Area Vice President, West Strategic Sales

Exterro is seeking a motivated and results-driven Area Vice President, West Strategic Sales to join our dynamic SaaS sales team. Reporting directly to the Vice President (VP) of the West, the AVP will lead a high-performing sales team, focusing on expanding relationships with strategic enterprise clients, driving complex sales cycles, and developing long-term partnerships with key accounts. This role requires an in-depth understanding of privacy, data discovery and protection, and SaaS solutions to navigate competitive landscapes and deliver tailored solutions for clients in diverse industries. 

Key Responsibilities:

 Sales Leadership and Strategy 

• Sales Team Management: Lead, coach, and develop a team of account executives and sales professionals to exceed regional sales targets. Provide ongoing performance management, feedback, and mentorship.
• Strategic Planning: Collaborate with the VP to develop and execute a comprehensive sales strategy that aligns with overall company objectives and regional priorities.
• Revenue Growth: Drive consistent year-over-year revenue growth, with a focus on securing new enterprise accounts while expanding existing customer relationships.
• Market Penetration: Identify and capitalize on emerging market trends and opportunities, establishing the company as a leader in the privacy SaaS space.
• Recruiting and Retention: Identify, attract and retain the top talent in the Enterprise SaaS space.  Continuously improve the caliber of the team and ensure that each team member is setup to be successful.

Account Management and Sales Execution

• Enterprise Account Management: Own and manage key enterprise-level sales opportunities, building long-term relationships with senior stakeholders, including C-level executives, privacy officers, and decision-makers.
• Complex Sales Cycles: Lead complex, consultative sales cycles involving multiple stakeholders, working collaboratively with cross-functional teams (e.g., solutions engineering, legal, customer success, legal) to tailor offerings and take a lead role in negotiating complex contracts with an in-depth understanding of how SaaS contracts are successfully completed.
• Pipeline Development: Take ownership of how your team builds and maintains a healthy pipeline of high-value opportunities through prospecting, networking, referrals, and leveraging existing customer relationships.

Collaboration and Cross Functional Alignment 

• Team Collaboration: Partner with marketing, product, customer success, and other internal teams to ensure seamless alignment in messaging, product offerings, and customer experience.
• Customer Advocacy: Act as a customer advocate, ensuring that the company’s products and services continuously meet and exceed the needs of enterprise clients.
• Reporting & Forecasting: Provide regular reporting on sales performance, pipeline health, and forecast accuracy to the RVP and senior leadership.

Industry & Market Expertise

• Privacy & Compliance Expertise: Leverage expertise in data privacy, compliance frameworks (e.g., GDPR, CCPA), and security to position the company’s solutions as the go-to choice for privacy challenges in the enterprise SaaS market.
• Competitive Landscape: Stay abreast of industry trends, market shifts, and competitor offerings to identify new opportunities and maintain a competitive edge.

Qualifications

• 7+ years in enterprise sales, with at least 4+ years in a leadership role, preferably in SaaS, privacy, data protection, or a related field (Cyber) managing diverse teams across a region.
• Demonstrated success in leading teams to exceed sales targets, managing multi-million-dollar sales cycles, and closing enterprise-level deals.
• Strong understanding of the privacy and data protection landscape, including key regulations and trends (GDPR, CCPA, etc.).
• Expertise in strategic account planning, consultative selling, solution development, and contract negotiation.
• Ability to inspire, mentor, and manage a high-performance sales team, fostering a culture of collaboration, accountability, and achievement.
• Ability to travel as needed (25-50%) to meet with customers, attend events, and foster relationships. 

Skills

• Strong understanding of SaaS sales methodologies (e.g., MEDDICC, Force: Command of the Message, or similar).
• Exceptional leadership, communication, and interpersonal skills with the ability to engage effectively with C-level executives and other key decision makers. 
• Proficiency in CRM systems (e.g., Salesforce, Gong) and sales enablement tools.
• Analytical mindset with the ability to interpret data and make data-driven decisions.
• Negotiation skills with a focus on creating win-win outcomes.

Why Exterro?

• Impact: Play a key role in a company at the forefront of data risk management, helping businesses safeguard their data in an increasingly complex digital world.
• Growth Opportunity: Join a rapidly growing organization where there is room for learning, development and upward mobility.
• Culture: Work in an innovative, inclusive, and collaborative environment, where your contributions are valued, and your professional development is supported.

Exterro participates in E-Verify and is a drug-free workplace. All employment offers are contingent upon the successful passing of a background check.

We believe in the importance of pay transparency and strive to create a fair and equitable workplace for all employees. As a remote first organization, our compensation reflects the cost of labor across several US geographic markets. The salary range for this remote position is $150,000-$185,000 per year, based on skills, experience and qualifications. The actual offer will be based on the individual candidate. Exterro is a total compensation company, and this role may be eligible for variable pay, equity, bonus and/or other forms of compensation as part of the package. In addition, we offer a comprehensive benefits package that includes health insurance, retirement plans, flexible paid time off and more.

Candidates are encouraged to discuss their salary expectations during the interview process. We are committed to ensuring that compensation aligns with market standards and is commensurate with the responsibilities of the role.