• VP, Sales - Majors

    Location US-NJ-Holmdel
    # of Openings
    Sales Majors
    Posting Level
  • Job Overview:

    The Vice President, North America Majors Sales, is responsible for driving the execution of our sales efforts in the Majors Segment (1 – 2,499 employee size) for both existing and new accounts to achieve our targeted revenue growth within the segment.  The position will report to the SVP, Sales and will have accountability for the Majors sales numbers, Majors customer retention targets communicate and shall own the monthly/quarterly cadences to the business with regards to forecasting and executive-level awareness of current and future results, as well as risk. 


    In this role you will initially oversee two Prospect Sales Managers directly managing Account Executives within assigned territories to close new majors deals as well as two Customer Sales Managers directly managing Account Execs who have accountability for retaining and growing existing accounts.  Additionally, you will oversee the Majors Account Development function, responsible for driving outbound sales prospecting activity to market, qualify and develop opportunities.  Our Majors Sales team conducts high-level conversations with Talent Acquisition Leaders and executives about their talent acquisition issues and their business priorities.   They also engage with senior HR operations, Information Technology executives, finance and procurement to demonstrate the value of our platform and to further secure a sale.


    The Vice President, Majors Sales will report to the Senior Vice President, Sales.

    About Us:

    iCIMS extends a work culture unlike any other East Coast-based technology provider. We focus on hiring candidates who display our seven core competencies: passion, drive, transparency, adaptability, empathy, kaizen and customer commitment. If you eat, sleep, and breathe our competencies and desire to work in a casual yet results-driven environment that embraces innovation, then you’re just what we’re looking for!


    iCIMS is a high-growth Software-as-a-Service (SaaS) company that’s routinely voted one of the Best Places to Work in New Jersey. We are the industry's premier recruitment software provider, delivering technology that supports approximately 4,000 contracted customers around the globe. Committed to both growth and stability, we have a lot of opportunities for career advancement within our organization. Come grow with us—apply today!



    • Drives and enables the execution of the Majors Sales vision, strategies, processes, and metrics necessary to hit and exceed revenue targets and objectives for the majors segment in alignment with the iCIMS’ strategic plans.
    • Effectively communicates Majors segment sales strategy inter-departmentally. Communicates sales plans and quotas, processes, and forecasting/performance metrics across all levels of the organization.
    • Evaluates and advises direct reports on the impact of account planning to execute and drive on growth and retention processes, providing accurate, short and long-range forecasts +-5%; planning of new programs & strategies by account and consistently exceeding team quota and metrics.
    • Collaborates with Demand Generation Team to ensure that leads and resulting opportunities are appropriate, actionable, and reported accurately.
    • Partners with Sales Operations & Finance to analyze Majors Sales Analytics that inform the success of the Majors segment strategies
    • Maintains a working knowledge of TA best practices, industry trends and competitive intelligence and ensures team understanding of such to enable informed discussions with key customer stakeholders.
    • Oversees the management of key customer relationships within the segment to foster customer advocates and help close sales opportunities.
    • Engage in key customer negotiations as appropriate, while leveraging managers effectively to achieve desired outcomes.
    • Professes value of product and ensures that teams operate within confines of company pricing approach
    • Identifies resource needs and develops business cases for the changes required to support business growth.
    • Conveys the Voice of the prospect and customer to internal stakeholders to appropriately influence product road map and product/market fit.
    • Champions the Sales curriculum framework (Vista Value Selling) and partners with Talent Development to implement sales training to support on-boarding and development of the Majors sales team.

    Team Leadership:

    • Leads and inspires the Majors Sales leaders and staff (comprised of Sales Managers, Account Executives, Account Development Manager & staff), modeling team and leadership behaviors, to achieve goals and to advocate for our customers through open, honest, and transparent communication.
    • Manages team members’ performance including formal reviews, establishing department and individual goals and individual assessments to further company goals.
    • Ensures a fun, dynamic work environment & builds merit-based culture which appeals to the top talent
    • Builds and maintains highly effective and collaborative cross-departmental relationships/with other senior leaders (Marketing, Sales Engineering, Product) to achieve companywide goals.
    • Partners with Talent team to effectively serve as a change agent as appropriate.
    • Consistently ensures that business is conducted with integrity at all times and that behavior aligns with iCIMS’ core competencies, policies and procedures.
    • Proactively identify and address opportunities to improve the performance, process, people of the Majors teams, which consist of Sales Managers, Account Executives, Customer Account Executives and the Account Development team.
    • Reports on team metrics and results to department leadership and stakeholders.
    • Holds management accountable for agreed weekly/monthly metrics and deliverables.
    • Makes recommendations for organizational improvements and proactively plans for, organizes and delivers well thought out and executed change management programs.


    • A Minimum 8 years of B2B sales experience spanning prospect sales and account management, preferably in the HR / HCM space and/or Software / Software-as-a-Service industry.
    • A minimum of 3 years of management experience in managing seasoned people managers.
    • Successful execution of complex sales cycles with CxOs via consistent Selling methodology (i.e. Value Selling, Miller Heiman)
    • Track record of disciplined execution that creates cross-functional alignment and delivers predictable outcomes under the pressure of a monthly sales cadence.
    • Experience managing key customer relationships, executing major negotiations, and closing Majors opportunities.
    • Experience navigating key customer relationships (CHRO, CIO, CTO, HR Ops Leaders, TA Leaders )
    • Ability to develop sales forecasts and manage reporting analytics.
    • Successful experience leveraging Salesforce.com or other CRM to develop insights, manage team sales tasks, pipeline, and closing data.
    • Experience leading both direct and indirect sales teams, preferably in enterprise (consultative) sales environments required.
    • Ability to motivate, effectively coach and challenge a seasoned and growing sales team and their leadership.
    • Exceptional listening and interpersonal skills with a high degree of approachability. Must possess the ability to work seamlessly in a team-oriented environment.
    • Excellent communication (written and verbal), with the proven ability to effectively translate complex ideas and tailor key messages to multiple audiences
    • Learn-it-all vs know it all with strong intellectual curiosity to develop and embrace new best practices and build a “learning” culture.
    • Combines competitiveness with empathy, along with a high-level of personal and professional integrity.
    • BS/BA degree desired; or equivalent combination of education and experience.
    • Travel: 10%+.

    EEO Statement:

    iCIMS is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sexual orientation, gender identity, national origin, protected veteran status, disability status or any other characteristic protected by law.


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