Vice President of Sales, Large Accounts

Responsibilities

Own the Strategic and Enterprise Sales Motion

• Lead, manage, and develop a team of Strategic and Enterprise AEs, overseeing Enterprise through managers and directly leading the Strategic team
• Define and own the go-to-market strategy for large accounts — account selection, coverage model, engagement approach, and close process
• Build and maintain a healthy pipeline across both segments with rigor on quality, not just volume
• Own the segment number — accountable for bookings, win rates, average contract value, and cycle time across both teams

Drive Deal Quality and Execution

• Be actively present in the most strategic deals, providing deal support, coaching in the moment, and escalating presence when needed
• Drive the full lifecycle EveOS platform conversation — from first discovery through pilot, proposal, and close
• Ensure AEs map every account by practice area, office, and user before the first substantive conversation
• Enforce economic buyer access before any deal enters the pilot stage
• Build and deploy competitive displacement playbooks

Develop and Scale the Team

• Recruit, onboard, and retain high-performance AEs and front-line managers across Strategic and Enterprise
• Build a coaching cadence that develops reps on discovery quality, platform selling, pilot execution, and economic buyer engagement
• Use MEDDPICC rigorously to ensure every deal has competition mapped, decision criteria defined, and a named economic buyer before it enters forecast
• Drive adoption of the Mutual Action Plan framework across all active deals
• Run tight inspection cadences that surface deal risk early

Collaborate Cross-Functionally

• Partner with CS to ensure clean handoffs — every account enters the post-sale motion with a documented practice area and user map
• Work closely with RevOps on pipeline visibility, forecast accuracy, and segment reporting
• Partner with Marketing and PMM on competitive positioning, account-based plays, and large account content
• Provide regular field feedback to Product on what is winning, what is losing, and what is missing in the platform story

Represent the Segment to Leadership

• Own the Strategic and Enterprise segment forecast and present it to the CRO
• Contribute to board-level GTM reporting for the segment — pipeline health, win rates, competitive dynamics, and market trends
• Be a voice for the large accounts motion in executive planning, headcount decisions, and product prioritization

Requirements

Experience

• 8+ years in B2B SaaS sales, with at least 3 years leading Strategic or Enterprise sales teams
• Proven track record building and scaling teams that close complex, multi-stakeholder deals with ACV of $100K–$1M+
• Previous experience building and/or significantly scaling an Enterprise or Strategic sales function
• Experience selling into legal, professional services, or workflow-intensive verticals is a strong plus

Sales Craft

• Deep command of what great looks like in discovery, demo, pilot, and close — can identify it, teach it, and inspect for it across a team of AEs and managers
• Comfortable selling a platform story, not a point solution
• Understands that pricing is a consequence of demonstrated value
• Knows how to run a structured pilot: success criteria defined upfront, economic buyer engaged, hard stop date set before kickoff

Leadership

• Builds teams that are disciplined, motivated, and coachable
• Can identify the difference between a rep who needs coaching and a rep who needs to be replaced, and acts on both quickly
• Sets a standard for what great looks like and holds the team to it without micromanaging
• Runs inspection cadences that create predictability

Character

• Vigorous and paranoid in equal measure, working fewer accounts deeper
• Brings calm and clarity to ambiguity
• Direct, low-ego, and relentlessly focused on the outcome
• Has a genuine belief that Eve can transform how plaintiff firms operate

Compensation & Benefits

• Competitive Salary & Equity
• 401(k) Program with Employer Matching
• Health, Dental, Vision and Life Insurance
• Short Term and Long Term Disability
• Commuter Benefits
• Autonomous Work Environment
• Workplace Setup Reimbursement
• Telecomm Stipend
• Flexible Time Off (FTO) + Holidays
• Quarterly Team Gatherings
• In office Perks