VP of Sales

What You'll Do

• Lead, coach, and scale a team of enterprise Account Executives focused on strategic and high-growth customers.
• Own team pipeline generation, forecast accuracy, deal inspection, and quota attainment.
• Build a rigorous sales operating cadence around territory planning, account strategy, pipeline creation, MEDDIC/MEDDPICC discipline, and executive alignment.
• Coach sellers through complex technical sales cycles involving ML leaders, infrastructure leaders, engineering executives, procurement, finance, and C-level stakeholders.
• Partner closely with ML Solutions Engineering, Customer Success, Partnerships, Marketing, Product, and Revenue Operations to create a repeatable enterprise GTM motion.
• Help define Lightning AI’s sales playbook for AI infrastructure, model development, training, deployment, and compute-intensive enterprise workloads.
• Identify blockers in the sales motion and build practical systems, content, inspection points, and feedback loops to remove them.
• Represent the voice of the customer internally and help shape product, packaging, pricing, and market positioning.
• Recruit and develop exceptional sales talent while building a culture of high accountability, curiosity, urgency, and craftsmanship.

What We're Looking For

• 8+ years of enterprise technology sales experience, including 3+ years managing quota-carrying sellers.
• A track record of leading teams that consistently exceed target in complex, technical sales environments.
• Experience selling to technical buyers such as ML leaders, infrastructure leaders, CTOs, engineering executives, platform teams, or data organizations.
• Strong command of enterprise sales methodology, forecasting, deal inspection, pipeline generation, and multi-threaded account strategy.
• Ability to coach sellers on both strategic account planning and the practical details of running a deal well.
• Comfort operating in a fast-moving startup environment where the playbook is still being built.
• Clear communication, high judgment, and the ability to build trust quickly with executive customers and internal leaders.

Nice-to-Haves

• Experience selling AI, cloud infrastructure, developer platforms, data platforms, MLOps, GPUs, or high-performance compute.
• Prior experience building a sales team or segment through a period of rapid growth.
• Deep familiarity with MEDDIC/MEDDPICC, command-of-the-message style positioning, or similar enterprise sales frameworks.
• Experience partnering closely with technical pre-sales or field engineering teams.

Compensation

The anticipated annual base salary range for this role is $450,000–$500,000 USD. In addition to base salary, our total rewards package includes a discretionary bonus, meaningful equity, and comprehensive benefits.