AVP Sales - West

About the role

The AVP Sales

West will spearhead the modernization of B2B accounts receivable by deploying intelligent automation that replaces outdated manual processes for industrial, chemical, and manufacturing firms across the North American West. This leader will own the strategic direction and execution of the West Coast enterprise sales organization, ensuring alignment with the company's mission to drive operational efficiency in finance departments. They will foster a high-performance culture where measurable business outcomes and rigorous forecasting are the standard, enabling the team to navigate complex enterprise sales cycles with confidence. The role requires building and managing a partner ecosystem to penetrate strategic territories and unlock new revenue streams while maintaining a relentless focus on customer success. The hire will establish a repeatable sales playbook that standardizes workflows and creates predictable growth trajectories for the entire organization. They will work closely with product and technical teams to articulate how the platform's AI-driven capabilities solve specific pain points in billing and receivable management. Ultimately, this position is responsible for scaling the footprint within the assigned territory by acquiring new logos and maximizing expansion within existing client accounts.

Key facts

What you'll do

• Direct a team of Enterprise Account Executives focused on acquiring new logos and expanding our footprint within the North American West territory.
• Establish a repeatable sales playbook to accelerate growth and ensure predictable revenue forecasting.
• Cultivate strong relationships with enterprise clients and partners to support long-term account success.
• Align the team with our product roadmap and technical capabilities to demonstrate value to finance departments.
• Promote a high-performance culture centered on measurable business outcomes and operational efficiency.
• Develop and execute territory plans that target chemical, industrial, and manufacturing firms with tailored value propositions.
• Leverage AI-driven sales transformation methodologies to optimize the sales cycle and improve win rates.
• Implement enterprise software sales strategies that emphasize value-based selling and clear ROI demonstration.
• Manage usage-based and booking-based revenue models to optimize cash flow and contract lifecycle performance.
• Coordinate with internal stakeholders to ensure seamless onboarding and implementation for new enterprise clients.
• Analyze market trends and competitor activity to refine positioning and support ongoing product development.
• Build and nurture partner ecosystems that enable scalable growth across strategic segments of the West Coast market.

Requirements

• Proven track record of exceeding sales quotas at high-growth enterprise software companies.
• Experience managing and scaling sales teams that serve enterprise-level customers in North America.
• Proficiency in structured sales methodologies such as MEDDPICC, Challenger, Command of Message, or SPICE.
• Demonstrated success in managing both usage-based and booking-based revenue models.
• Ability to build and manage partner ecosystems to penetrate strategic territories.
• Alignment with company values: Face the Bear, Think Independently, Hard Work Creates Room, and Stand In Front Of The Truck For Your Customer.
• Experience in enterprise accounts receivable or financial operations software sales is mandatory.
• A minimum of ten years in progressive sales leadership roles within the enterprise B2B sector is required.

Skills & tools

• AI-driven sales transformation
• Enterprise software sales
• Territory planning and forecasting
• Value-based selling
• Partner ecosystem development
• Revenue model optimization
• Cross-functional stakeholder management
• Data-driven decision making
• Financial workflow automation
• C-suite engagement

Practical notes

• Benefits package includes medical, dental, and vision insurance.
• Includes 401(k) with company match.
• Offers parental leave and flexible PTO.
• The position is based in San Francisco and requires full-time on-site presence.
• Candidates must be authorized to work in the United States without sponsorship at this time.
• Relocation assistance is not provided for this role.
• The compensation range reflects target On-Target Earnings inclusive of commission and equity components.
• Performance reviews are conducted semi-annually with opportunities for adjustment based on results.
• Travel requirements may include occasional visits to client sites within the West Coast region.
• The start date is contingent upon the completion of background checks and reference verification.
• Applicants are encouraged to highlight relevant experience in manufacturing, chemical, or industrial sectors during the application process.