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About the Role

Fuel Cycle is seeking a VP, Sales to establish a new-logo growth engine, define go-to-market strategy, and turn a strong product into a consistent revenue machine. This role reports directly to the CEO and owns the sales function end-to-end, including strategy, team, pipeline, and quota attainment. The VP, Sales will present to the board quarterly and partner closely with the Chief Strategy Officer on GTM direction.

Responsibilities

Own and exceed annual quota — with full accountability to the CEO and board.
Build and execute a go-to-market sales strategy grounded in insight-led selling: commercial insight → reframe → consensus-building → close.
Define the ICP, sharpen outbound motion, and build a pipeline generation engine capable of producing consistent new-logo opportunities at enterprise scale.
Develop sales playbooks and competitive positioning that lead with insight, not product features — equipping the team to challenge how enterprise buyers think about market research and AI.
Develop territory design, headcount plans, and sales operating budgets in partnership with the CEO and Chief Strategy Officer; present pipeline, forecast, and strategy at quarterly board meetings.
Leverage Fuel Cycle's Insight-Lab capability to generate commercial insights — industry analyses, consumer data, and thought leadership that open doors and reframe buyer conversations.
Stay current on Fuel Cycle's AI-first product evolution and translate new capabilities into updated commercial narratives as the platform expands.
Travel to prospects, clients, and Fuel Cycle headquarters regularly; expected travel approximately 40–50%.
Lead and develop a growing enterprise sales team — establishing clear expectations, a structured coaching cadence, and a performance culture from day one.
Lead the team's execution of the Challenger Sale and SPICED methodology — coaching the behaviors of commercial teaching, stakeholder tailoring, and constructive tension.
Foster accountability, continuous learning, and servant leadership — removing blockers, celebrating disciplined wins, and investing in the development of each seller on the team.
Establish rigorous cadences: weekly deal reviews that map the buying committee and identify mobilizers; pipeline hygiene, forecast calls, and QBRs tied to clear metrics.
Serve as executive sponsor on strategic AI platform deals — engaging directly with C-suite and VP-level Mobilizers to accelerate consensus and close complex, multi-stakeholder opportunities.
Translate Fuel Cycle's AI and ML capabilities — including new platform offerings emerging from the company's AI-first evolution — into commercial insights that connect platform ROI to specific business consequences the buyer hasn't yet quantified.
Identify Mobilizers (Go-Getters, Teachers, Skeptics) within prospect accounts and equip them with insight-led narratives that build internal consensus without the VP in the room.
Own accurate revenue forecasting using data-driven pipeline analysis, buying committee mapping, and weekly deal intelligence — with ±10% quarterly accuracy as the standard.
Drive productivity through scalable sales practices, insight-led enablement programs, and a streamlined technology stack (Salesforce CRM preferred).
Partner with Marketing to co-develop commercial insights that seed the reframe narrative early in the buyer journey; hold a shared pipeline number with Marketing regardless of reporting structure.
Work closely with Customer Experience and Client Solutions to maximize net revenue retention and create a seamless, trust-building buyer-to-customer handoff.
Collaborate closely with the Chief Strategy Officer on GTM strategy, territory planning, and cross-functional alignment.

Requirements

10+ years of progressive sales leadership, with at least 4 years in a VP Sales, Regional VP, or equivalent role at a SaaS or AI/ML technology company.
Demonstrated track record of building enterprise sales organizations that close complex, multi-stakeholder deals — consistently meeting or exceeding $20M+ revenue targets.
A history of driving new logo growth in enterprise markets — you know how to open new accounts, build pipeline from the ground up, and create repeatable motion where one didn't exist before.
Deep fluency in insight-led sales philosophy — whether Challenger Sale, SPICED, Command of Message, or equivalent frameworks. You can teach, coach, and model the behaviors, not just name the methodology.
Proven ability to navigate 5–12 person buying committees: identifying Mobilizers, building consensus strategy, and managing Talkers across Insights, Research, Product, Marketing, Procurement, IT, and Finance stakeholders.
Experience selling AI-powered platforms, data/analytics solutions, or enterprise SaaS to Fortune 1000 companies — with fluency in translating evolving ML capabilities into measurable business outcomes.
Fluency in revenue operations: pipeline governance, forecasting accuracy, cadence design, and CRM hygiene (Salesforce preferred).
Comfort presenting to boards and C-suite stakeholders — clear, credible, and capable of holding the room.
Willingness and ability to travel approximately 40–50%, including regular travel to Los Angeles and to enterprise prospect and client locations.
Experience with market research, consumer insights, data platforms, or adjacent enterprise analytics industries (Nice to Have).
Familiarity with Fuel Cycle's Insight-Lab or comparable research technology ecosystems (Nice to Have).
Background in generative AI, LLM-based, or custom AI solution selling to enterprise buyers (Nice to Have).
Experience building a commercial insight library or thought leadership program as a sales enablement asset (Nice to Have).
MBA or equivalent advanced degree (Nice to Have).

Skills

Strategic sales vision & full-funnel pipeline ownership
Enterprise consultative sales mastery
Multi-stakeholder buying committee navigation
New logo growth & pipeline development
Cross-functional GTM collaboration (Sales + Marketing + CX)
Servant leadership & high-performance team development
Insight-led sales philosophy (Challenger, SPICED, Command of Message, or equivalent)
Commercial insight development & delivery
Mobilizer identification & consensus-building strategy
Constructive tension as a deliberate sales tool
SaaS metrics fluency (ARR, NRR, CAC, LTV, quota attainment)
CRM governance & revenue intelligence (Salesforce preferred)
AI-powered platforms
Data/analytics solutions
Enterprise SaaS
Generative AI
LLM-based solutions
Custom AI solutions
Market research
Consumer insights
Data platforms
Enterprise analytics

Location

New York, NY

Work Type

Onsite

Experience Level

10+ years of progressive sales leadership
At least 4 years in a VP Sales, Regional VP, or equivalent role

Education Level

MBA or equivalent advanced degree (Nice to Have)

Salary/Compensations

$180,000 - $230,000
Eligible for sales commission
May include an equity grant or purchase option

Benefits

Comprehensive Health Coverage: Medical, dental, and vision insurance plans
401(k) with Company Match
Equity Purchase Option
Flexible Work Schedule
Generous Time Off: 15 vacation days and 7 sick days per year
12 company holidays
4 floating holidays/recharge days
Paid Parental Leave
Monthly Internet & Phone Stipend
Wellness & Lifestyle Perks: Rightway (healthcare navigation), Headspace (mental wellness), Peloton (fitness)
Team Connection Perks: Weekly community lunches, refreshments, and snacks at our LA & NY headquarters
Pet-friendly office environments

About the Company

Fuel Cycle empowers leading organizations with agile research solutions that deliver decision-ready insights — fast, flexible, and fully integrated.
As a market research disruptor, our AI-powered Insights Platform is built for speed, precision, and scale.
With cutting-edge tools and seamless audience connectivity, we help brands ditch the guesswork and make smarter, customer-led decisions at lightning speed.
Fuel Cycle is an AI-native SaaS market research company that puts real-time consumer intelligence at the center of enterprise decision-making.
We serve Fortune 1000 brands, help business teams synthesize information at scale, and operate a proven platform with a strong and growing installed base of enterprise customers.
The company is at a genuine inflection point. A significant shift to an AI-first product strategy — including new platform capabilities and expanded solution offerings — is underway, and the commercial opportunity ahead of it is material.
Fuel Cycle's platform gives enterprise buyers something genuinely new: on-demand consumer intelligence powered by AI, delivered at the speed of modern business decisions.

Equal Opportunity

At Fuel Cycle, we embrace the values of diversity, equity, and inclusion and are committed to fostering an inclusive company culture.
We believe that everyone, regardless of their background or identity, should have equal access to opportunities for growth and advancement.
Our selection processes and career pathways are designed to be fair, transparent, and free from bias.
We value the unique perspectives and contributions of each team member, knowing that this diverse range of experiences strengthens our team.
Fuel Cycle stands firmly against discrimination based on disability, sex, race, gender identity, sexual orientation, religion, national origin, age, veteran status, or any other protected status under the law.
Fuel Cycle is an equal opportunity employer and fully comply with the Americans with Disabilities Act (ADA).
We will provide reasonable accommodations for qualified applicants and employees with disabilities, as needed, to enable them to perform the essential functions of their job and participate in the application and interview process.
If you require accommodations during any part of the application process, please contact us at hr@fuelcycle.com to discuss your needs.