What You'll Be Doing: Vagaro is hiring a VP of Strategic Accounts to lead revenue growth across mid-market, enterprise and strategic partnerships. You will run two growth engines of equal importance: winning and expanding mid-market and enterprise accounts, and building the salon suite and franchise partnerships that open doors to many businesses at once.
Vagaro builds software for salon and wellness businesses. As we move up-market and grow our partner portfolio, this leader is accountable for both engines and works side by side with the SMB sales team, which signs up the individual businesses.
In mid-market and enterprise, your team owns the full sale. In partnerships, you own the relationship and the opening of doors, and the SMB team converts those leads into accounts. Everyone shares one goal: the number of activated Vagaro accounts. This is a revenue-building role, not only a sales role: you will build the pipeline, partnerships, processes and tools that make revenue repeatable.
*This in an onsite position in Pleasanton, CA Monday - Friday*
Compensation:- Base Salary: $275,000-$290,000 annually
- On-Target Earnings (OTE): $393,000-$414,000 annually
- Compensation Structure: 70% base salary / 30% performance-based variable compensation
Your Impact:Mid-Market & Enterprise- Set the strategy, targets and coverage model for mid-market and enterprise accounts.
- Lead the SDRs and AEs who build pipeline and close new accounts, and own the forecast, pipeline health and win rates.
- Lead the largest, most complex deals, which involve several stakeholders and long sales cycles.
- Grow existing mid-market and enterprise accounts through expansion and strong executive relationships.
- Work with Product and Marketing to shape the offer, messaging and proof points for larger customers.
Strategic Partnerships- Source and close new salon suite partners, and own the executive relationship with each partner's headquarters.
- Build relationships with headquarters and franchisees, and grow each partnership with rollout plans, events and joint initiatives.
- Make sure the partnership team delivers qualified leads in partner locations to SMB Outbound, which converts them into accounts.
- Define with the SMB sales team how partner leads are routed, worked and reported, so every step has one owner.
Revenue Building- Own the combined revenue plan across new business and expansion, and report pipeline and revenue health to the CEO and leadership team.
- Build repeatable revenue: pipeline generation, qualification, and deal structure, pricing and packaging input with Finance and Product.
- Create new revenue paths through partner programs, joint go-to-market and co-marketing with partners.
- Forecast accurately and act early when pipeline or conversion slips.
Tools and Tech Stack- Choose, own and keep improving the team's tools and tech stack, including CRM, sales engagement, lead routing, analytics, reporting and automation.
- Make sure data flows cleanly across tools, so every lead, partner and account is tracked from first touch to activation, with clean attribution for partner-sourced signups.
- Work with sales operations, analytics and IT to evaluate new tools, including AI-assisted ones, and retire tools that do not earn their place.
- Hold the team to consistent tool use and data-quality standards.
Across the Team- Lead, coach and develop the managers and teams that report to you.
- Work with Finance and HR to design pay plans that reward what each role owns.
Team & Scope- You will lead two groups of equal importance:
- Mid-market and enterprise: a dedicated team of SDRs and AEs focused on mid-market and enterprise leads and accounts.
- Strategic partnerships: a Director of Partnerships who owns partner relationships, a Partner Manager who travels from headquarters to present the offer and support the field, and a field team of partnership managers in partner locations.
- You will also work with the SMB and partnership operations function, which handles lead routing, handoff and reporting between teams. The partner portfolio is growing, and so is the mid-market and enterprise opportunity.
What Success Looks Like:- You will be measured on activated accounts, plus results in each engine.
- Activated accounts. The shared adoption metric, owned jointly with the SMB sales team.
- Mid-market and enterprise. Pipeline, new accounts won, win rate, revenue and account expansion.
- Strategic partnerships. Qualified partner leads handed to SMB Outbound and how many convert, partner locations engaged, and new partners signed or expanded.
- Revenue building. Revenue against plan, forecast accuracy and new revenue paths created.
- Tools and data. Team adoption of its tools, data quality, and clean attribution of partner-sourced signups.
In the first year, we expect clear role ownership across the team, a working handoff with the SMB sales team, a reviewed and streamlined tool stack, and a redesigned incentive plan. Specific targets to be set.
What You Bring:Required- 10+ years in B2B sales, with 5+ years leading sales teams, ideally including managers.
- A record of building revenue, not only closing it: new pipeline sources, new partnerships or new programs that grew the business.
- A record of closing and growing mid-market or enterprise deals with complex, multi-stakeholder sales cycles.
- A record of building strategic partnerships, channel deals or franchise and multi-location relationships.
- Experience leading SDR and AE teams, and managing a field team and an HQ-based team at the same time.
- Hands-on experience choosing and running a sales tech stack (CRM, sales engagement, analytics) with sales operations.
- Executive presence with senior buyers and with headquarters-level partners.
- Comfort with metrics: forecasting, pipeline, conversion, activation and adoption, with CRM-based reporting.
- Willingness to travel for customer and partner meetings, events and launches.
Nice to Have- Experience in SaaS or software for small and medium businesses.
- Familiarity with the beauty, salon, spa or wellness industries.
- Experience redesigning sales incentives and compensation plans.
- Experience building the handoff between a strategic sales team and a high-volume sales team.
- Experience introducing AI-assisted tools into a sales workflow.
Why You'll Love Working Here: 💖
- Attractive Compensation & Performance Bonuses: Enjoy a competitive salary paired with performance-based bonuses
- Generous PTO: 15 accrued days, plus 10 company holidays annually.
- Health & Wellness: Comprehensive healthcare, dental, and vision plans for you and your family.
- Exclusive Perks: Discounts on attractions, theme parks, shows, sports events, movies, hotels, and more through TicketsAtWork. 🎟
- Beauty Perks: $30/month reimbursement for any Vagaro service, including health, beauty, or wellness treatments. 💅
- Food Perks: $50 monthly stipend for our onsite microkitchen and a complimentary DoorDash DashPass subscription. 🍽
- Growth Opportunities: College Assistance Reimbursement, access to EAP & Work/Life Programs, and a LinkedIn Learning account.
- Financial Security: 401k program with 4% matching and optional life/supplemental insurance.
- Stay Active: Access to our on-site gym, flavored water dispenser, and basketball court to keep you fit and energized! 🏀
