VP, Sales

Reports to: Chief Executive Officer

Location: Remote, US (Eastern time zone preferred)

Work model: Remote, with travel of approximately 30–40%

Salary range: $175,000 – $190,000 USD base salary, plus uncapped variable with accelerators

Agile Fleet is a leading provider of fleet and motor pool management software that helps organizations improve vehicle utilization, reduce costs, and streamline operations. Our platform, FleetCommander, supports more than 250 customers, including federal agencies, state and local governments, higher education institutions, utilities, and commercial fleets across North America. We are a profitable, remote-first vertical SaaS company. FleetCommander is the only motor pool reservation and fleet management platform with FedRAMP authorization, and our cooperative purchasing contracts make us easy to buy.

You will own our revenue number and lead the next stage of growth. This is a player-coach role for a proven public-sector sales leader who runs a disciplined, predictable revenue engine, ideally one who has also won in the commercial market.

You are accountable for net bookings, forecast accuracy, pipeline health, and growth of our customer base. You will lead the sales team, personally run our most strategic pursuits, and report to the CEO as a member of the Executive Leadership Team.

Marketing and Customer Success also report to this role. It's a lean, hands-on team, so the full customer revenue engine (new logos, expansion, and renewals) sits with one leader. Expect to spend roughly 40% of your week coaching and leading the team, 30% selling personally, and 30% building how we sell.

We run the company on EOS (Entrepreneurial Operating System), managed in Bloom Growth, and you will run your teams the same way. You will do well here if you understand RFPs, contract vehicles, and long public-sector buying cycles, and still run a disciplined forecast every week.

• Own the full revenue engine. Sales, marketing, and customer success with a direct line to the CEO, in a role built to grow as the company grows.
• Lead the go-to-market for what's next. New tiered packaging, keyless vehicle access, and AI-powered reporting.
• A defensible market position. Sell the only FedRAMP-authorized motor pool reservation and fleet management platform to a loyal customer base and a large, stable public-sector market where we already hold the contract vehicles.
• A permanent owner. A profitable company backed by Banyan Software, which buys, holds, and grows software businesses for the long term.
• A community of peers. Join Banyan's global community of sales leaders, with peers, playbooks, and resources across its portfolio.
• Real influence. A collaborative, accountable team, competitive compensation (uncapped variable, with accelerators), and real influence on how we grow.

Revenue and Forecasting

• Own the company net bookings plan across new logos, expansion, and renewals; set quotas and territories that add up to plan
• Run the weekly forecast and pipeline review; deliver accurate monthly and quarterly commits and explain any variance above 10% with a recovery plan
• Keep Salesforce the single source of truth for stages, net bookings reporting, deal inspection, and activity standards
• Drive pricing and discount discipline, including our tiered packaging at new sales and at renewal
• Build the annual sales plan with the CEO and Finance; partner on compensation plan design and accurate commission payment
• Own the sales, marketing, and customer success budget, including COMMAND and events, and manage it so the spend more than pays for itself in net bookings

Strategic Selling

• Personally lead a named list of strategic pursuits across federal (FedRAMP), state, county, municipal, university, and large commercial fleet opportunities
• Build pursuit plans for RFPs, sole-source, and cooperative purchasing (Sourcewell, GSA, and reseller channels), working with Legal, Delivery, and Finance on contracts, pricing, and terms
• Build executive relationships with fleet directors, procurement officers, CIOs, and business officers
• Represent the Agile Fleet brand at several fleet-industry and public-sector conferences each year, such as the NAFA Institute & Expo and Government Fleet Expo, turning each one into qualified pipeline
• Turn channel and technology partnerships (telematics, keyless access, resellers) into sourced pipeline, and bring customer and RFP feedback into product planning
• Put our existing AI agents to work for outbound prospecting, deal inspection, and Salesforce hygiene, and check their output against the system of record

Team Leadership

• Lead, coach, and develop account executives and account managers: inspect deals, join calls, and raise the team's skill in discovery, demos, negotiation, and closing
• Run sales, marketing, and customer success on our EOS cadence in Bloom Growth: set and deliver quarterly Rocks, own weekly scorecard measures, run weekly team meetings, and use IDS (Identify, Discuss, Solve) to resolve issues
• Get the most from the current team: set clear expectations, manage performance, and reward results; recommend structure changes as the business grows
• Hire well when roles open, onboard quickly, and build the enablement that gets new sellers productive quickly

Marketing, COMMAND, and Customer Success

• Marketing: Lead a small marketing team focused on qualified pipeline: target-account programs, campaigns, events, website, content, and sales enablement, measured on pipeline and cost per opportunity
• COMMAND conference: Own COMMAND, our annual customer conference, every year: agenda, customer content, attendance, budget, and the expansion and renewal pipeline it creates
• Customer Success: Lead a small Customer Success team focused on retention and expansion: renewal forecasting, at-risk account plans, business reviews, and churn prevention, in partnership with Customer Delivery

What Success Looks Like in the First 12 Months

• Team delivers the annual net bookings plan, with net recurring revenue making up at least 55% of net bookings
• A forecast leadership can rely on: the quarterly commit lands within 10% of actual
• Pipeline coverage of at least 3x the forward-quarter target, with slipped deals held under 15% of quarter-open pipeline
• Steady new-logo growth across government, higher education, and commercial fleets: at least one new logo per month
• Protect and grow a loyal customer base: keep churn low and grow net revenue retention above 100% (toward 110%) through renewal pricing, tier upgrades, and expansion
• Profitable growth that meets or exceeds the Rule of 50 (EBITDA margin plus net recurring revenue growth), with sales and marketing spend that more than pays for itself in net bookings
• Every seller productive and earning their commission on plans tied to net bookings

Must-Haves

• 10+ years of B2B SaaS sales, including at least 5 years leading quota-carrying teams
• Proven, recent success selling to the public sector (state and local government and/or higher education), including RFPs, contract vehicles, cooperative purchasing, and long, multi-stakeholder buying cycles
• Hands-on player-coach: you lead a quota-carrying team and still coach and close deals personally
• Forecasting discipline: you can show how you called the quarter and how close you landed, with command of Salesforce reporting and pipeline management
• Has led, or held clear accountability for, sales together with marketing and/or customer success
• Bachelor's degree or equivalent experience
• Ability to travel approximately 30–40%: about half a dozen conference weeks a year (heavier in the first half) plus customer visits, including some travel to Canada and potential international travel

Strongly Preferred

• Commercial enterprise (private-sector) sales experience in addition to public sector
• Federal selling experience, ideally with FedRAMP-authorized or other compliance-authorized solutions
• A record of meeting or beating team targets at a company of roughly $5M to $50M in recurring revenue, with numbers you can walk us through
• Strong financial acumen: net bookings, annual recurring revenue (ARR), net recurring revenue, net revenue retention, gross margin, and EBITDA, and how pricing, discounting, and product mix affect each
• Hands-on use of AI in sales leadership: tools or agents for prospecting, forecasting, or pipeline management

Nice-to-Haves

• Experience in fleet management, telematics, transportation, mobility, asset management, or government technology
• Experience selling combined hardware and software solutions, such as key management or keyless vehicle access
• Experience in a private-equity-backed company
• Existing relationships with fleet, transportation, or procurement leaders in government and higher education
• Experience operating on EOS or a similar cadence of quarterly priorities and weekly scorecards; familiarity with Bloom Growth or Ninety is a plus

The expected base salary for this position is: USD $175,000 – $190,000 excluding variable compensation (on-target earnings of approximately $250,000 at plan). Variable compensation is uncapped, with accelerators, and is tied to company net bookings across new logos and existing customers, with net recurring revenue and customer retention guardrails. Salary is based on a number of factors including market conditions, location and may vary depending on job-related skills and experience.