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The Group Vice President (GVP) of Direct Sales will lead a high-energy, results-driven team of sales professionals dedicated to acquiring new business and expanding our footprint in the market. This role is responsible for developing and executing strategies to identify, pursue, and close new business opportunities, driving significant revenue growth across the Americas. This remit covers the entire market segmentation from Enterprise through Small Business. Growth expectations for net new customer acquisition is both 20%+ in terms of net new customer acquisition and quarter over quarter, year over year revenue growth. This role also requires strategic thinking to introduce new business motions, programs, and penetration into new market segments. The GVP will work closely with the Americas Sales Leadership team, Customer Solution Advisory team, Alliances, and our Customer Success organization to ensure alignment with broader business goals and foster a culture of excellence, innovation, and accountability within the sales organization. This is a direct report to the EVP, CRO – Americas, one level removed from ELT and CEO.

In this role you will:

Leadership and Management:

• Recruit, lead, inspire, and develop a team of top talent focused on hunting new business opportunities.

• Coach and mentor sales leaders and reps to effectively communicate the full company vision and value proposition, with an emphasis on engaging C-level executives across various industries.

• Attract, assess, and retain top sales talent, ensuring a high-performing team committed to achieving demanding growth targets.

New Business Development:

• Develop and execute strategies to confidently pursue new logo acquisition across mid-market to enterprise segments.

• Build and maintain a robust sales pipeline, ensuring consistent lead generation, deal progression, and timely deal closure.

• Foster a hunter mentality within the team, encouraging proactive outreach, cold calling, and relationship-building with potential clients.

Sales Strategy and Execution:

• Oversee the creation and implementation of comprehensive sales strategies that align with overall business objectives and market opportunities.

• Set clear KPIs and quotas for the team, regularly monitoring performance and making adjustments to meet or exceed sales targets.

• Ensure the sales team is equipped with the tools, training, and resources needed to succeed in a competitive market.

Customer Engagement and Relationship Building:

• Develop and maintain strong relationships with key stakeholders and decision-makers at target accounts, positioning the company as a strategic partner.

• Drive customer engagement through innovative approaches, leveraging deep industry knowledge to tailor solutions that meet unique client needs.

• Ensure a seamless handover of new clients to the account management and customer success teams, facilitating long-term partnerships.

Operational Excellence:

• Implement and oversee disciplined sales processes, including regular pipeline reviews, forecasting, and performance analysis.

• Collaborate with internal teams to continually refine and optimize the sales approach, ensuring it is aligned with market trends and customer expectations.

• Lead by example in maintaining accurate sales records and leveraging CRM tools to manage the business effectively.

Collaboration and Communication:

• Partner closely with the Americas Sales Leadership team to ensure alignment across all sales functions, including account management and customer success.

• Communicate effectively with internal stakeholders, ensuring transparency and alignment of sales initiatives with broader business goals.

Market Intelligence and Innovation:

• Stay ahead of industry trends, market dynamics, and competitor activities to inform sales strategies and drive innovation within the team.

• Encourage a culture of continuous improvement, fostering new ideas and approaches to challenge the status quo and achieve breakthrough results.

You’ve got what it takes if you have:

• 10+ years of experience leading high-performing direct sales teams, with at least 5 years in a senior leadership role.

• Proven track record in new business development and driving substantial revenue growth within an enterprise SaaS environment.

• Expertise in selling to mid-market through enterprise segments, with a focus on acquiring new logos.

• Strong leadership skills, with a demonstrated ability to attract, develop, and retain top sales talent.

• Exceptional communication and relationship-building abilities, with a focus on creating trust and credibility with potential clients.

• Strategic thinker with a deep understanding of market dynamics and customer needs.

• Strong analytical skills, with experience in pipeline management, sales forecasting, and performance optimization.

• A proven ability to implement operational improvements and drive best practices within a sales organization.

Equal Employment Opportunity has been, and will continue to be, a fundamental commitment at Cornerstone OnDemand. All qualified applicants are given consideration regardless of race, color, gender, age, sexual orientation, national origin, marital status, citizenship status, disability, veteran status, or any other protected class as provided in applicable Federal, State, or Local fair employment laws. If you have a disability or special need that requires accommodation, please contact us at careers@csod.com