The Role
Own revenue growth across new business, expansion, forecasting, and pipeline health. Lead and scale sales, BDR, partnerships, and revenue operations teams; design segmentation, territories, compensation, and sales playbooks. Partner with marketing and customer success to drive pipeline and retention, build cloud marketplace and co-sell motions with AWS, GCP, and Azure, and report performance to the CEO and board. The role is onsite five days per week in San Francisco.
Summary Generated by Built In
As VP of Revenue at Pump, you'll own the number. You'll lead sales, partnerships, and revenue operations as we scale from $40M ARR toward our next stage of growth. This is a rare opportunity to build and lead a world-class revenue organization at one of YC's fastest-growing companies, and help shape our company culture and values.
What You'll Do
- Own new-business and expansion revenue targets, forecasting, and pipeline health across SMB, mid-market, and enterprise.
- Lead, hire, and coach the AE, BDR, and partnerships teams, and build the managers who lead them.
- Design our sales motion end to end: segmentation, territories, comp plans, and the playbooks that make reps successful.
- Partner with marketing on pipeline generation and with customer success on retention and net revenue expansion.
- Build our motion with AWS, GCP, and Azure marketplace and co-sell partners.
- Report to the CEO and present revenue performance to leadership and the board.
What We're Looking For
- 10+ years in B2B SaaS sales, including 4+ years leading sales teams of 15+ reps.
- Track record of scaling revenue through a hypergrowth stretch (e.g. $20M to $100M+ ARR).
- Experience selling technical products to both finance and engineering buyers.
- Strong operator: data-driven forecasting, clear pipeline discipline, and repeatable process.
- Still willing to get on calls and close deals yourself.
- Available to work 5 days a week onsite in our San Francisco office.
Bonus Points
- Experience in cloud infrastructure, observability, or FinOps.
- Experience building a cloud marketplace or channel motion.
Benefits
- Competitive compensation + equity
- Comprehensive medical and dental coverage
- 401(k) plan
- Generous paid time off, including 13 days of accrued PTO, 9 sick days, all 11 federal holidays, and a company-wide winter break from December 24 through January 1
- Free lunch at the office
- Free access to the building gym
- Annual company-paid retreats
- Developmental bonuses: support for professional development tied to cloud and related fields
Skills Required
- 10+ years of experience in B2B SaaS sales
- 4+ years leading sales teams of 15 or more representatives
- Track record of scaling revenue through a hypergrowth period, such as $20M to $100M+ ARR
- Experience selling technical products to finance and engineering buyers
- Data-driven forecasting, pipeline discipline, and repeatable sales processes
- Willingness to participate in sales calls and close deals
- Availability to work five days per week onsite in San Francisco
- Experience in cloud infrastructure, observability, or FinOps
- Experience building a cloud marketplace or channel motion
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The Company
What We Do
Pump brings you the best group buying discounts and utilizes AI to arbitrage cloud expenses 24/7. Get ~60% savings, zero engineering effort needed. #GetPumped #AWSBilling
