The Associate Vice President (AVP) of Sales within the Manufacturing & Quality Line of Business leads an integrated revenue organization spanning, new logo sales, strategic/account management, sales engineering, and customer success to deliver predictable growth across two outcomes: Acquire New and Retain + Expand. This executive role requires a dynamic leader who builds repeatable, metrics-driven systems to scale bookings, improve forecast accuracy, and increase net revenue retention, while developing high-performing teams that consistently exceed targets.

This role reports directly to the GM, Manufacturing & Quality and serves as the primary cross-functional partner to Product, Marketing, Finance, and Implementation/Delivery leadership to build a scalable, predictable revenue engine and a durable customer base.

What you’ll own (scope)

• New logo growth for Manufacturing & Quality.
• Customer retention and expansion, including disciplined renewal execution and upsell/cross-sell motions.
• An integrated GTM system that includes:
  
  • Outside new logo AE motion
  • Account management / SAM motion
  • Customer Success
  • Sales Engineering
• A sales org structured around two outcomes: Acquire and Retain + Expand, with functional leaders/teams aligned to those pillars.

Business Outcomes

• Build a predictable pipeline engine (BDR → AE → close) and deliver new customer bookings for Manufacturing & Quality.
• Protect and grow the installed base through disciplined renewals, churn prevention, and systematic expansion (upsell/cross-sell), with Customer Success fully integrated.
• Run a cohesive, metrics-driven commercial org (AE/SAM/AM/BDR/SE/CS) with accurate forecasting, strong CRM hygiene, consistent playbooks, and leader-led coaching—so results are repeatable, not hero-driven.

Key responsibilities

Team Leadership and Development:

• Build, scale, and lead high-performing teams across inside sales, outside sales, and account management.
• Develop and implement robust coaching and professional development programs to enhance team performance and retention in partnership with sales enablement.
• Utilize performance management techniques to set clear expectations, measure performance, and address issues proactively.

Revenue Growth:

• Drive planned growth in revenue through strategic management of inside sales, outside sales, account management, customer success management, and sales engineering teams
• Increase revenue through upsells, cross-sells, and price adjustments, focusing on both new business and existing accounts
• Achieve repeatable, predictable, and profitable revenue growth through disciplined processes and accurate forecasting

Sales and Account Management Processes:

• Develop and enforce effective sales methodologies and processes for both high-velocity and strategic sales teams.
• Collaborate with marketing to create strategies that generate high-quality leads and optimize conversion rates.
• Partner with sales enablement to design performance-based bootcamps and accelerate productivity.

Cross-Functional Collaboration:

• Work closely with internal teams including Sales, Revenue Operations, Marketing, Customer Success, Professional Services, Support, and Product to align strategies and drive business outcomes.
• Serve as an executive contact for customer escalations, ensuring high levels of customer satisfaction and resolution of issues.

Operational Excellence:

• Employ the sales and marketing tech stack to enhance prospecting, optimize team performance, and improve close rates.
• Use KPIs and metrics to monitor and improve team performance, ensuring high standards of execution and accountability.

AI-Enabled Revenue Operating System:

• Embed AI in the revenue cadence to improve prospecting efficiency, pipeline quality, deal inspection, and forecast accuracy
• Apply AI signals to reduce renewal risk and drive systematic expansion through CS playbooks
• Ensure credible, compliant AI value narratives and drive adoption of modern selling tools with measurable productivity gains

Strategic Planning and Execution:

• Develop and implement account strategies in alignment with customer success and sales leadership
• Lead the creation and execution of strategic account plans, conduct quarterly reviews, and drive improvements in retention and growth
• Provide market intelligence and competitor analysis to inform strategic selling approaches and business models

Core competencies

• Urgency: Operate at a high pace with a focus on achieving results.
• Growth Mindset: Continuously learn and adapt, embracing operational rigor and striving for improvement.
• Disciplined Execution: Maintain a passion for metrics and process, delivering value and superior financial outcomes.
• People Developer: Actively engage in coaching and mentorship, focusing on developing talent and managing performance.
• Proactive Problem-Solving: Identify and address issues swiftly and effectively.
• Accountability: Demonstrate reliability and hold team members accountable.
• Communication: Communicate clearly and effectively, both verbally and in writing.
• Resilient Leadership: Exhibit clarity, perseverance, and calm under pressure while driving results.
• Change Agent: Lead and manage organizational change effectively.
• Outcome-Oriented: Achieve and exceed quotas consistently in a fast-paced environment.
• AI-Enabled Revenue Operator: Uses AI to increase selling capacity, improve forecast accuracy, and accelerate new logo, retention, and expansion outcomes