# VP of Sales

**Company:** [Lightning AI](https://hotfix.jobs/companies/lightning-ai)
**Location:** New York, NY
**Role:** Sales Engineering
**Salary:** $450k – $500k/yr
**Experience:** 8+ years
**Skills:** Enterprise Sales, Sales Leadership, MEDDIC, MEDDPICC, Pipeline Management, Forecasting, deal inspection, account strategy, Technical Sales, Go-to-Market Strategy, AI Infrastructure, MLOps
**Posted:** 2026-07-29

> Lead and scale an enterprise sales team selling AI infrastructure and developer platforms to technical buyers (ML, infrastructure, engineering leaders). Own pipeline, forecasting, coaching on complex deals, and building repeatable GTM processes in a fast-paced startup.

## Job Description

## 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.

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