VP of Revenue - San Francisco - Parkade

Description

We\'re looking for the most critical hire we\'ll make for the next few years, our VP of Revenue.

For context, Parkade is a SaaS technology system for running a building\'s parking, mainly tenant parking. Our customers are generally apartment, condo and office buildings.

With Parkade, buildings run all aspects of their parking on Parkade, including payments, assignments, gate access, CS, enforcement, etc. We now have hundreds of customers, 99%+ retention, outstanding unit economics for a parking company and very little competition (spreadsheets, mostly).

This growth culminated in us closing our Series A a year ago, which was led by a syndicate of some of America's largest real estate companies, e.g. our potential customers. Hand-in-hand with our CEO, our sales team — two AEs, two SDRs and one CSM — has built our mid-market playbook, and both AEs are selling $1m+ annually, for years.

Now it's time to aggressively scale up, and we're looking for a VP of Revenue to do just that. You will play the critical role in writing/executing our sales playbook, optimizing our current inbound sales processes, growing the top-of-funnel lead volume, scaling a high-performing sales organization who closes deals, ensuring your AEs chase the right deals and aligning cross-functional teams to hit ambitious targets.

With your help, every off-street parking spot should be managed by/available on Parkade in a few years.

Your Mission

Accelerate our top-line growth by building our growth playbook, hiring a team and perfecting processes to make that growth happening.

How you\'ll do that

• Scale inbound. We have a mostly inbound sales process today, led by organic customer referrals and inbound web leads. This sales motion has never been optimized, and your core initial focus should be on juicing it as much as possible.

• Grow the sales org: Recruit, train, and mentor a high-performing team, drastically shortening the time to effectively onboard AEs and growing your revenue team of sellers to hit your increasingly ambitiously goals.

• Learn and engage. Become an expert in everything we offer and do, and then work cross-functionally across our entire team to push for the changes you believe we should make to hasten growth.

• Ramp up top of funnel. We have two marketers who will likely roll up to you, and your two SDRs. They\'re generating all of our non-referral inbound volume, but you should work closely with this group to ramp up MQLs and SQLs, including supporting new strategies and experiments.

Then, expand your role into…

• Cracking enterprise: All of our sales to date have been one building at a time. Especially with our new real estate investors backing us, it\'s time to figure out how to sell into entire portfolios at once (and you can start with theirs)

• Running a tight ship. From CRM hygiene to ensuring we never lose track of a deal, ensure that you and your team run a clean, crisp and flawless sales operation.

• Creating forecasts, reporting and structure: Build effective forecasting models, KPI reports, sales processes, and compensation structures. Use the data to drive your decisions.

Who You Are

• 10+ years in SaaS sales-leadership roles, including experience at a high-growth startup, including successful VC-backed companies.

• Deep mid-market sales experience selling products with a similar ACV ($40k), sales cycle (2.5 months) and motion (AE-led inbound).

• Proven ARR growth track record of scaling a sales team and 3x/yr (or more) revenue growth, ideally from ~$3-7m to $25-50m ARR.

• Deep understanding of modern SaaS GTM motions — PLG, SLG, hybrid, usage-based models, etc.

• Comfortable in fast-changing startup environments, with changing priorities, a multitude of deals to track at once and aggressive growth targets.

• Strong experience with key sales tools like CRMs, outbound tools, inbound tools, AI enablement tools and forecasting.

Bonus Points

• You know the real estatetech space (aka "prop tech"), or know how to market to real estate companies and close deals with them.

• Not something we\'ve ever done, but bonus points if you\'ve found, written and/or won RFPs, especially if you won the first one(s) at prior companies, as this could be an area of opportunity for us. Extra bonus points if you\'ve been able to convince customers not to do RFPs :)

• Previous experience with business models that include payment processing, as Parkade makes money from both SaaS fees and payments.

VP Revenue vs VP Sales

You may notice we have a job posting up for VP Sales and VP Revenue. Why? Our hope is to find a sales leader who has experience overseeing demand generation and marketing, and can run both sales and marketing. That hire would be a VP Revenue, with higher compensation.

We also are aware that\'s a harder skillset to find, so we\'re also open to just hiring a VP of Sales and separately hiring a marketing leader to report to our CEO.

Location

Strong preference given to California applicants who want to work a 3-5 days/week out of our San Francisco or Long Beach offices.

For fully remote applicants, we\'re still looking for people in California, Oregon, Nevada or Arizona who can travel to our SF/LA offices with some frequency — plus additional travel as needed (conferences, etc).

Benefits

• Competitive compensation and an equity stake in Parkade, to reflect the company owner mindset you'll have

• Medical, dental and vision insurance to ensure all your bases are covered for you and your family

• 401k, dependent care FSAs, pre-tax commuter/parking benefits, and more

• Flexible PTOto take the time you need to rest, recharge, or take care of life -- no set limits, just responsible time off when it works for you and your team.

• Great culture embodied in our small, high-caliber team of mission-driven doers