VP of Sales & Revenue

Role Overview

The Vice President of Sales & Revenue will lead the company’s revenue engine by shaping and executing sales strategy, expanding market reach, and strengthening customer relationships. This position is accountable for sales performance, lead generation, forecasting, conference-driven revenue, and overall progress toward company revenue targets.

The right person will be a practical, execution-focused leader who is comfortable getting involved directly when needed, enjoys working in a fast-growth environment, spots improvement opportunities early, and creates repeatable processes that support dependable revenue results. The role partners closely with the VP of Operations, CEO, and the broader executive team to build a culture of accountability, operational discipline, and revenue growth while keeping sales, marketing, client experience, and long-term customer success aligned.

Revenue Leadership & Sales Strategy

• Create, roll out, and manage a sales strategy that supports the company’s business objectives.
• Lead the sales team through hiring, onboarding, coaching, and performance reviews.
• Define and track KPIs for sales activity, pipeline expansion, and revenue achievement.
• Ensure team members meet expectations for activity levels, CRM use, sales goals, and overall performance.
• Build strong relationships with clients, partners, and other stakeholders to support growth, market expansion, and account expansion.
• Identify new markets, verticals, and revenue channels to support growth.
• Set annual, quarterly, and monthly revenue goals.
• Drive growth through new customer acquisition and strategic expansion.
• Develop partnership, referral, and other revenue-generating opportunities.
• Oversee pipeline creation so the business maintains enough qualified opportunities to meet revenue goals.
• Carry an individual sales quota and contribute personally through prospecting, relationship building, and closing deals.
• Model strong selling behavior through direct customer engagement and active participation in sales activity.
• Recommend and manage commission, incentive, and compensation plans that support company goals.
• Work with the VP of Operations to make sure each customer interaction can support deeper relationships, cross-sell, upsell, and long-term revenue growth.

Revenue Performance & Operational Oversight

• Direct CRM usage, sales reporting, forecasting, and revenue performance management.
• Make sure sales systems, reporting tools, and operational workflows support growth objectives.
• Set and monitor metrics tied to revenue production, pipeline development, conversion rates, forecast accuracy, and sales productivity.
• Review pipeline health, identify threats to target attainment, and put corrective actions in place where needed.
• Maintain strong data quality, accurate reporting, and consistent processes across revenue teams.
• Partner with the CRM Specialist and Marketing team to improve visibility, accountability, and operating efficiency.
• Produce reliable monthly, quarterly, and annual revenue forecasts.
• Ensure customer contracts are implemented, administered, and executed accurately.

Marketing & Lead Generation Leadership

• Align sales and marketing activity to improve lead generation, pipeline creation, and revenue growth.
• Build and run outbound marketing and business development plans that generate qualified leads and support market expansion.
• Set expectations for lead qualification, routing, and follow-up.
• Ensure marketing work is tied directly to revenue goals and sales priorities.
• Evaluate lead sources, campaign performance, and acquisition outcomes.
• Collaborate with Marketing on messaging, campaigns, events, and promotions.
• Provide direction to marketing personnel while keeping their work aligned with company growth priorities.

Strategic Planning & Execution

• Contribute to company-wide strategy and growth planning through executive leadership discussions.
• Forecast sales and revenue outcomes and keep the executive team updated on progress and projections.
• Prepare reports and presentations covering sales performance, revenue attainment, pipeline quality, forecast accuracy, and market trends.
• Study market movement, competitive positioning, and customer requirements to guide business strategy.
• Review and improve sales processes, workflows, and operational infrastructure on an ongoing basis.
• Work with the VP of Operations and Marketing team to identify process gaps, inefficiencies, and growth opportunities, then build and execute improvement plans.
• Collaborate with the CEO and leadership team to align key initiatives, improve operational performance, and achieve revenue goals.
• Develop and oversee the annual sales and marketing budget.
• Assess the ROI of sales, marketing, conference, and business development efforts.
• Partner with Finance and executive leadership on annual operating plans, budgets, and revenue/profitability forecasting.
• Identify, assess, and present partnership opportunities to the CEO and Board that support long-term growth.

Conference & Event Revenue Strategy

• Own the company’s conference and trade show revenue plan.
• Build annual event strategies designed to increase lead flow, pipeline creation, and revenue opportunities.
• Set event-level goals for lead generation, follow-up, conversion, and ROI measurement.
• Make sure event-generated leads are qualified, assigned, and followed up quickly.
• Work with Marketing to create event messaging, sales campaigns, collateral, email outreach, social promotion, onsite marketing, and promotional activities that drive qualified opportunities and awareness.

Team Development & Collaboration

• Develop a strong sales and marketing organization built on accountability, teamwork, and continuous improvement.
• Coordinate with marketing, finance, and operations so goals and customer experience stay aligned.
• Coach direct reports on strategic selling, revenue generation, account development, and professional growth.
• Help identify and prepare future sales leaders through coaching, mentoring, and succession planning.
• Foster a culture of ownership, urgency, accountability, and ongoing improvement within the revenue organization.
• Partner closely with the VP of Operations to ensure a smooth handoff from sales to service delivery and a consistent client experience.
• Work with the VP of Operations and CEO to promote company-wide sales awareness, customer focus, retention, and growth.
• Support retention and client success efforts by ensuring customer expectations, service capabilities, and client needs are represented accurately during the sales process.

Required Skills & Qualifications

• Strong history of success in senior sales leadership positions with clear results in revenue growth and team leadership.
• Excellent leadership, communication, and relationship-building abilities, including the ability to influence across all levels of the organization.
• Experience managing sales teams with responsibility for targets, execution, and performance measurement.
• Ability to collaborate across functions and build productive relationships with internal and external stakeholders.
• Comfort with data analysis, including sales performance, pipeline health, forecasting, and revenue metrics.
• Strategic problem-solver with sound judgment and decision-making ability.
• Experience building, refining, and scaling sales processes and operating systems.
• Background using CRM, sales enablement, reporting, and marketing automation tools such as Salesforce or HubSpot.
• Experience running conference, trade show, and event-based lead generation programs.
• Willingness to stay hands-on and contribute directly to revenue generation when required.

Education & Experience

• Bachelor’s degree in Business, Marketing, or a related discipline is preferred.
• At least 8 years of progressive sales leadership experience.
• Minimum 5 years in sales management or executive leadership roles.
• Experience leading quota-carrying sales teams.
• Experience working with CRM platforms, sales analytics, forecasting, and reporting.
• Experience in self-storage, real estate, SaaS, technology-enabled services, franchise organizations, or related industries is preferred.

Compensation & Benefits

• Competitive base pay with performance-based incentives.
• Individual sales commission potential linked to personal revenue production.
• Full benefits package including health, dental, and vision coverage.
• Career growth and development opportunities in a dynamic environment.