Vice President of Sales & Go-to-Market

Summary 

We are seeking a strategic and results-driven Vice President, Sales & Go-to-Market, to drive revenue growth and expand market share in the enterprise software space, particularly in the areas of media, professional services, and financial services. This role is responsible for transitioning our organization from founder-led sales to a world-class go-to-market (GTM) strategy, enterprise sales execution, and revenue operations to accelerate customer acquisition and retention. The VP will work closely with product, marketing, and customer success to ensure seamless alignment between demand generation, solution selling, and long-term customer success.

This is a dynamic role that requires someone hands-on, adaptable, and ready to build and scale in a fast-paced environment. This role will also serve in a leadership position in the company and will reinforce the founders’ efforts to foster a workplace culture that is mission-focused and values openness, collaboration, and respect.

Responsibilities

Go-To-Market Strategy & Execution

• Develop and implement a comprehensive GTM strategy for enterprise sales.
• Identify and prioritize target industries, customer segments, and key accounts.
• Define pricing and packaging strategies to maximize revenue.
• Develop presentations and sales materials that communicate our value proposition for media, publishing, and beyond to win new business.
• Ensure close alignment between sales, marketing, and product teams to create a seamless customer journey.
• Lead market expansion initiatives.

Enterprise Sales Leadership

• Develop and implement best-in-class sales methodologies to drive predictable and scalable revenue growth.
• Own the enterprise sales pipeline from lead generation to close, ensuring high conversion rates.
• Establish and oversee sales quotas, forecasting models, and performance metrics.
• Expand and optimize strategic partnerships and channel sales strategies.

Customer and Market Insights

• Analyze industry trends, competitive landscape, and customer feedback to inform sales strategy.
• Collaborate with marketing and product teams to refine messaging and positioning based on customer needs.
• Develop executive relationships with key enterprise accounts, ensuring high retention and expansion opportunities.

Operational Excellence & Revenue Optimization

• Oversee sales operations, including CRM (Salesforce, HubSpot) and automation tools.
• Implement data-driven sales processes to improve efficiency and decision-making.
• Develop dashboards and KPIs to measure sales performance and team effectiveness.

Qualifications & Competencies

• 8+ years of experience in enterprise software sales, GTM strategy, or revenue leadership.
• Proven track record of scaling enterprise sales teams and achieving revenue targets.
• Enterprise in B2B SaaS, cloud, AI, cybersecurity, or related enterprise software.
• Data-driven mindset with experience using CRM, sales automation, and revenue intelligence tools.
• Exceptional communication, negotiation, and executive relationship-building skills.

Successful Candidates

• Have a “can do” and positive attitude.
• Not view any job as too small. Willing and ready to do all types of things for the business, administrative to strategic.
• Take pride in executing things to the highest quality.
• Be flexible and able to switch contexts with ease.
• Be independent and require minimal supervision and oversight.
• Able to do the work rather than require hiring people immediately.

Compensation & Benefits

• Competitive Base Salary + Performance-Based Incentives
• Equity Participation
• Comprehensive Benefits (Health, Vision, Dental, 401K)
• Hybrid Work Environment (End of 2025)

Location

This position is based in our Washington, DC headquarters. While we prefer on-site/hybrid candidates, we will consider exceptional remote candidates.

About Us

Capitol AI is agentic AI that partners with owners of large proprietary data sets (such as Politico Pro) to enable deeper insights from unstructured data and unlock new revenue opportunities with their clients in a highly efficient and impactful way.