Vice President, Global Sales

About the role

It's fun to work in a company where people truly BELIEVE in what they're doing!

We're committed to bringing passion and customer focus to the business.

Summary

The Vice President, Global Sales owns the commercial strategy and execution for DI's global sales organization, with full accountability for revenue growth, net new logo acquisition, OUS market expansion, management and growth of existing partnerships, and the commercial transition from perpetual license to SaaS.

This is a senior leadership role that combines strategic vision with hands-on team building, coaching, and accountability - requiring proven experience leading distributed global sales teams through complex business model transitions. The VP, Global Sales reports directly to the SVP, Global Sales & Service and serves as a key member of DI's commercial leadership team.

Essential Functions and Responsibilities

Commercial Strategy & Revenue Growth

• Own the global sales function with full accountability for achieving and exceeding revenue targets.
• Develop and execute a multi-year commercial growth strategy that balances on-premise retention, SaaS transition, new business partnerships, and net new logo acquisition.
• Define market segmentation, prioritization, and go-to-market coverage models across geographies and customer segments.
• Partner closely with Product, Marketing, and Customer Success to ensure DI's go-to-market motion is integrated and effective.
• Use data and AI-informed insight to drive smart prioritization, identify growth opportunities, and adjust commercial strategy in response to market dynamics.
• Report regularly to the CEO and executive team on commercial performance, market dynamics, and strategic adjustments.

Net New Logo Acquisition

• Build and drive a disciplined outbound and pipeline development motion focused on opening new accounts.
• Implement repeatable prospecting frameworks, territory design, and account targeting methodologies that scale across the team.
• Partner with Marketing on demand generation strategy, campaign alignment, and pipeline coverage models.
• Establish clear metrics and accountability for pipeline creation at every level of the sales organization.

OUS Growth

• Lead DI's strategic expansion in OUS markets, with accountability for market entry decisions, partner/channel strategy, and direct sales model design.
• Evaluate existing OUS coverage models and make decisive recommendations on resourcing, channel partnerships, and organizational structure.
• Build relationships with key regional stakeholders, distribution partners, and strategic accounts to accelerate market penetration.
• Ensure OUS go-to-market strategies are adapted to regional regulatory, competitive, and customer dynamics.

New Product Introduction & SaaS Transition

• Drive commercial launch and adoption of DI's SaaS products, working with Product and Marketing to define positioning, pricing, and sales motion.
• Develop playbooks for selling SaaS alongside on-premise solutions, managing the commercial and organizational complexity of a dual-model transition period.
• Coach the team on solution-based and value-led selling approaches appropriate for SaaS buyers and procurement models.
• Establish early win patterns, reference customers, and repeatable sales plays for new product lines.

Team Leadership & Talent Development

• Inspire high-performing teams by setting ambitious goals, aligning people and processes, and communicating a clear business vision that motivates others to exceed expectations.
• Build for succession - ensuring key roles have identified successors, and development is actively underway across the organization.
• Coach individuals for growth; create a learning environment with structured development conversations, protected time for growth, and clear expectations for AI adoption.
• Hold the team to a high, consistent performance standard; drive delivery predictable enough that others plan around it.
• Build a culture where honest feedback is expected and valued and connect company direction to what it means for individual work and careers.
• Sustain engagement across the sales organization by creating conditions where people stay because the work is meaningful, opinions matter, development happens, and the direction is clear.
• Equip the team to move through transitions faster than peers; shape organizational direction with conviction before the data is complete.

Sales Excellence & Operational Rigor

• Implement and maintain rigorous pipeline management, forecasting, and CRM disciplines that give the business accurate forward visibility.
• Define and track key sales metrics including pipeline coverage, win rates, ASP, sales cycle length, and quota attainment; hold the organization accountable to results.
• Oversee Sales Operations to ensure the team has the systems, tools, and data needed to perform.

Knowledge, Skills, and Abilities

• 10+ years of progressive B2B software sales experience, with at least 3 years in a senior global sales leadership role.
• 5+ years as a people manager, including leading geographically distributed global teams.
• Proven track record of driving net new logo growth and exceeding revenue targets in a complex, enterprise software environment.
• Demonstrated experience leading sales through a SaaS or business model transition, including managing a dual on-premise/SaaS portfolio.
• Experience introducing new software products to market: go-to-market strategy, launch execution, and building repeatable sales motions from early-stage through scale.
• Deep familiarity with OUS market dynamics; experience building or significantly expanding OUS commercial operations.
• Track record of leading both direct and channel/partner sales models across multiple geographies.
• Exceptional forecasting discipline and data-driven decision-making; proficiency with Salesforce or equivalent CRM platforms.
• Demonstrated ability to apply AI and data tools to drive commercial insight, team performance, and sales process improvement.
• Strong executive communication skills; ability to present commercial strategy and performance clearly to a CEO and board-level audience.
• Must comply with and pass initial background check and drug screening, as well as subsequent background checks, drug screenings, and vaccine requirements as required by customer contracts.
• Ability to follow DI's policies, procedures, and system usage practices.
• Must have unrestricted work authorization in the United States.

Preferred Qualifications

• Experience in laboratory informatics, health tech, life sciences software, or an adjacent regulated vertical.
• Experience selling into health systems, reference laboratories, IDNs, or clinical laboratory networks.

Education and/or Experience

• Bachelor's degree in Business, Sales, Marketing, or a related field and at least 10 years of progressive B2B software sales experience or at least 15 years of related experience from which comparable knowledge and skills can be acquired. MBA or advanced degree preferred but not required.

Physical Requirements/Working Conditions

• Ability to remain in a stationary position (e.g., seated at a desk) for extended periods during the workday.
• Frequent use of standard office equipment such as computers, keyboards, headsets, and webcams.
• Occasional light lifting (up to 10 lbs) may be required for home office equipment setup or maintenance.
• Domestic and international travel up to 50% is required to lead the team, meet key customers and prospects, and support expansion in OUS markets.

Supervision Level

• This person reports directly to the SVP, Global Sales & Service and leads a global sales organization including direct and indirect reports across multiple geographies.

Compensation and Benefits

• Base Salary Range: $200,000 - 250,000 (Compensation will vary based on skills and experience)
• Bonus Eligibility: This position is eligible for variable incentive compensation under Data Innovations' sales commission and bonus plan. Incentive compensation is based on the achievement of individual, team, and company sales and business performance objectives, in accordance with the terms of the applicable incentive plan.
• Benefits: DI offers a competitive benefits package including medical, dental, vision, basic life insurance, paid holidays, paid time off, and a 401(k) matching plan.

If you like working with happy, enthusiastic over-achievers, you'll enjoy your career with us!