Vice President of Sales

About Pear Commerce

Pear Commerce is the retail ecommerce platform that connects CPGs to retailers, converting shoppable media into actionable insights that fuel performance marketing. Our technology and retail partnerships create the most comprehensive and accurate paths to purchase, helping brands consolidate every path from brand.com and brand media to retailer.com for a unified shopper journey, data backend, and strategic vision.

And if this all sounds like a different language…essentially, we make sure when a shopper visits a brand’s store locator or clicks on their shoppable ad, the shopper is able to find and buy the product as efficiently as possible, and the brand is able to capture real-time insights into how their shoppable tools are performing - down to the content, platform, geo, and audience - to drive greater awareness and increase overall marketing effectiveness.

The Team

At Pear, we hire the best and then take really good care of them. We want you to grow here, and believe hiring and keeping world-class talent is a true competitive advantage. To be clear, our team is not a family. It’s a group of insanely talented and kind people that work tirelessly (but not like on the weekend or evenings) to make Pear better than it was yesterday.

Pear is a venture-backed startup and, to succeed, you must be comfortable with our approach:

• We focus on alignment so we can act autonomously.
• We are builders and do-ers and we move quickly.
• We ask why because we are curious and like to learn.
• We want the ideal team player—humble, hungry, and smart.
• We are not homogenous. We celebrate diversity.
• We work hard but know when to turn work off.
• We are not afraid of messiness, of change, of moving fast.

The Job

Pear achieved 5x growth year over year in 2023 by having the best technology in the space and through opportunistic sales with a small, resourceful sales organization. We are looking for someone who knows how to scale a B2B SaaS sales team from opportunistic to repeatable, someone who has taken a team with traction and built a process to grow revenue by 10x to 10s of millions in ARR over the course of a couple years. Our goal is to maintain the spirit of this scrappiness and urgency, while building a sales process that self sustains and achieves the scale of a massive company. We want someone who thrives on taming chaos, developing talent, and unlocking sustainable breakneck growth.

Key Responsibilities

Enact a Shift Towards Repeatability:

• Build the process and operational cadence of a mature sales organization, while leaning into the tactics and learnings we’ve unlocked over the past several years.

Strategic Planning and Execution:

• Relentlessly push for growth in every way: revenue, strategy, process, headcount, market reach, and opportunities to expand. You think big so you win big. 

Team Leadership and Development:

• Hire, train, and develop a high-performing sales team growing from a team of 9 today, to 25 over the next year. Provide ongoing coaching, mentorship, and performance feedback to ensure team members achieve their individual and collective targets.

Sales Process Optimization:

• Improve and scale the sales process to accommodate Pear’s rapid growth. This includes ensuring our CRM system maximizes efficiency, adopting additional tools to support the sales team, and constantly evaluating/improving what you’ve put into place. The question “how can we improve conversion rates, shorten sales cycles, and increase average deal sizes” should run on a loop in your head. 

Collaboration and Alignment:

• Be in constant communication with the marketing, engineering, and customer success teams. Align with marketing on go-to-market efforts (and how we’re promoting them). Provide feedback to the engineering team on client feature requests and competitor offerings. Work hand in hand with customer success to maintain a smooth client handoff process that supports retention and upselling opportunities. 

Performance Management:

• Set ambitious sales targets and implement KPIs to measure sales performance and productivity against those targets. Regularly analyze internal and market sales performance data to identify opportunities for improvement.

Reporting and Communication:

• Represent the sales team’s interests and advocate for the resources and support needed to achieve success. Serve as the internal expert and communicator of sales strategies, plans, and performance. 

Innovation and Continuous Improvement:

• Foster a culture of innovation within the sales team, celebrating creative approaches to problem-solving and sales techniques. Encourage fast failure and outside-the-box thinking to improve the sales function. 

Qualifications

• Proven experience in a senior sales leadership role within a SaaS startup environment, with a track record of scaling sales teams from seed/Series A to significant revenue growth. We want someone who has been there, done that, and is ready to do it again.
• Strong understanding of SaaS business models and sales cycles.
• Experience in the CPG sector is a plus, but not required.
• Exceptional leadership, communication, and interpersonal skills.
• Bachelor’s degree in Business, Marketing, or a related field; MBA or equivalent advanced degree preferred.
• If you’re still reading this, email jess@pearcommerce.com and tell her why you’d be a great fit for the role. 

Reports to

CEO

Location

Preferred location is in or around Chicago. However, this is a remote-first company so we are open to hiring someone outside of the Midwest as long as you are willing to travel. 

Compensation

The base compensation for this role is $175,000-$225,000 plus commission and equity. Salary is based around a number of factors including geography, experience, and skillset.

Pear Commerce is committed to building an inclusive, diverse, and equitable workplace that respects and celebrates the unique contributions of each individual while ensuring we remain an equal opportunity employer that recruits, hires, trains and promotes based on merit and qualifications.