WHAT THIS ROLE ACTUALLY IS
You own commercial revenue for VSI Technologies end to end. You manage direct reports — the AI Marketing, Revenue Growth & Lead Generation Expert and the Sales Executive — and you personally carry sales responsibility for strategic and enterprise deals. You do not sit above the work and review it. You are in it. You close deals. You review lead quality. You fix the agent stack when it underperforms. You run the weekly pipeline meeting .
VSI operates across six commercial revenue tracks: Agentic AI, Automation, AI Apps, Apple Products, Marketplace, and Cloud Services. Government contracting lead generation is handled by awardready.ai — your team supports government proposals. Your job is to build a commercial and Government revenue engine that operates with or without your direct involvement on any given day — and then be involved on the most important deals anyway.
WHAT YOU DO — DIRECT SELLING
- Own and close all strategic, enterprise, and high-value commercial deals personally — you are the senior closer on any deal above a defined threshold
- Run discovery calls, build solution proposals, and negotiate contracts for Agentic AI, AI App development, Cloud Services, and enterprise Apple deployments
- Build and maintain relationships with key accounts — you are the face of VSI to the most important commercial clients
- Identify upsell and cross-sell opportunities within the existing client base across all six commercial tracks
- Use AI tools daily — draft proposals with LLMs, research prospects before calls, analyze your pipeline for stall patterns, and use intent data to prioritize your outreach
- Represent VSI at relevant industry events, partner ecosystems, and enterprise sales channels — Microsoft partner network, AWS partner program, Apple VAR channels
- Own the commercial revenue number — total pipeline value, total closed revenue, and CPL across all six tracks
- Set strategy for all six commercial revenue tracks and allocate your team's effort across them based on opportunity size and close rate data
- Build the commercial playbook — ICP definitions, qualification frameworks, proposal templates, objection handling guides, and pricing strategy for each track
- Own the CRM architecture — lead stages, qualification criteria, routing rules, and reporting dashboards. Everything the CEO sees about commercial pipeline comes from your CRM configuration
- Manage the relationship with awardready.ai — coordinate government contract opportunities into your pipeline when they require a commercial sales motion alongside the proposal
- Report weekly to Senior Management on commercial revenue performance — no surprises. Bad news travels fast and with a plan attached
REQUIREMENTS — LEVEL III · 8–12 YEARS MINIMUM
Sales leadership (8 yrs minimum / 3 yrs player-coach): Minimum 8 years of B2B sales experience with at least 3 years in a player-coach role — personally carrying quota while managing a sales or marketing team. You can show your personal quota attainment alongside your team's performance in the same period. If you only managed and did not sell, this is not your role.
Technology sales (6 yrs minimum): Minimum 6 years selling technology services — AI, software development, cloud services, managed IT, or enterprise hardware. You have sold to CTOs, IT Directors, COOs, and procurement managers. You understand how technical buyers evaluate vendors and you speak their language without requiring a solutions engineer in the room.
Multi-track pipeline management (5 yrs minimum): Minimum 5 years managing a commercial pipeline across multiple product lines or service categories simultaneously. You have allocated effort across a mixed pipeline and made data-driven decisions about which tracks to prioritize based on close rate, deal size, and sales cycle length.
AI tools in sales workflow (3 yrs minimum): Minimum 3 years using AI tools as a core part of your sales and marketing workflow — LLMs for proposal drafting, AI-powered prospecting platforms, intent data for account prioritization, and AI agents for pipeline management. You are not learning AI. You use it daily and it makes you measurably more productive.
Team management (3 yrs minimum): Minimum 3 years managing direct reports in a sales or marketing function. You have set targets, run pipeline reviews, managed underperformance, and made hiring decisions. You have managed people in different countries and time zones. You communicate expectations in writing and hold people to written standards.
CRM ownership (5 yrs minimum): Minimum 5 years owning a CRM as the primary system of commercial record — not as a user, as the owner. You have configured lead stages, built qualification frameworks, created routing rules, and generated pipeline reports that informed executive decisions.
Marketing oversight (3 yrs minimum): Minimum 3 years overseeing or directing marketing functions — demand generation, lead generation, paid advertising, or outbound campaigns. You do not need to be a marketing specialist but you must be able to set strategy, review output quality, and hold a marketing function accountable to pipeline metrics.
