Role Overview for VP, Enterprise Sales with a Cloud Infrastructure Provider – New York, NY
JRG Partners is proud to partner with a trailblazing, high-growth cloud infrastructure provider in their search for a visionary Vice President of Enterprise Sales. Based in the vibrant tech hub of New York, NY, this executive leadership role is a pivotal opportunity to shape the future of an organization at the forefront of the digital transformation wave. Our client provides a cutting-edge suite of IaaS and PaaS solutions that empower the world’s largest enterprises to build, deploy, and scale applications with unprecedented efficiency, security, and performance. In a market dominated by intense competition and rapid innovation, this role is critical for capturing significant market share and establishing our client as the definitive leader in their niche.
The ideal candidate is a strategic, results-oriented sales leader with a profound understanding of the enterprise technology landscape and a proven track record of building and scaling world-class sales organizations. You will be responsible for the entire enterprise sales motion across North America, from developing the overarching go-to-market strategy to leading a team of elite sales directors and account executives. This is not just a management role; it is a strategic leadership position that demands a hands-on approach to coaching, mentoring, and actively participating in large, complex deal cycles. You will be the executive sponsor for key accounts, building deep, lasting relationships with C-level executives at Fortune 500 companies. The cloud market is constantly evolving, as evidenced by analysis in publications like the Gartner Magic Quadrant for Cloud Infrastructure and Platform Services, and your strategic insight will be crucial in navigating this landscape. If you are a builder, a motivator, and a master strategist who thrives on the challenge of driving exponential revenue growth, we invite you to explore this career-defining opportunity.
Key Responsibilities of VP, Enterprise Sales with a Cloud Infrastructure Provider – New York, NY
Strategic Go-to-Market Leadership
Develop, articulate, and execute a comprehensive enterprise sales strategy that aligns with the company’s ambitious revenue goals. This includes defining target market segments, ideal customer profiles (ICPs), competitive positioning, and key performance indicators (KPIs) for the entire sales organization. You will be responsible for annual and quarterly planning, territory design, and quota allocation to maximize market coverage and sales productivity.
High-Performance Team Building and Development
Recruit, hire, mentor, and lead a world-class team of enterprise sales professionals. Foster a culture of excellence, accountability, and continuous improvement. Implement robust training and development programs focused on complex solution selling, advanced negotiation tactics, and deep product knowledge. Conduct regular performance reviews and provide constructive feedback to ensure individual and team success.
Revenue Generation and Pipeline Management
Assume full ownership of the enterprise sales revenue number. Drive the team to build and maintain a healthy, predictable sales pipeline sufficient to meet and exceed quarterly and annual targets. Implement and enforce a rigorous sales process and methodology (e.g., MEDDIC, Challenger Sale) within the CRM system (Salesforce) to ensure accurate forecasting and data-driven decision-making.
Executive-Level Client Engagement
Personally cultivate and manage relationships with C-level executives and key decision-makers within strategic target accounts. Act as the executive sponsor on the most critical and complex deals, providing air cover, strategic guidance, and negotiation support to your team to drive them to a successful close.
Cross-Functional Collaboration and Alignment
Serve as a key member of the senior leadership team, working in close collaboration with Marketing, Product Management, Engineering, and Customer Success. Provide valuable feedback from the field to inform product roadmap decisions, marketing campaign strategies, and customer retention initiatives. Ensure a seamless end-to-end customer experience from initial contact to post-sale implementation and expansion.
Operational Excellence and Reporting
Oversee all operational aspects of the enterprise sales function. Deliver accurate and timely sales forecasts, pipeline analysis, and performance reports to the executive team and the board. Leverage data analytics to identify trends, uncover opportunities, and address potential challenges proactively.
Market Intelligence and Competitive Analysis
Be the expert on the competitive landscape and broader market trends. Equip your team with the knowledge and tools they need to effectively position the company’s solutions against competitors and articulate a clear, compelling value proposition that resonates with enterprise buyers.
Requirements for the VP, Enterprise Sales with a Cloud Infrastructure Provider – New York, NY
Extensive Sales Leadership Experience
A minimum of 15+ years of experience in enterprise technology sales, with at least 7-10 years in a senior leadership capacity (e.g., VP, Senior Director) managing teams of 20+ sales professionals.
Proven Track Record of Success
Demonstrable and verifiable history of building and scaling high-performing enterprise sales teams. A consistent track record of meeting and exceeding multi-million dollar annual revenue targets in a high-growth environment is essential.
Deep Cloud/Infrastructure Domain Expertise
A strong, foundational understanding of the cloud computing ecosystem, including IaaS, PaaS, Kubernetes, serverless computing, and hybrid/multi-cloud architectures. Direct experience selling complex infrastructure solutions is mandatory. Familiarity with the competitive landscape (AWS, Azure, GCP) is critical.
Fortune 500 Sales Experience
Extensive experience leading sales cycles into large, complex enterprise organizations (Fortune 500 / Global 2000). Must be adept at navigating complex procurement processes, building consensus across multiple stakeholder groups, and negotiating seven- and eight-figure contracts.
Mastery of Sales Methodologies
Formal training and practical expertise in implementing and coaching structured sales methodologies such as MEDDIC, Challenger Sale, Value Selling, or similar frameworks.
Exceptional Leadership and Communication Skills
A natural leader with outstanding interpersonal, written, and verbal communication skills. The ability to inspire and motivate a team, present compelling business cases to C-level audiences, and act as a strong internal and external evangelist for the company.
Strategic and Analytical Mindset
Must be highly analytical and data-driven, capable of using metrics to manage the business, guide strategy, and make informed decisions. A strategic thinker who can see the big picture and translate it into an actionable plan.
Education
Bachelor’s degree in Business Administration, Marketing, Computer Science, or a related field is required. An MBA is strongly preferred.
Benefits & Perks Offered
Our client believes in investing in their people and offers a highly competitive and comprehensive benefits package designed to support your professional and personal well-being. This includes:
Highly Competitive Compensation
An attractive base salary, an aggressive and uncapped commission structure, and a significant equity package.
Comprehensive Health and Wellness
Top-tier medical, dental, and vision insurance for you and your dependents with minimal employee contribution. Access to mental health resources and a generous wellness stipend.
Retirement Planning
A robust 401(k) plan with a generous company match to help you plan for your future.
Generous Time Off
A flexible and generous Paid Time Off (PTO) policy, supplemented by company-wide paid holidays, to ensure a healthy work-life balance.
Professional Development
A dedicated annual budget for professional growth, including conferences, certifications, executive coaching, and continued education.
Modern Work Environment
A state-of-the-art office located in Manhattan, offering a hybrid work model that balances in-office collaboration with remote flexibility.
Additional Perks
Commuter benefits, catered lunches, team-building events, and more.
How to Apply
This is a unique opportunity to join a category-defining company at a key inflection point in its growth journey. If you are a transformative sales leader with the experience, drive, and passion to build a world-class enterprise sales organization, we want to hear from you. To be considered for this confidential search, please submit your resume and a cover letter outlining your qualifications and accomplishments.
JRG Partners is a premier executive search firm specializing in placing top talent within the technology sector. To learn more about our expertise in this domain, please visit the JRG Partners’ Cloud & Infrastructure practice page. We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.
