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scholarly - VP of Sales

Remote - Denver or Remote$175k - $215k+ Equity6d ago

Remote Vp NA Software Higher Education VP of Sales SDR B2B ARR Budget Forecasting Product Marketing Procurement CRM Management Team Leadership HubSpot Coaching Segment Customer Success Close Go

Requirements

• 10+ years of B2B SaaS sales experience, including 4+ years leading a quota-carrying team. • Track record selling enterprise software into higher education strongly preferred; experience with other complex institutional buyers (academic medicine, healthcare, public sector) also considered. • Consistent record of meeting or exceeding quota and closing six-figure, multi-year deals with long sales cycles. • Experience responding to and winning formal RFPs and navigating public procurement. • Experience building sales process at an early- or growth-stage company; comfortable operating without a large support structure. • Strong command of CRM tools and pipeline forecasting. • Exceptional written and verbal communication skills; executive presence with senior academic leaders. • Passion for higher education, EdTech, or mission-driven software preferred.

Responsibilities

• REVENUE & PIPELINE OWNERSHIP • Own the company’s new-logo ARR target, pipeline generation, and sales forecast. • Personally lead or co-lead strategic pursuits at large accounts, engaging provosts, vice provosts for faculty affairs, deans, CIOs, and procurement teams. • Navigate long, multi-stakeholder higher education buying cycles, including RFPs, consortium contracts, and fiscal-year budget timing. • Build accurate weekly forecasting and pipeline discipline in our CRM (HubSpot). • Partner with the CEO on pricing, packaging, and deal strategy for complex opportunities. • TEAM LEADERSHIP • Lead, coach, and develop Account Executives and SDRs; set clear quotas, activity standards, and territory plans. • Recruit, hire, and onboard new sales team members as the team grows. • Run deal reviews and call coaching, and establish a consistent sales methodology across the team. • GO-TO-MARKET BUILDING • Build and continuously improve the Scholarly sales playbook, including ideal customer profile and segment definitions, qualification criteria, discovery and demo standards, proposal and RFP processes, and competitive positioning. • Define and track the metrics that matter (e.g., pipeline coverage, win rate, sales cycle length, average contract value, quota attainment, SDR-to-AE conversion) and drive improvements against them. • Partner with marketing on outbound, events, and account-based campaigns targeting priority institutions. • INTERNAL COLLABORATION • Ensure clean handoffs to Implementation and Customer Success, with accurate expectations on scope and timeline. • Bring customer and market feedback to Product and Engineering to shape the roadmap. • Work with Customer Success to identify and close expansion opportunities within existing accounts.

Benefits

• Base salary: $175,000 - $215,000, depending on experience. • On-target earnings (OTE): $300,000 - $400,000, including base salary and variable compensation. • Variable compensation: Paid primarily on company net-new ARR, with a portion tied to quarterly business objectives. Uncapped, with accelerators for performance above plan. • Substantial equity in a fast-growing startup. • Health, dental, and vision insurance. • Flexible work environment with hybrid options. • Take on a highly visible leadership role that directly shapes the company’s growth. This role will be critical to the company’s future success. • Work directly with the founders and senior leadership team. • Build and lead the sales organization at an early, formative stage. • Opportunity to grow into a broader revenue leadership role as the company scales.