VP of Sales - Downstream Products

VP – Downstream Products

Location: Remote

Reports To: Chief Commercial Officer

Travel: 50-75%

About the Role

We are seeking a senior commercial leader to build, lead, and scale the Sales function for our downstream product portfolio. As we expand into new market segments and buyer types, the VP of Sales will be responsible for defining the sales operating model, organizing the team, driving revenue execution, and ensuring we effectively penetrate and grow priority markets.

This role will lead:

Sales team organization, staffing, and daily management

Revenue delivery and forecast accuracy

Pipeline development and opportunity qualification

Territory planning, account execution, and field operations

Sales process design, CRM usage, and performance cadence

Coaching, development, and accountability of the sales team

This is a high-visibility role that requires strong leadership, commercial discipline, and the ability to scale a sales organization in a new product area.

Key Responsibilities

Sales Leadership & Commercial Execution

Establish and articulate a clear sales vision, operating model, and performance cadence aligned with go-to-market priorities.

Drive revenue achievement through disciplined pipeline management, targeted account development, and consistent field execution.

Set annual and quarterly quotas, KPIs, and performance expectations for the team; monitor progress and adjust plans as needed.

Ensure the sales team has clarity on priority markets, customer segments, and applications in alignment with marketing, product strategy, and leadership

Contribute to the development of value propositions and pricing strategies; drive the implementation and management of strategies within the sales team

Lead engagement with strategic accounts, industry partners, and key opportunities to drive penetration and accelerate revenue.

Ensure the team understands and communicates the product lines’ value propositions

Team Building & Talent Development

Build and lead a high-performing sales organization, including recruitment, coaching, performance management, and ongoing development.

Assess current capabilities, recommend structural changes, and define roles by region, segment, or channel as needed.

Foster a culture of accountability, customer focus, and clear communication

Pipeline & Performance Management

Lead disciplined CRM adoption and utilization, ensuring accurate forecasting, activity tracking, and opportunity qualification.

Drive further development of Salesforce as the central platform for pipeline management, reporting, and sales process enablement.

Establish and refine standardized sales processes – from opportunity creation through close – to support predictable revenue generation.

Deliver clear and consistent reporting to leadership on pipeline health, forecast accuracy, territory performance, and key KPIs.

Cross-Functional Partnership

Collaborate closely with Product Strategy, Marketing, and Operations to ensure aligned go-to-market execution.

Provide structured, objective field insights (customer behavior, objections, competitive movements, application trends) to Product Strategy, Marketing, and Leadership

Partner with Marketing to develop and execute campaigns, regional strategies, and segment-specific outreach plans.

Partner with Operations to ensure order fulfillment, service support, and customer onboarding processes meet the needs of target customers and channels.

Education, Experience, & Skills