The Basics- Location: Bay Area
- Reports to: COO
- Travel: 30% to customer plants and field sales activity across North America and, where relevant, globally
- Team: Leads the full sales organization (Strategic AMs, AEs, BDRs, and sales engineering), with authority to hire, coach, and structure the team to hit the number
- Motion: Own the annual revenue number for Overview.ai. Build and lead the go-to-market motion that turns pilots into standards, and standards into networks.
The RoleWe're hiring a VP of Sales to own the revenue number for Overview.ai and lead the go-to-market motion that gets us there. This is a player-coach executive role. You will build, hire, coach, and lead the sales organization (Strategic AMs, AEs, and sales engineering). You will set and evolve the go-to-market strategy: ICP, segmentation, pricing, commercial frameworks, and forecast discipline. And you will personally own the executive relationship at our top named strategic accounts, because at this stage of the company, the VP of Sales still shows up on the customer's plant floor.
You will operate credibly in three rooms: on the plant floor with operators and controls engineers, in the boardroom with the customer's C-suite, and inside Overview.ai as the operational partner to the founders and product leadership. You will set the operating cadence (pipeline reviews, forecast, deal desk, QBRs) and own the outcomes that come out of it: forecast accuracy, win rate, deal velocity, ACV growth, net revenue retention. You are the internal owner accountable for every commitment the sales org makes to a customer being delivered on the line.
Your TeamYou will inherit a growing sales organization of Strategic AMs, AEs, BDRs, and sales engineering, with an active book of named enterprise manufacturer accounts already deployed and expanding: automotive Tier 1s, aerospace primes, global consumer product manufacturers, and steel & tube leaders. Team size, structure, and hiring plan will be built and evolved with you as you shape the go-to-market for the next stage of growth.
Year One Outcomes- Hit the annual revenue number for Overview.ai, with a healthy pipeline coverage ratio and forecast accuracy inside industry benchmarks
- Build the next stage of the sales organization: hire against a documented plan, ramp new sellers to productivity, and level up existing team members
- Ship a repeatable enterprise expansion playbook that turns first-plant pilots into multi-plant, network-wide standards
- Personally close or expand at least one marquee strategic account with a signed multi-year master agreement structured for continued expansion
- Establish the operating cadence: forecast, pipeline reviews, deal desk, quarterly business reviews, and comp plan design that the org runs on
- Deliver one flagship reference asset with a named enterprise customer (case study, joint keynote, or publicly announced deployment)
What You'll Do- Own the annual revenue number for Overview.ai, and the forecast, pipeline, and commercial discipline that get us there
- Build, hire, coach, and lead the sales organization: Strategic AMs, AEs, BDRs, and sales engineering, with a documented ramp and hiring plan
- Set and evolve the go-to-market strategy: ICP definition, segmentation, territory design, pricing, packaging, and commercial frameworks
- Run the operating cadence: weekly pipeline reviews, monthly forecast, quarterly business reviews, deal desk, and comp plan design
- Personally own the executive relationship at our top named strategic accounts: VPs of Operations, VPs of Quality, Chief Manufacturing Officers, and where relevant, COO and CEO
- Structure and evolve enterprise commercial frameworks: multi-year master agreements, expansion packaging, procurement navigation, and legal / security review coordination
- Partner with the founders and product leadership on positioning, packaging, and product roadmap prioritization based on real market signal
- Own sales enablement and the playbook library: prospecting, discovery, technical qualification, pilot conversion, and multi-plant expansion
- Represent Overview.ai externally with customers, partners, industry analysts, and at industrial technology forums
- Serve as the internal owner accountable for every customer commitment being delivered on the line, in partnership with engineering and delivery
What We're Looking For- 15+ years in enterprise B2B sales, with at least 5 years in senior sales leadership (VP of Sales, Head of Sales, or CRO) at a growth-stage industrial technology, machine vision, industrial automation, or manufacturing software company
- Track record of scaling a sales organization: hiring, coaching, and leading a team of at least 10 quota-carrying sellers, and taking a company through a meaningful revenue growth stage to $50M.
- Direct experience selling into complex industrial or manufacturing environments: you know what a controls engineer does with their day, what a plant manager cares about, and what an SVP of Manufacturing wants to hear
- Demonstrated executive-level presence: comfortable in the plant floor tour and the C-suite quarterly review, sometimes in the same day
- Enterprise commercial fluency: multi-year MSAs, expansion frameworks, procurement navigation, legal and security review coordination, and pricing / packaging decisions that hold up under scrutiny
- Operator's discipline on forecast, pipeline, deal desk, and comp plan design. You believe good sales orgs are built on operating cadence, not heroics.
- Track record of building durable coalitions across manufacturing, quality, IT / OT, and executive sponsorship inside enterprise accounts
- Ability to translate technical delivery outcomes into the business language operations leaders use: yield, scrap, COPQ, ramp-to-standard, safety
- Willingness to travel 30% to customer plants and field sales activity
- You believe machine vision is finally becoming useful after 20 years of overpromising, and you want to lead the go-to-market at the company defining the next stage of the category
