Role Overview

Key Responsibilities

Sales Strategy & GTM Leadership

1. Define and execute a scalable, repeatable enterprise sales motion — direct and channel-led — optimized for land-and-expand across target verticals.
2. Build and lead a field sales team with clear territory design, named account coverage, and quota accountability across enterprise and commercial segments.
3. Develop and own the partner ecosystem strategy — VARs, SIs, MSPs, and technology alliances — to extend market reach and accelerate pipeline.
4. Drive a culture of pipeline discipline, forecast accuracy, and MEDDIC/MEDDPICC-based qualification throughout the team.

Revenue Growth & New Customer Acquisition

1. Own the enterprise new logo pipeline across Healthcare, Manufacturing, Financial Services, and Retail — with a bias toward high-ACV deals ($100K+ ACV) and multi-year commitments.
2. Consistently exceed ARR and NRR targets, maintaining a 3x+ pipeline coverage ratio with rigorous stage progression and close planning.
3. Drive competitive displacement across legacy monitoring vendors and point solutions — leveraging 7SIGNAL’s AI-native architecture and EYERIS platform as the differentiated wedge.
4. Personally carry and close a select book of strategic named accounts to maintain field credibility and accelerate revenue.

Executive & Consultative Selling

1. Engage at the CIO, CISO, VP of IT Infrastructure, and VP of Network Engineering level — building multi-threaded executive relationships that drive urgency and accelerate deal cycles.
2. Translate 7SIGNAL’s wireless intelligence platform into clear business outcomes: reduced MTTI/MTTR, lower helpdesk ticket volume, measurable improvement in digital employee experience (DEX), and quantifiable ROI.
3. Lead complex, multi-stakeholder negotiations — from legal and procurement to IT and finance — structuring deals that maximize long-term customer value and ARR quality.

Cross-Functional Collaboration

1. Partner closely with Marketing on demand generation, field events, and ABM programs to build a self-sustaining pipeline engine.
2. Align with Customer Success on expansion and renewal strategy, ensuring a seamless post-sale motion that drives NRR and reduces churn.
3. Serve as the voice of the field to Product and Engineering — surfacing competitive intelligence, customer requirements, and market feedback that sharpen roadmap priorities.

Sales Operations & Forecasting

1. Own weekly forecast calls, QBRs, and board-level pipeline reporting — delivering accurate, data-driven visibility into revenue performance and risk.
2. Drive Salesforce CRM hygiene and adoption across the team, using pipeline data to coach reps and identify deal-level risk early.
3. Implement and continuously improve sales playbooks, competitive battle cards, and enablement programs — including onboarding, SKO content, and ongoing coaching cadences.

Qualifications & Experience

1. Enterprise SaaS & Infrastructure Sales Leadership: 10+ years of quota-carrying B2B enterprise sales experience, with 3+ years leading enterprise sales teams in networking, wireless, cloud security, or adjacent infrastructure markets. Experience at Cisco, Zscaler, Arista, HPE, Juniper, Mist, or comparable organizations strongly preferred.
2. Proven Revenue Track Record: Consistent history of exceeding ARR quota at 100%+ attainment, scaling teams from early-stage through growth, and managing pipeline coverage ratios with precision. Demonstrated success in competitive displacement scenarios.
3. Vertical Expertise: Deep knowledge of enterprise buying cycles and IT decision-making structures in Healthcare, Manufacturing, Financial Services, and/or Retail. Understanding of how wireless infrastructure intersects with zero trust, digital workplace, and cloud-managed networking strategies.
4. Technical Credibility & Executive Presence: Ability to engage credibly with network architects and IT operations leaders while simultaneously building alignment with CIOs and C-suite economic buyers. Comfortable presenting in EBC environments and leading executive briefings.
5. Sales Methodology & Process Discipline: Fluency in MEDDIC, MEDDPICC, or equivalent enterprise sales qualification frameworks. Salesforce CRM proficiency required; experience with sales engagement platforms (Outreach, Salesloft) and revenue intelligence tools (Gong, Clari) a plus.
6. Channel & Partner Fluency: Experience building and leveraging VAR, SI, and MSP partner ecosystems to extend geographic reach and accelerate deal flow. Familiarity with co-selling motions alongside technology alliances.
7. High-Growth & Startup Agility: Demonstrated ability to operate with urgency and resourcefulness in a lean, fast-moving environment — building structure and process without sacrificing speed. This is a builder role, not a manager role.