics and areas for improvement.

Requirements

• Minimum of 5 years of experience in a sales role, specifically as an Account Executive or similar position, focusing on technical or developer-oriented products.
• Strong knowledge of the machine learning, artificial intelligence, or software development sectors, with the ability to grasp complex technical concepts.
• Proven track record of achieving or exceeding revenue goals in a fast-paced startup environment.
• Experience in outbound prospecting, lead qualification, conducting product demonstrations, and closing sales.
• Ability to identify customer pain points, articulate value propositions, and effectively address objections to deliver tailored solutions.
• Excellent interpersonal skills, enabling effective collaboration with leadership, product, engineering, and marketing teams.
• Proficient in using HubSpot or similar CRM platforms for tracking sales activities, managing pipelines, and ensuring data accuracy.
• Familiarity with established sales methodologies (e.g., MEDDIC, Challenger, Sandler) and the ability to adapt approaches based on customer needs.

Nice to have

• Experience in a leadership role within a sales team, with a focus on mentoring and developing junior sales staff.
• Familiarity with data analytics tools to assess sales performance and market trends.
• Previous experience in a startup or high-growth environment, particularly in the tech sector.
• Understanding of customer success principles and how they relate to sales.

Skills & tools

• Strong analytical and problem-solving skills to navigate complex sales scenarios.
• Excellent communication skills, both written and verbal, to effectively convey ideas and strategies.
• Proficiency in sales enablement tools and technologies that enhance productivity and efficiency.
• Ability to work independently and as part of a team in a fast-paced, dynamic environment.

Practical notes

Lightning AI offers a comprehensive benefits package that includes extensive health coverage (medical, dental, vision), meaningful equity options (RSUs), a 401(k) matching program (U.S.), and unlimited paid time off. Additional perks include a company-wide winter break, paid parental and family leave, an annual learning and development allowance, wellness stipends, and work-from-home allowances. After four years of service, employees are eligible for a sabbatical program. Flexible work schedules and in-office meals are also part of our commitment to employee well-being. Please note that benefits may vary depending on location, team, and specific role within the company.