VP of Sales

What is a VP of Sales?

A VP of Sales is the senior revenue leader responsible for building and executing the sales function at a growth-stage startup. They define the sales process, hire and manage the team, own pipeline, and typically carry a number. At Series B+, the VP of Sales often becomes the highest-paid non-founder hire — and the one with the most immediate revenue impact.

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Why is a VP of Sales the hardest GTM hire?

Most VP of Sales candidates have managed large teams at established companies with defined playbooks. Far fewer have built from scratch: created the first sales process, hired the first reps, and closed enterprise deals without brand recognition. The gap between 'managed a team' and 'built a motion' is the primary reason VP of Sales searches fail.

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What to look for at each stage?

• Seed: individual contributor who can close and begin building process
• Series A: player-coach — sells personally while hiring the first 2–3 reps
• Series B: team builder — focused on hiring, enabling, and forecasting
• Series C+: VP who can manage multiple sub-functions and report to a CRO

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What does RFS look for in a VP of Sales candidate?

• Demonstrable experience building a sales team from early stage (not just scaling one)
• Enterprise ACV experience appropriate to your deal size
• Reference-able track record of attainment and quota performance
• Ability to sell in-market before the hire — we look for active pipeline skills
• Cultural fit for startup pace: bias for action, low bureaucracy tolerance

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How does RFS recruit VP of Sales?

RFS specializes in GTM leadership placement at Seed through Series D. We don't recycle the same roster of VP of Sales candidates — we source from operators currently closing deals and building teams. We send 3–5 pre-vetted VP of Sales candidates. Average time from kickoff to first candidates: 48 hours. Contingency — no hire, no fee.

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