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As VP of Revenue at Pump, you will own the revenue number and lead the company's sales, partnerships, and revenue operations functions as it scales from $40M ARR toward the next stage of growth. This is an opportunity to build and lead a world-class revenue organization at one of Y Combinator's fastest-growing companies while shaping company culture and values.
Key responsibilities include:
- Owning new-business and expansion revenue targets, forecasting, and pipeline health across SMB, mid-market, and enterprise segments
- Leading, hiring, and coaching Account Executive (AE), Business Development Representative (BDR), and partnerships teams, and developing the managers who lead them
- Designing the sales motion end-to-end: segmentation, territories, compensation plans, and playbooks that enable rep success
- Partnering with marketing on pipeline generation and with customer success on retention and net revenue expansion
- Building partnerships with AWS, GCP, and Azure marketplace and co-sell partners
- Reporting to the CEO and presenting revenue performance to leadership and the board
The role requires 5 days per week onsite in the San Francisco office.
Requirements:
- 10+ years in B2B SaaS sales, including 4+ years leading sales teams of 15+ reps
- Track record of scaling revenue through a hypergrowth stretch (e.g., $20M to $100M+ ARR)
- Experience selling technical products to both finance and engineering buyers
- Strong operator with data-driven forecasting, clear pipeline discipline, and repeatable process
- Willingness to get on calls and close deals yourself
- Available to work 5 days per week onsite in San Francisco office
Bonus qualifications:
- Experience in cloud infrastructure, observability, or FinOps
- Experience building a cloud marketplace or channel motion
