Vice President of Sales, Parkade

• 10+ years in SaaS sales-leadership roles, including experience at a high-growth startup, including successful VC-backed companies
• Deep mid-market sales experience selling products with a similar ACV ($40k), sales cycle (2.5 months) and motion (AE-led inbound)
• Proven ARR growth track record of scaling a sales team and 3x/yr (or more) revenue growth, ideally from ~$3-7m to $25-50m ARR
• Deep understanding of modern SaaS GTM motions — PLG, SLG, hybrid, usage-based models, etc
• Comfortable in fast-changing startup environments, with changing priorities, a multitude of deals to track at once and aggressive growth targets
• Strong experience with key sales tools like CRMs, outbound tools, inbound tools, AI enablement tools and forecasting

Desirable

• We're looking for the most critical hire we'll make for the next few years, our VP of Sales
• Parkade is a SaaS technology system for running a building's parking, mainly tenant parking. Our customers are generally apartment, condo and office buildings
• With Parkade, buildings run all aspects of their parking on Parkade, including payments, assignments, gate access, CS, enforcement, etc. We now have hundreds of customers, 99%+ retention, outstanding unit economics for a parking company and very little competition (spreadsheets, mostly)
• This growth culminated in us closing our Series A late last year, which was led by a syndicate of some of America’s largest real estate companies, e.g. our potential customers
• Hand-in-hand with our CEO, our sales team — two AEs, two SDRs and one CSM — has built our mid-market playbook, and both AEs are selling $1m+ annually, for years
• Now it’s time to aggressively scale up, and we’re looking for a VP of Sales to do just that
• You will play the critical role in writing/executing our sales playbook, optimizing our current inbound sales processes, growing the top-of-funnel lead volume, scaling a high-performing sales organization who closes deals, ensuring your AEs chase the right deals and aligning cross-functional teams to hit ambitious targets
• With your help, every off-street parking spot should be managed by/available on Parkade in a few years
• Your Mission: Scale ARR 4x in the next 18 months
• Scale inbound. We have a mostly inbound sales process today, led by organic customer referrals and inbound web leads. This sales motion has never been optimized, and your core initial focus should be on juicing it as much as possible
• Grow the sales org: Recruit, train, and mentor a high-performing team, drastically shortening the time to effectively onboard AEs and growing your team of sellers to hit your increasingly ambitiously goals
• Learn and engage. Become an expert in everything we offer and do, and then work cross-functionally across our entire team to push for the changes you believe we should make to hasten growth
• Ramp up top of funnel. There are two members of the marketing team, and then we have one SDR on board and ramped already. They're generating all of our non-referral inbound volume, but we'll look to you to chart the strategy to grow top-of-funnel. That likely means growing your top-of-funnel team and working closely with marketing to ramp up MQLs, including supporting new strategies and experiments
• Cracking enterprise: All of our sales to date have been one building at a time. Especially with our new real estate investors backing us, it’s time to figure out how to sell into entire portfolios at once (and you can start with theirs!)
• Running a tight ship. From CRM hygiene to ensuring we never lose track of a deal, ensure that you and your team run a clean, crisp and flawless sales operation
• Creating forecasts, reporting and structure: Build effective forecasting models, KPI reports, sales processes, and compensation structures. Use the data to drive your decisions