Vice President of Sales

About the Position

We are seeking a Vice President of Sales to lead and scale our new business organization at a pivotal stage of growth.

Reporting to the CEO, this leader will own the strategy, performance, and long-term vision of the Sales organization. You will shape how Forerunner wins new customers across the public sector and regulated industries, building a predictable revenue engine while opening new markets for our platform.

This role sits at the intersection of revenue, product, and market strategy. You will bring executive-level leadership to a team of Account Executives and a BDR organization, elevate forecasting and operational rigor, and drive alignment across Customer Success, Marketing, and Product.

As we scale, Sales must turn a proven public-sector motion into a predictable growth engine while opening new markets in regulated industries. You will lead both.

This is a hands-on role. You'll set the strategy and also stay in the work: running deals, building processes, and selling alongside your team.

This is a hybrid role based out of one of our talent hubs in New York City, San Francisco, or Portland, Maine.

What You'll Do
Revenue Strategy & Growth

• Define and execute the long-term sales strategy in partnership with the CEO and executive team
• Own new business bookings, pipeline coverage, and forecast accuracy
• Scale our public-sector business across every level of government, from local communities to federal agencies
• Lead expansion into regulated private-sector industries, shaping how Forerunner sells to new buyer types

Organizational Leadership

• Lead and develop a growing team of Account Executives and Business Development Representatives
• Establish clear performance standards, territory and segment strategies, and operating rhythms
• Recruit and develop high-performing sellers, and build a culture that is mission-driven, motivating, and results-oriented
• Scale leadership capacity within the team

Sales Process & Operational Rigor

• Build the systems, stages, and reporting that create predictability at scale
• Partner with Operations to mature our pricing, packaging, and deal structure
• Guide the team through public-sector procurement and long, multi-stakeholder buying cycles
• Stay close to the work by joining calls, coaching live deals, and personally driving key opportunities to close

Executive Cross-Functional Alignment

• Serve as the executive voice of the market across the company
• Partner with Customer Success to ensure strong handoffs, expansion, and long-term account planning
• Partner with Marketing to build a sustainable pipeline generation strategy across segments
• Influence Product through clear articulation of market needs and competitive dynamics

About You

You are an experienced sales leader who has built and scaled new business teams in high-growth B2B SaaS environments.

You bring a strategic perspective and a bias toward action. You can design a sales engine that drives predictability while staying close enough to deals and sellers to understand nuance.

You likely bring:

• Significant experience leading B2B SaaS sales teams, including managing managers
• A track record of scaling teams, building repeatable sales processes, and forecasting with accuracy
• Experience selling to complex, regulated buyers (GovTech experience is a plus, but adjacent sectors such as infrastructure, energy, or construction are also relevant)
• Experience opening a new market, segment, or buyer type
• Strong executive presence and cross-functional influence
• Early-stage experience, comfort in the undefined, and a willingness to do the work yourself, from prospecting to building a process from scratch
• A leadership style that balances accountability with warmth and partnership

What Success Looks Like

Within the first year, you will have:

• Built Sales into a predictable, performance-driven function with reliable forecasting
• Grown new business bookings and pipeline in our core public-sector market
• Established a repeatable motion for selling into regulated private-sector industries
• Strengthened the AE and BDR teams through hiring, coaching, and clear standards
• Created tight alignment with Customer Success and Marketing across the customer lifecycle

Our Team Has a Lot to Offer

Forerunner is an early-stage company with an interdisciplinary team. We are motivated by seemingly intractable problems and work hard to support one another.

• We value in-person collaboration. Some of our best work happens when we're solving problems together in the same room, so this role is hybrid and based near one of our offices: New York City, San Francisco, or Portland, Maine.
• We want you to be happy and healthy. Forerunner offers competitive compensation, health/vision/dental coverage, a 401k plan, and one expensed lunch per week. We also have a quarterly wellness reimbursement so that you can have flexibility in defining what "health" means to you.

The salary range for this position is $210,000- $250,000 with an OTE $310,000-$400,000. This posting may span more than one career level. Compensation is determined based on a variety of factors, including an individual's skills, experience, and qualifications.