Overview of Role

66degrees is searching for a visionary, high-impact Vice President of Enterprise Sales, West to spearhead our enterprise market expansion across the Western United States. Headquartered regionally out of San Francisco, CA, this executive leader will serve as our chief regional revenue strategist, executive sponsor, and dedicated commercial partner to our Enterprise Account Executive (EAE) team.

In this role, you will lead from the front with deep field engagement—partnering closely with your AEs to co-architect complex account capture plans, open executive doors, and help close multi-million-dollar AI and cloud modernization engagements. The ideal candidate pairs the strategic vision of an enterprise services executive with a proven passion for developing elite sales talent, leveraging the Bay Area ecosystem, cultivating deep alliances with hyperscaler partners (Google Cloud, Databricks, Snowflake), and building a world-class enterprise sales organization.

Responsibilities

• Strategic Revenue Leadership & Market Capture:
• Architect and execute an aggressive GTM and enterprise sales strategy for the Western region that consistently exceeds services booking, margin, and annual contract value (ACV) targets.
• Segment the Western enterprise landscape to direct AE efforts toward high-propensity, high-LTV Fortune 1000 and high-growth technology opportunities across the Bay Area and West Coast.
• Establish executive-level co-sell alignment with key ecosystem partners (Google Cloud, Databricks, AWS), positioning 66degrees as the undisputed delivery partner of choice for complex enterprise accounts.
• Translate macroeconomic and regional market dynamics into high-fidelity forecasting, early diagnostic indicators, and actionable growth initiatives for executive leadership.
• Executive Field Partnership & AE Mentorship:
• Serve as an executive sponsor and high-impact commercial partner on flagship enterprise pursuits, joining AEs in executive discovery, pitch defense, C-suite alignment, and final negotiations.
• Institutionalize structured enterprise sales methodologies (MEDDPICC, Command of the Message, Challenger Sale), elevating the team’s ability to navigate multi-stakeholder deals, qualify real economic buyers, and accelerate sales velocity.
• Lead deliberate, continuous coaching cadences—moving beyond transactional pipeline reviews to executive pitch roleplays, behavioral dry-runs, and deal autopsy learning sessions.
• Actively remove internal and external friction, marshal pre-sales and delivery resources, and clear organizational paths to champion AE success and win rates.
• Product, AI & Market Fluency:
• Maintain domain fluency across 66degrees’ core capabilities, including Applied AI/ML, Modern Data Platforms, Cloud Infrastructure, and Application Modernization.
• Serve as a credible thought partner to client C-suites (CIO, CTO, CDO, CAIO), articulating the strategic ROI and transformational business outcomes of modern data and AI architectures.
• Gather real-time intelligence from enterprise buyers to inform practice leadership on market demands, shaping new packaged offerings, accelerators, and commercial delivery models.
• Customer-Centric Engagement & C-Suite Deal Architecture:
• Oversee the end-to-end execution of complex, 7- and 8-figure enterprise modernization pursuits, driving value-based pricing and multi-year transformation roadmaps.
• Foster enduring C-level relationships across key client organizations, ensuring 66degrees transitions from project vendor to indispensable strategic advisor.
• Guide AEs through procurement, legal, security, and complex governance hurdles inherent to Global 2000 buying cycles.
• Talent Acquisition & High-Performance Culture:
• Leverage extensive professional networks in the San Francisco Bay Area and West Coast to recruit, hire, and ramp top-tier Enterprise Account Executives.
• Cultivate a culture of radical candor, psychological safety, extreme accountability, and shared celebration that minimizes churn and drives quota attainment.
• Design clear development pathways and mentorship programs that turn strong performers into elite strategic enterprise sellers and future leaders.
• Cross-Functional Orchestration & Operational Rigor:
• Serve as the executive connective tissue between regional enterprise sales, Practice Leadership (Data, AI, Cloud), Solution Architecture, and Delivery to guarantee high-integrity scoping and client success.
• Utilize Salesforce, Clari, and sales analytics tools to enforce data-driven sales hygiene, deliver transparent pipeline visibility, and optimize conversion metrics.
• Refine and streamline sales operations to eliminate internal bottlenecks and maximize AE customer-facing selling time.

Qualifications

• 12+ years of progressive B2B technology and professional services sales experience, with at least 5–7+ years in a senior sales leadership role (e.g., VP of Sales, Regional VP) managing quota-carrying Enterprise Account Executives.
• Verifiable track record of consistently exceeding regional quotas ($30M+) and closing multi-million-dollar digital, cloud, or enterprise AI transformation engagements.
• Deep domain knowledge of the modern cloud, data, and AI ecosystems (Google Cloud, Databricks, Snowflake, AWS); relevant industry credentials or executive partner standing are a significant advantage.
• Demonstrated success as a high-involvement executive sales leader who actively partners with the field and has successfully implemented and reinforced enterprise sales methodologies (MEDDPICC, Challenger) across long (6–12 month), complex deal cycles.
• Established executive network and commercial reputation within the San Francisco Bay Area and broader West Coast enterprise ecosystem.
• Outstanding executive presence, negotiation, storytelling, and C-level relationship-building skills.
• Strong analytical horsepower with the ability to interpret sales velocity metrics, diagnose pipeline bottlenecks, and run data-driven forecasting.
• High emotional intelligence, with demonstrated ability to inspire, develop, and retain elite enterprise sales talent.
• Demonstrated success in orchestrating complex, matrixed delivery and solutions architecture teams during pre-sales and contracting.
• Based in or relocatable to the San Francisco Bay Area, with ability to travel (30–40%) as required across the Western region and nationally.
• Bachelor’s degree in Business, Computer Science, or related field, or equivalent experience; MBA or advanced degree is a plus.