VP, NA Sales

About the role

The is responsible for owning the end-to-end sales cycle within the North American region, driving both new business acquisition and strategic expansion within existing accounts. This role owns the leadership of a high-performing team of Account Executives, setting the standard for execution excellence and quota attainment. The hire will architect and implement sales strategies that align with Plume's platform vision, ensuring that the unique value of an open, hardware-independent service delivery platform is clearly articulated to large-scale customers. They will act as a key strategic partner to major Internet Service Providers, guiding them through the complexities of digital transformation in the smart home and enterprise connectivity space. The role demands a blend of empathetic mentorship and rigorous performance management to build a resilient and high-achieving sales organization. This leader must be comfortable operating with significant autonomy in a fast-moving, mission-critical environment where data informs every decision. Ultimately, this hire will be the primary driver of revenue growth and market penetration for Plume's flagship solutions across North America.

Key facts

What you'll do

Drive the development and execution of the North American sales strategy to achieve and exceed quarterly and annual revenue targets.

Manage the full sales lifecycle for a portfolio of strategic Enterprise and ISP customers, from initial prospecting through complex deal negotiation and successful implementation.

Build, coach, and scale a high-performance team of Account Executives, focusing on skill development, quota attainment, and sustainable growth.

Analyze sales pipeline, activity metrics, and forecasting data to identify risks, refine strategies, and maximize revenue generation opportunities.

Develop and maintain deep, trust-based relationships with key stakeholders at target accounts, acting as a trusted advisor for Plume's technology and business outcomes.

Collaborate closely with Product, Marketing, and Customer Success teams to ensure alignment on value propositions, messaging, and customer retention strategies.

Own the creation and management of complex sales forecasts, providing accurate and insightful reporting to senior leadership during business reviews.

Identify and champion internal process improvements to enhance sales efficiency, CRM accuracy, and the overall buyer experience.

Champion the adoption of Plume's platform story, ensuring the team articulates the benefits of AI and machine learning in creating better connected spaces.

Provide mentorship and career development guidance to the sales team, fostering a culture of excellence, accountability, and continuous learning.

Partner with Customer Success to identify cross-sell and upsell opportunities that expand the footprint and value of Plume deployments.

Ensure strict adherence to compliance, legal, and financial policies across all sales activities and customer agreements in the region.

Leverage data and market insights to refine sales playbooks and target the highest-value segments within the ISP and enterprise sectors.

Act as the primary escalation point for critical strategic deals, ensuring alignment between commercial objectives and operational execution.

Requirements

10+ years of prior leadership experience managing sales teams focused on selling solutions to Internet Service Providers (ISPs) in the Americas.

7+ years of prior experience selling to ISPs in a quota-carrying role with a proven track record of consistent over-achievement.

A demonstrable quota-attainment record of meeting and/or exceeding targets by managing a rigorous process for identifying, qualifying, and closing new business.

Prior experience developing, executing, and iterating upon business, sales, and market plans specific to the ISP and enterprise connectivity verticals.

Proven ability to negotiate and close complex, multi-stakeholder deals that involve technical, financial, and commercial considerations.

Exceptional experience in building and maintaining executive-level relationships with C-suite and Director-level stakeholders within large service provider organizations.

Strong expertise in using CRM systems to maintain pipeline accuracy, forecast reliability, and comprehensive reporting metrics.

Demonstrated ability to operate effectively in a fast-paced, ambiguous environment, making timely decisions with limited supervision.

Nice to have

Experience in a leadership role within a SaaS or cloud-based technology company.

Prior experience scaling a sales organization during a period of rapid company growth or post-Series funding.

Knowledge of AI and machine learning applications within network or connectivity domains.

Practical notes

This is a full-time position based in the United States.

Candidates must be eligible to work in the United States without sponsorship.

Travel may be required for key strategic meetings and industry events.