The Opportunity
This is one of the most impactful leadership roles at Zensai. As a Vice President of Sales for North America, you will own the full commercial engine - leading both our new logo acquisition and customer expansion/renewal teams. You'll be the driving force behind how Zensai grows and retains revenue across its largest market.
This is a front-line leadership role - commercially driven, hands-on with reps, and deeply embedded in deal execution.We're looking for a player-coach who thrives in the trenches alongside their team. Someone who can build a high-performance coaching culture, elevate deal quality, drive predictable revenue, and develop the next generation of sales talent - all while keeping one hand firmly on the deals that matter most.
If you love building, coaching, and winning - and you want to do it with a differentiated product, a passionate team, and real ownership of outcomes - this role was made for you.
What You'll Do
- Directly manage, coach, and develop ~6 quota-carrying Account Executives and Account Managers in a distributed team across the US
- Own new logo and expansion ARR targets, pipeline quality, and forecast accuracy across both the acquisition and growth motions for our direct sales and account management teams
- Run disciplined operating cadence including weekly 1:1s, pipeline reviews, deal inspections, and forecast calls
- Inspect deals using MEDDPICC and structured close plans - personally support critical deals and customer calls when needed
- Partner cross-functionally with Marketing, BDR, Channel, and RevOps to improve inbound and outbound pipeline generation and conversion
- Drive tight alignment between AEs and AMs to maximize new business, expansion, and retention outcomes
- Coordinate co-selling between AEs and VAR-sourced opportunities in partnership with the Channel team
- Rapidly ramp new hires using Zensai Revenue Academy content and structured onboarding programs
- Address underperformance with urgency by setting clear expectations, partnering with Human Success and driving coaching and accountability
- Maintain strong CRM hygiene (Dynamics 365) and operating rigor across the team
- Collaborate with Customer Success, Product, and Enablement to align on ICP, competitive positioning, and value-based selling
- Contribute to GTM strategy discussions as a key member of the Revenue Leadership Team
- Model and help to reinforce Zensai's people-first, high performance and accountability culture
What Success Looks Like
Within your first year, we expect you to have built a culture of coaching and accountability across your teams, and to be delivering measurable results across both new logo and expansion motions:
- Predictable, growing new logo revenue that consistently meets or exceeds targets
- Strong customer expansion and renewal performance - improving net revenue retention and reducing churn
- A healthy, high-quality pipeline with strong deal control and consistent stage progression
- Faster new hire ramp times and measurably improved win rates
- Disciplined, accurate forecasts that leadership and the board can rely on
- A team that is energized, developing, and proud to be part of Zensai
- Deep cross-functional partnerships that drive pipeline velocity and customer lifetime value
What We're Looking For
Required - 7+ years of progressive B2B SaaS sales experience, with at least 3-5 years as a front-line sales manager (player-coach)
- Proven track record of new logo quota attainment leading AE teams in mid-market and lower-enterprise segments (250-2,500 employees)
- Experience leading both hunter (new logo) and farmer (expansion/renewal) sales teams
- Deep expertise in deal inspection, structured sales methodologies (MEDDPICC strongly preferred), and pipeline management
- Strong coaching mindset and proven experience- you develop people, not just manage pipeline
- Data-driven approach to forecasting, pipeline management, and performance optimization
- Comfort operating in a high-growth, fast-paced environment where execution speed matters
- Experience managing distributed teams across multiple time zones
Preferred - Growth-stage SaaS experience ($20M-$100M ARR scale-up journey)
- Experience with Microsoft-centric selling motions or HR technology / learning management / talent development solutions
- Familiarity with Dynamics 365 CRM, Gong, Salesloft, and ZoomInfo
- Experience building or rebuilding sales teams during organizational transformation
- Track record of cross-functional collaboration with Marketing, RevOps, Customer Success, and Channel teams
Who You Are
- You lead with honesty and authenticity - these aren't buzzwords at Zensai, they're prerequisites
- You believe in Human Success: that people grow, thrive, and succeed when they are supported, coached, and empowered
- You are a builder, not a maintainer - you thrive in transformation and see ambiguity as opportunity
- You balance high-performance expectations with genuine care for your team's development and well-being
- You bring energy, curiosity, and a sense of humor to your work - because we believe you can work hard and enjoy it
Why Join Zensai
- Own the commercial engine for North America - both new logo growth and customer expansion - with real P&L impact
- Report directly to a hands-on CBO with 25+ years of GTM leadership experience who is invested in your success
- Sell a differentiated, Microsoft-native product suite with strong market tailwinds in AI, HR tech, and digital transformation
- Join a company recognized as a Gartner Cool Vendor, Fosway Core Leader, and G2 Leader - customers love the product
- Be part of a Great Place to Work - certified three years running - where culture isn't a poster on the wall, it's how we operate
- Shape the future of a growing global SaaS company at a pivotal moment in its journey
- A leadership team that values transparency, accountability, and putting people first - always
