Position Overview:Apollo Information Systems is hiring a Vice President of Sales to build and scale the sales organization across SLED, mid-market commercial, and federal markets. Reporting to the CEO, this foundational leadership role is our first dedicated sales leader who will own new and expansion sales strategy, team performance, forecast accuracy, and the shift toward predictable recurring revenue.
The VP of Sales will lead Apollo's evolution from a mix of resale and project-based work toward multi-year managed security and subscription programs, including Apollo Aegis and Apollo Complete. This leader will build the team, sales process, operating rhythm, and market relationships needed to support 40%+ top-line growth.
Key Responsibilities:- Lead and develop sellers across SLED, mid-market commercial, and federal segments; establish clear territories, segment strategies, performance expectations, and ramp plans.
- Recruit, hire, onboard, and retain sales talent in line with Apollo's growth plan.
- Coach sellers through regular one-on-ones, deal reviews, account planning, executive selling, and pipeline reviews.
- Own new and expansion bookings performance and deliver a weekly forecast that leadership and the board can rely on.
- Establish sales-process discipline, including stage definitions, qualification standards, CRM hygiene, pipeline review cadence, and performance reporting.
- Track and report pipeline health, win rates, sales-cycle performance, bookings, and team results to the CEO and board.
- Design quota, territory, and compensation plans in partnership with the CEO and finance team.
- Drive the transition from resale and project engagements to multi-year managed security and subscription programs.
- Expand existing client relationships by converting point-in-time services-such as assessments, incident response, and penetration testing-into ongoing managed programs.
- Drive bid/no-bid decisions for RFPs, RFQs, cooperative contracts, and other public-sector opportunities in partnership with the proposal team.
- Build relationships with CIOs, CISOs, agency leaders, election officials, technology partners, resellers, and prime contractors.
- Partner closely with the Chief of Staff, sales operations, proposals, marketing, delivery, product, and finance teams to ensure a coordinated go-to-market motion and profitable, deliverable deals.
- Represent Apollo at client executive meetings, conferences, industry events, and strategic partner engagements.
Qualifications- Required
- 10+ years of B2B sales experience, including 5+ years leading quota-carrying sales teams.
- Demonstrated success scaling a sales organization and delivering significant top-line growth, ideally within a growth-stage company.
- Deep experience selling cybersecurity managed services, including how services are scoped, packaged, priced, sold, renewed, and expanded.
- Experience selling a mix of cybersecurity services and products, with a track record of moving a sales motion toward recurring or subscription revenue.
- Strong forecasting and pipeline-management discipline, including fluency with Salesforce.
- Executive presence and credibility with CIOs, CISOs, and other senior buyers.
- Established relationships across the cybersecurity ecosystem, including buyers, partners, and industry peers.
- High integrity, sound judgment, and comfort building structure in an evolving business environment.
- Preferred
- Deep experience selling into state and local government and education, including RFP-driven procurement and cooperative purchasing contracts.
- Existing relationships with state and local IT and security leaders.
- Public sector sales experience, including familiarity with contract vehicles and OTAs.
- Experience in election security, K-12, or higher education markets.
- Experience building reseller, channel, technology, or prime-contractor partnerships.
- Experience leading teams that use AI-enabled tools for prospecting, call capture, pipeline intelligence, and sales productivity.
Expectations:- At 30 days:
- Build a working understanding of Apollo's cybersecurity services, Apollo Aegis and Apollo Complete offerings, target markets, current pipeline, strategic accounts, and competitive landscape.
- Establish strong working relationships with the CEO, Chief of Staff, sales team, proposals, sales operations, marketing, delivery, product, and finance leaders.
- Assess sales-team capability, territory coverage, CRM data quality, forecast methodology, compensation plans, and the health of active opportunities.
- Meet key clients, partners, and sellers to understand Apollo's current sales motion, public-sector positioning, and opportunities to expand recurring managed-service revenue.
- Within 90 days:
- Present a sales plan to the CEO and board that defines segment strategy, team structure, hiring priorities, territory and quota recommendations, and the path to the annual bookings target.
- Launch a consistent operating cadence for one-on-ones, deal reviews, pipeline inspections, forecast calls, and executive reporting.
- Implement clear qualification standards, sales stages, CRM expectations, and forecast methodology across SLED, mid-market commercial, and federal segments.
- Ensure each seller has a defined territory, quota, account strategy, and ramp plan.
- Establish a formal bid/no-bid approach for RFPs, RFQs, cooperative contracts, and strategic partnership opportunities.
- Identify the highest-potential opportunities to convert resale, assessment, incident-response, and project clients into multi-year managed or subscription programs.
- By 1 year:
- Deliver the annual bookings plan, with a growing share of revenue coming from recurring managed security and subscription programs.
- Build a high-performing sales organization with the necessary headcount, territory coverage, compensation structure, and leadership rhythm to support Apollo's next stage of growth.
- Establish a forecast that leadership and the board trust as an accurate, repeatable measure of pipeline health and expected performance.
- Demonstrate measurable improvement in pipeline coverage, win rates, sales-cycle discipline, CRM data quality, and seller productivity.
- Expand Apollo's presence in priority public-sector and commercial markets through strategic accounts, cooperative contracts, channel relationships, and partner-led opportunities.
- Create dependable handoffs among sales, proposals, delivery, product, and finance so Apollo pursues, prices, and delivers profitable work with a strong client experience
Company ValuesWe have created a fantastic corporate culture - our values drive our behaviors. Here are the expectations:
- Passion for cybersecurity and a commitment to maintaining the highest standards of security.
- Customer Outcomes: Their success is our success, we are business partners
- Entrepreneurial Approach: fast decision making, empowerment, focus on results, test and learn
- Win Together: Intense Collaboration, no silos
- Integrity is paramount
Why You'll Love Working Here- Comprehensive medical, dental, and vision coverage, the company covers 100% of employee premiums and 90% of dependent premiums on base plans
- Unlimited PTO, 7 paid sick days, and 11 paid holidays
- 401(k) with 4% company match after 90 days, immediately vested
- Company-paid life insurance at 1x annual salary
- Company-paid Short-Term Disability (STD) and Long-Term Disability (LTD) coverage
- $125 monthly home-office tech stipend for internet, equipment, and other technology needs
- Amazing colleagues, a collaborative environment, and a supportive, growth-focused culture
