VP & GM of Sales - Remote

Overview

The VP & GM of Sales will lead a high-performing organization of direct sales Account Executives (AEs), responsible for driving new customer acquisition, revenue growth, and market share expansion. This leader will design and execute competitive direct selling strategies, build scalable go-to-market (GTM) plans, and foster a culture of accountability and high performance. The VP & GM of Sales will play a critical role in identifying target markets, advancing pipeline opportunities, and ensuring the team consistently delivers against quota while positioning the organization for both short- and long-term success.

In Short

• Develop and execute a comprehensive sales strategy focused on new customer acquisition through direct selling into 150+ accounting systems and related ecosystems.
• Drive AE performance through effective territory planning, pipeline management, and rigorous sales process discipline.
• Partner with Marketing and Product to build demand generation campaigns that feed AE pipeline and accelerate deal cycles.
• Lead, coach, and mentor a team of AEs and frontline managers to exceed sales targets, improve win rates, and build strong customer relationships.
• Build scalable sales motions, including forecasting, pipeline reviews, and deal coaching, to ensure predictable performance and growth.
• Personally engage with executive decision-makers during high-value sales pursuits to advance negotiations and close complex deals.
• Continuously assess market dynamics and competitor activity to inform direct selling strategies and positioning.
• Partner cross-functionally with Marketing, Sales Operations, Growth Delivery, and Product teams to align GTM initiatives and maximize sales impact.
• Foster a high-performance culture rooted in accountability, development, and results.

Requirements

• Proven success leading enterprise direct sales teams, with a track record of consistently delivering against quota and revenue targets.
• Strong business acumen with deep expertise in direct selling, pipeline management, and deal execution.
• Demonstrated ability to coach AEs and sales leaders on solution selling, negotiation, and closing strategies.
• Skilled at building trusted relationships with executive-level buyers and influencing complex decision processes.
• Strong analytical and operational skills; able to drive forecasting accuracy, territory planning, and sales productivity improvements.
• Outstanding communication and presentation skills, with the ability to inspire teams and persuade senior stakeholders.
• Bachelor’s degree or equivalent experience; MBA strongly preferred.
• 15+ years of enterprise sales leadership experience, including significant responsibility for new logo acquisition and AE-led sales teams.
• Experience selling within accounting, ERP, or financial systems markets a plus.
• Expertise in designing sales compensation structures and resource models to drive direct selling productivity.
• Technical proficiency in using and demonstrating sales solutions.
• Must be able to travel domestically up to 50%.

Benefits

• 18 days PTO
• 11 Holidays (8 company recognized & 3 floating holidays)
• 16 hours per year of paid Volunteer Time Off (VTO)
• Competitive Healthcare
• 401(k) Match: 100% match on the first 3% of your salary, plus 50% match on the next 2%
• Parental Leave: 8 weeks 100% paid by AvidXchange
• Discounts on Pet, Home, and Auto insurance
• Tuition Reimbursement up to the federal maximum of $5,250
• Hybrid Workplace Flexibility
• Onsite gym fitness center, yoga studio, and basketball court