What's the role?Modern Campus is seeking a results-driven, strategic, and experienced Vice President (VP) of Sales to lead our new logo acquisition and expansion sales efforts across North America. Reporting to the Chief Revenue Officer (CRO), the VP of Sales will be responsible for developing and executing the sales strategy, building and leading a high-performing sales team, driving significant revenue growth, and further establishing Modern Campus as the go-to partner for higher education institutions seeking to modernize their engagement strategies. This is a critical leadership role requiring a deep understanding of SaaS sales methodologies, the higher education market, and a proven ability to scale sales teams in a fast-paced environment.
- Sales Strategy & Execution: Execute and refine a comprehensive sales strategy aligned with Modern Campus's overall business objectives to drive predictable and sustainable revenue growth.
- Leadership & Team Development: Lead, mentor, coach, and scale a geographically distributed team of Regional Sales Directors (RD's). Foster a culture of high performance, accountability, collaboration, and continuous learning.
- Revenue Growth: Own the sales targets (new logo acquisition and cross-selling revenue) and ensure the team consistently meets or exceeds quota.
- Sales Process & Operations: Refine, optimize, and manage the end-to-end sales process, including pipeline management, forecasting accuracy, territory planning, and deal coaching and support, in collaboration with CRO, Revenue Operations and Finance.
- Market Expertise: Maintain a deep understanding of the higher education landscape, including market trends, institutional challenges, funding cycles, competitive activities, and key buyer personas (e.g., VPs of Enrollment, Marketing, Student Affairs, Provosts, CIOs).
- Cross-Functional Collaboration: Partner closely with Marketing to ensure effective lead generation and GTM alignment, with Product to provide market feedback, and with Services to ensure smooth post-sale handoffs.
- Forecasting & Reporting: Provide accurate and timely sales forecasts, pipeline analysis, and performance reporting to the executive team. Utilize CRM (e.g., Salesforce) data and other tools (e.g., Gong, ChatGPT) effectively to manage the sales process and gain insights.
- Executive Engagement: Engage with key prospects and customers at an executive level to build relationships and support strategic deal closures.
- Industry Presence: Represent Modern Campus at industry conferences, trade shows, and events to build brand awareness and network with potential clients.
What you offer...- Minimum 10+ years of experience in B2B software/SaaS sales, with at least 5+ years in a senior sales leadership role (VP or Director level) managing teams of 8+ salespeople.
- Bachelor's degree required; MBA or relevant advanced degree is a plus.
- Demonstrable success in consistently meeting or exceeding multi-million dollar sales targets in a SaaS environment. Experience scaling a sales organization through significant growth.
- Significant experience and deep understanding of selling complex software solutions into the Higher Education market (colleges and universities) is required. Familiarity with university procurement processes, budget cycles, and key decision-makers is essential.
- Expertise in modern SaaS sales methodologies (e.g., MEDDIC, Challenger Sale, Value Selling) and managing complex, multi-stakeholder sales cycles.
- Exceptional leadership, coaching, and mentoring skills with a proven ability to build, motivate, and retain high-performing sales teams.
- Strong strategic thinking, analytical, and problem-solving skills. Ability to leverage data to make informed decisions.
- Advanced proficiency with CRM systems (Salesforce preferred) and sales engagement tools.
- Outstanding verbal, written, and presentation skills. Ability to articulate a clear value proposition to executive-level audiences.
- Ability to travel as needed for team meetings, client engagements, and industry events (estimated 30-40%).
- Experience selling EdTech solutions similar to Modern Campus's portfolio (CMS, CRM, SIS, Enrollment Management, Student Engagement tools).
- Experience working in a private equity (PE) backed or high-growth technology company.
- An existing network of contacts within the North American higher education community.
- Experience leveraging AI to improve and enhance sales execution.
What we offer...- The base salary range* for this position is between $170,000-$220,000
- Remote first workplace!
- Rewards and recognition programs
- Learning and development opportunities
- The ability to make a difference every day for universities trying to grow and students trying to learn!
Only qualified candidates selected for interviews will be contacted.
