VP of Sales - North America

Department: Sales

Employment Type: Permanent - Full Time

Location: New York

Reporting To: CRO

Description

What you'll do

• The NA number. Full regional P&L for the United States and Canada — all solutions, all segments. New logo and expansion. Quarterly and annual targets owned end-to-end.
• The team. Hire, coach, and retain a high-performing AE and Sales Manager bench across Digital and Enterprise. Set the bar on profile, ramp, and culture — high energy, low ego, multi-solution, AI-native.
• Territory and account coverage. Define and operate the NA territory model in lockstep with Revenue Operations — account-size tiering, AE-to-account ratios, named-account discipline. Multi-thread every strategic account.
•  Full solution coverage. Every osapiens solution sells through NA — EUDR, PPWR, CSRD, CCF, Decarbonization, Supplier Intelligence, plus the full Asset Operations stack (CMSS, Distribution / Last Mile, Audit Management). Drive multi-solution selling on every deal — not single-point pitches. Partner with Product Marketing and Pre-Sales on the NA-specific positioning and named packages.
• Pipeline coverage and velocity. Own the regional pipeline coverage drumbeat in partnership with BD, Marketing, and Customer Team. Three-lane coverage — new logo, customer expansion, signal-triggered — ahead of plan every quarter.
• Customer engagement at the top. Be in front of customers personally — VP and above in target accounts. Run partner plays: roundtables, dinners, innovation center visits, hackathons. Open doors your team cannot open alone.
• AI-native execution. Operate the team on the modern stack — HubSpot, Gong, ABM, signal monitors, AI agents. Drive AI adoption across the AE bench; never let “that’s how we’ve always sold” become an excuse.
• Cross-functional leadership. Bridge-builder across BD, Pre-Sales, Marketing, Customer Team, and Product. Challenge senior leadership on what constraints need to be removed for NA to grow 2x faster. No lone wolves on your team.
• Forecast and operating cadence. Run the NA weekly, monthly, and quarterly cadence the CRO and Board rely on — deal reviews, forecast calls, win/loss, QBRs. Know the deals, know the people, know the risks. No surprises.

What you'll bring

• 8+ years in enterprise B2B SaaS sales, with 4+ years leading regional or territory sales teams. Track record of building NA businesses from sub-$10M to materially larger — new-logo and expansion, multi-solution, multi-segment.
• AE leader before you were a sales leader. You have personally carried and exceeded an enterprise number. You earn credibility with reps because you can still close the room.
• Builder, not steward. You have hired and ramped AE and Sales Manager benches. You have walked into a young team and made it world-class — not waited for it to be handed to you finished.
• Multi-solution and platform fluency. Comfortable selling a platform, not a feature. You have preferably sold across compliance, sustainability, supply chain, or asset-intensive software, and you can hold the full picture in front of a CFO, CPO, COO, or CSO.
• Operator-level fluency with the modern GTM stack. HubSpot, Gong, Clay, Apollo, ZoomInfo, ABM platforms, sequencers — plus the emerging AI tooling landscape. You build the operation on the system, not in slideware.
• AI-native. You already run AI agents in your day-to-day — research, drafting, signal monitoring, coaching — and you push your team to do the same.
• Process-disciplined. Methodology, qualification, exit criteria, deal reviews, forecast accuracy. You run a clean operation that the Board can read.
• Executive presence. You earn the right to talk to a CFO or COO at any of the F500. You write and present at Board level.
• Extreme ownership, low ego, very high say:do ratio. Never satisfied, always preparing for the next quarter. You hide nothing — issues surfaced fast.
  
  

What Success Looks Like (first 12 Months)

• NA number owned and delivered — quarterly forecast accuracy, new-logo wins, expansion ARR all visible and trending up.
• AE bench rebuilt and ramped — at least 80% of AEs hitting 100%+ of quota, with a credible succession bench in place behind the Sales Manager line.
• Territory model live in HubSpot — named-account list per AE, tiering applied, multi-thread coverage trending up across strategic accounts.
• Multi-solution discipline visible — average solutions per closed-won deal up materially versus baseline.
• Customer engagement at the top — a documented schedule of in-person VP-and-above touchpoints across the strategic account list, with sourced pipeline behind it.
• A visible log of AI experiments owned by the AE team — agents, sequences, signals tried, results shared.