About SmartSuite
SmartSuite is the AI-native work platform for GRC, IT, projects and business operations. Founded in 2021 to replace legacy GRC tools with connected ones, the platform brings data, automation, AI, permissions and reporting together in one governed environment, so risk, compliance, audit and resilience teams can run their programs in a single system of record instead of across dozens of disconnected tools. More than 2,000 organizations in 100+ countries use the platform. The company holds a SOC 2 Type II report and ISO/IEC 27001:2022 certification, and is led by builders who have spent decades helping enterprises run governed programs at scale.
What we value
- Customer impact first: outcomes customers can prove, not features we can list.
- Craft matters: good UX is how teams adopt and sustain better ways of working.
- Earn trust every day: transparency, security and accountability at the core.
- Move fast, stay responsible: speed and discipline, with reliability, governance and control.
- Build for unified, connected work: connected workflows, data and accountability across teams.
- Keep improving: learn quickly and raise the bar with every release.
Why SmartSuite
- The problem is real: organizations manage risk, compliance, audit, cybersecurity and resilience across dozens of disconnected tools. The platform replaces that with one connected system of record.
- The customers are here: more than 2,000 organizations in 100+ countries.
- The opportunity to scale: lead SmartSuite's revenue organization at a pivotal stage, building the strategy, talent and infrastructure that will define our next chapter.
- Executive-level impact: work directly with our CEO and executive leadership team to shape the company's commercial strategy and long-term growth.
About the role
You own SmartSuite's revenue growth strategy and the sales organization responsible for delivering it. You lead enterprise sales, business development, sales engineering, partner programs and revenue operations, building the team, processes and infrastructure needed for predictable, sustainable growth. You develop the revenue plan with the CEO, establish reliable forecasting and accountability, and scale both direct enterprise sales and partner-led revenue. You work closely with Marketing, Customer Success and Product to align go-to-market execution, strengthen customer relationships and identify opportunities for expansion. You are a hands-on executive who can build the long-term strategy while personally engaging in complex enterprise opportunities. You serve on the executive leadership team and report revenue performance to the CEO and board.
What you will do
- Own and execute the revenue growth strategy, including annual planning, revenue targets, forecasting, market expansion and go-to-market priorities.
- Build, lead and scale the sales organization, including enterprise account executives, business development, sales engineering, partner programs and revenue operations.
- Establish repeatable sales processes, including pipeline management, qualification, territory planning, quota setting, deal reviews and CRM-driven forecasting.
- Lead complex enterprise sales opportunities, building executive relationships with CISOs, Chief Risk Officers, compliance and internal audit leaders across financial services and other regulated industries.
- Scale the partner-led revenue motion with advisory firms, resellers and implementation partners, working closely with the Head of Partner Programs on referrals, co-selling and resale.
- Recruit, develop and retain high-performing sales professionals and leaders, establishing a culture of accountability, collaboration and consistent execution.
- Partner with Marketing, Customer Success and Product to align revenue initiatives, improve the customer journey and identify retention and expansion opportunities.
- Report pipeline, bookings, revenue performance and strategic growth initiatives to the CEO, executive leadership team and board.
What you bring
Required:
- 10 or more years of experience in B2B SaaS sales and revenue leadership, including at least five years leading and scaling sales organizations.
- Demonstrated success building and scaling enterprise SaaS revenue organizations through periods of significant growth.
- Experience selling GRC, risk management, cybersecurity, compliance or closely related enterprise software.
- Enterprise selling experience involving senior executives, complex buying committees, security reviews, procurement and multi-month sales cycles.
- A proven record of hiring, developing and retaining high-performing sales teams and first-line sales leaders.
- Experience developing revenue strategies, implementing scalable sales processes and consistently delivering against revenue targets.
- Strong expertise in pipeline management, forecasting, territory planning, sales methodology and revenue operations.
- Ability to operate strategically and hands-on, including personally supporting complex enterprise deals.
- Based in the United States and able to travel as needed.
Preferred:
- Previous experience as a CRO, SVP of Sales, VP of Sales or equivalent senior revenue executive at a high-growth B2B SaaS company.
- Experience scaling a SaaS revenue organization to or beyond $50 million in ARR.
- Deep GRC industry knowledge and established relationships within financial services, insurance or other highly regulated industries.
- Experience developing and scaling partner-led or channel sales programs.
- Experience leading broader revenue functions or partnering closely with Marketing, Customer Success and Revenue Operations.
- Experience working directly with founder-led executive teams, investors and boards.
What success looks like
- At 90 days: the existing revenue organization, pipeline and sales processes have been assessed, with a clear growth strategy, organizational plan and execution priorities established with the CEO.
- At one year: revenue goals are met, supported by a repeatable enterprise sales process, disciplined pipeline management and reliable forecasting.
- The sales organization is staffed, developed and positioned to support continued growth, with clear accountability and performance expectations.
- Partner-led sales generate a consistent, measurable source of qualified pipeline and revenue.
- Sales, Marketing, Customer Success and Product are aligned around go-to-market priorities, with revenue performance and forecasts the CEO and board can confidently plan around.
Practical details
- Base Salary: $150,000-250,000
- On-Target Earnings (OTE): $300,000 - $450,000 annually
- Equity: 1–2% equity ownership opportunity, subject to grant terms and vesting.
- Benefits:
- Medical, dental and vision coverage, with up to 100% of premiums covered
- Flexible PTO & 12 paid holidays
- Paid parental leave
- Fully remote work
SmartSuite is an Equal Opportunity Employer committed to fostering a diverse and inclusive workplace. We provide equal employment opportunities to all applicants and employees without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, genetic information, veteran status, or any other status protected by applicable federal, state, or local law. All employment decisions are based on qualifications, merit and business needs.
Australia