VP, NA Sales

Life at Plume

At Plume, we believe that technology isn't about moving faster, it's about making life’s moments better. Which is why we’ve built the world's first, and only, open and hardware-independent service delivery platform for smart homes, small businesses, enterprises, and beyond. Our SaaS platform uses WiFi, advanced AI, and machine learning to create the future of connected spaces—and human experiences—at massive scale.

We now deliver services to over 60 million locations globally and have managed over 3 billion devices on our platform. We’re expanding rapidly, pioneering a new category, and we achieved our Series F funding in just four years. Our customers include many of the world's largest Internet Service Providers (ISPs) who look to Plume to help them evolve their smart home offerings while gleaning insights from their own data. 

With a bias for action and a love for being trailblazers, the team at Plume embodies a combination of relentless curiosity and imaginative innovation. We challenge ourselves to think in ways that other companies don't, work to do what should be done (rather than what can), and if we can’t do it exceptionally well, we don’t do it. It’s how we've assembled a team of world-class builders, thinkers, and doers. And it’s how we’re reinventing what’s possible every day.

Role Description:

The VP, Americas Sales will lead Plume's sales organization across the Americas, driving new-logo acquisition, expansion within strategic existing accounts, and consistent revenue growth across the region. This leader will coach and develop a team of Account Executives while establishing the sales methodology, pipeline discipline, forecasting rigor, and operating cadence required to build a predictable and scalable sales engine.

This is a highly hands-on leadership role. The VP will work alongside Account Executives on Plume's largest and most strategic opportunities, helping navigate complex sales cycles through account and relationship mapping, executive engagement, technical solutioning and positioning, negotiation, and deal strategy. The ideal candidate combines deep knowledge of the ISP ecosystem with strong technical and commercial acumen and a demonstrated ability to lead teams selling complex solutions to large service providers.

Responsibilities:

• Daily management of the sales team – goal is to grow overall revenue of the Plume offering within a large geography through attainment of monthly quotas
• Assesses sales pipeline, activity & forecasts to determine sales progress & areas for refinement/improvement.
• Coach AEs through the development of key Enterprise level sales skills, including market management, forecasting & sales planning, prospecting/pipelining within account base, complex deal negotiations, cross-functional support both internally and externally, as well as CRM/reporting accuracy. Includes performance management, creating a bench of qualified talent, and growing the team headcount as needed
• Develops proven and new strategies with AEs to further penetrate accounts and reinforce process and steps designed to deliver value at enterprise scale to Plume customers
• Maintain positive and proactive line of communication between the lines of business as well as senior leadership; includes developing and delivering accurate forecast and attainment details during weekly and quarterly business reviews
• Identifies & supports opportunities for training as well as career diversification and growth across the team
• Operates well in a fast-paced, dynamic environment without requiring significant supervision. Can think creatively and independently to resolve conflict as well as solve problems

Qualifications:

• 10+ years of prior leadership experience managing sales teams focused on selling solutions to Internet Service Providers (ISPs) in the Americas
• 7+ years prior experience selling to ISPs in a quota-carrying role
• Quota-attainment record of meeting and/or exceeding targets by managing process for identifying, qualifying, & closing new business as well as and not limited to growing an existing install base
• Prior experience developing and maintaining business, sales, & market plans as well as negotiating & closing complex deal
• Track record of building, coaching and enabling a rapidly growing team
• Emphasis on CPE/Hardware, cloud, SaaS is desired.
• Capacity to work on cross-functional projects and teams as needed as well as leverage internal resources to problem-solve
• Strong verbal and written communication skills – includes excellent reporting and forecasting skills. Attention to detail is critical
• Willingness to travel 40% or more as needed

Total Compensation package would include: anticipated base compensation range of $225,000 - 250,000.00 + commission + equity + benefits.  Benefits include: a 401k plan and a company match, basic life insurance plus unparalleled health, dental, vision and other benefits and perks. Please see here for more details.

An employee’s base salary and its position within the range may depend on a number of factors including job related knowledge, education, skills, experience and other business related considerations. Published ranges are provided in good faith at the time of posting.

About Plume

As the creator of the only open, hardware-independent, cloud-controlled experience platform for ISPs and their subscribers, Plume partners with over 400 ISP customers, including some of the world’s largest such as Charter, Liberty Global, and J:COM. 

Using OpenSync, the most widely supported open-source, silicon-to-cloud framework for smart spaces, Plume’s software-defined network allows ISPs to decouple their service offerings from hardware and rapidly curate and deliver new services over a multi-vendor, open-platform architecture.  

Plume is an equal opportunity workplace that maintains a continuing policy of nondiscrimination in all employment practices and decisions, ensuring equal employment opportunities for all qualified individuals without regard to race, color, creed, religion, sex, national origin, age, physical or mental disability, sexual orientation, gender identity, marital status, pregnancy, childbirth or related individual conditions, medical conditions (as defined by state law), military or veteran status, or any other characteristic protected by federal, state or local law.