VP of Sales

About the Role The VP of Sales owns the full revenue engine for the Assessments business — unifying direct sales, partnerships, enterprise account management, and revenue operations across five global brands, including Everything DiSC and The Five Behaviors. Reporting to the GM of Assessments and sitting on the leadership team, this role shapes go-to-market strategy and executes to drive sustained ARR growth.

What You'll Do

• Own and deliver the New ARR target across direct and partner channels; maintain accurate, up-to-date pipeline health to deliver consistent and predictable revenue growth for the Assessments business.
• Drive customer acquisition, conversion, and deal velocity through disciplined sales process management and high-quality pipeline development.
• Own the weekly forecast cadence with the GM; ensure SaaS metrics (ARR, churn, CAC) are accurate and reported with clarity.
• Manage account retention and expansion (NRR) in close partnership with Customer Success; build upsell and cross-sell motions across the installed base.
• Identify and resolve channel conflicts quickly between direct and partner motions; maintain clear rules of engagement across the commercial team.
• Partner Activation: build and manage a high-performing partner ecosystem including resellers, referral partners, and influencer programs; drive partner-sourced revenue to 20%+ of total ARR.
• Manage partner performance, tier compliance, and channel growth; invest in the highest-potential relationships.
• Partner GTM: collaborate with Product Marketing to develop partner-specific go-to-market programs, co-marketing assets, and enablement resources.
• Build, lead, and develop a high-performing team with a culture of accountability, coaching, and continuous improvement; establish performance-management frameworks and develop the next generation of commercial leaders.
• Own the CRM, sales tooling, data infrastructure, and enablement frameworks to operate at scale; drive agile commercial processes and continuous improvement in sales methodology, qualification standards, and deal execution.
• Partner with the Assessments leadership team to align commercial strategy with business goals and present updates to senior stakeholders; develop and manage budgets, resource allocation, and vendor relationships within the growth function.
• Champion a customer-first commercial culture; monitor industry trends in talent development, assessments, and HR technology to maintain competitive positioning.
• Partner with Product Marketing to refine ICP targeting, messaging, and competitive differentiation across the commercial team.

What We're Looking For

• 10+ years B2B SaaS commercial leadership, including 5+ years managing multi-functional teams (sales, partnerships, account management, revenue operations).
• Proven track record owning and delivering $10M+ New ARR in a high-growth environment.
• Experience building a partner/channel program alongside a direct sales motion.
• Deep SaaS fluency — ARR, NRR, CAC, win rate, quota attainment, churn.
• Strong people leader who builds high-trust teams and manages performance with clarity.
• Strategic and operational — sets a commercial plan and executes it with discipline.
• Excellent cross-functional collaborator; data-driven decision maker.
• Familiarity with Salesforce, SalesLoft, or equivalent revenue-operations tooling; familiarity with Gong or equivalent tooling.

Nice to Have

• None specified in the posting.

Compensation & Benefits

• Salary and benefits not disclosed in the posting.