Title: Vice President, Inside Sales
Summary of Role
As the Vice President of Inside Sales (SMB), you will expand and strengthen our North America SMB inside sales team, bringing proven inside sales best practices to a deep vertical software business. business and driving accelerated customer expansion and new logo growth. You will report to the Chief Revenue Officer and manage a team of Account Executives serving small and mid-sized Concrete, Aggregate, and Asphalt businesses. You will partner with Mid-Market and Enterprise sales leaders, Sales & Revenue Operations, Customer Success, Sales Enablement, Value Consulting & Solution Specialists, and Marketing.
Command Alkon provides operations-critical software, hardware and services. The SMB team sells the full portfolio in a domain-heavy and relationship-driven industry while executing a high-velocity inside sales motion. The right leader has done this before: built an inside sales team in a vertical software company, developed sales talent, and delivered sustained pipeline and bookings growth. You will build a high-performing SMB inside sales engine for new logo, cloud migration, cross-sell and upsell growth. You will expand and develop the team, set the operating rhythm, and bring inside sales best practices (qualification, structured discovery and demos, value-based selling, pipeline management and coaching) to a deep vertical software environment.
How You'll Succeed
Build the team
• Lead the set-up of an inside sales hub(s) in Atlanta or Dallas-Fort Worth team and design a hybrid on-site/remote team model that prioritizes coaching, culture and customer experience.
• Hire, onboard and ramp Account Executives and Account Managers Executives.
• Define roles, territories and account rules for hunters and farmers across the US and Canada. Account Executives.
Drive inside sales best practices
• Own the North America SMB bookings number: new logos, cross-sell, upsell and cloud migration.
• Run a disciplined cadence: pipeline reviews, forecasting, and deal coaching/partnering focused on pipeline creation and conversion.
• Embed a consistent qualification methodology, structured discovery and demo standards, and value- and ROI-based selling.
• Coach continuously through call reviews, conversation intelligence, role play and deal reviews.
• Use AI-enabled data enrichment and CRM insights to target accounts and grow share within existing customers.
Sell a complex vertical portfolio
• Lead a team that sells deep vertical SaaS, hardware and professional services, often to operations-focused buyers.
• Partner with value consultants and solution specialists on demos, ROI models and pre-sales assessments to ensure a smooth handoff to implementation and optimal customer experience.
• Lead by example as a student of the heavy building materials vertical and demonstrate a commitment to support supporting the industry.
Partner across the go-to-market team
• Work with Customer Success on renewals and account growth.
• Partner with Sales Operations on territory planning, KPIs, compensation inputs, deal desk and CRM hygiene.
• Work with Marketing on campaigns, events and top-of-funnel programs.
• Coordinate with mid-market and enterprise leaders on segment boundaries and account promotion paths.
• Travel of roughly 20-25% for customer visits, industry events, remote-rep coaching and leadership meetings.
Key measures
• The VP will be measured on bookings first, then on the upstream indicators that make bookings predictable. Targets will be set with the CRO and Sales & Revenue Operations.
• SMB bookings vs. plan, split by new logo (hunters) and expansion and conversion (farmers)
• Pipeline creation and coverage
• Stage conversion rates, win rate and pipeline aging
• Forecast accuracy
• Hiring velocity, time to ramp and rep quota attainment distribution
• Whitespace penetration and wallet share in SMB accounts
• Rep retention and internal promotions out of the team
What You Bring
Must have
• 10+ years in B2B software sales, with 5+ years leading SMB inside sales teams in vertical software.
• Proven record leading both hunting (new logo) and farming (cross-sell, upsell, conversion) motions, ideally including moving a hybrid team to specialized roles.
• Experience selling, and coaching others to sell, a combined offer of software, hardware and professional services.
• Track record of building a team: hiring at pace, ramping new reps quickly, and lifting performance.
• Experience leading a hybrid team of on-site and remote reps. team.
• Fluency in a formal qualification methodology and a structured demo approach.
• Strong command of pipeline metrics, forecasting and Salesforce; comfortable with conversation intelligence and data tools.
Strongly preferred
• Experience in an industrial vertical and/or heavy building materials.
• Experience moving customers from legacy or on-premise products to SaaS.
• Experience introducing vertical or product specialization within a sales team.
• Has developed Experience developing reps who were promoted into field or larger-account roles.
• Bachelor's degree or equivalent experience.
Who You Are
Drives Results: You consistently achieve results, even under tough circumstances.
Builds Effective Teams: You build strong-identity teams that apply their diverse skills and perspectives to achieve common goals.
Directs Work: You provide direction, delegate, and remove obstacles to get work done.
Ensures Accountability: You hold yourself and others accountable to meet commitments.
Attracts Top Talent: You attract and select the best talent to meet current and future business needs.
All Company Core Competencies
Customer Focus: You build strong customer relationships and deliver customer-centric solutions.
Cultivates Innovation: You create new and better ways for the organization to be successful.
Collaborates: You build partnerships and work collaboratively with others to meet shared objectives.
Instills Trust: You gain the confidence and trust of others through honesty, integrity, and authenticity.
Self-Development: You actively seek new ways to grow and be challenged using both formal and informal development channels.
Develops Talent (Mgmt Only): You develop people to meet both their career goals and the organization's goals.
