Job description
In Competera, we are building a place where optimal pricing decisions can be made easily. We believe that AI technologies will soon drive all challenging decisions and are capable of helping humans be better.
We are now seeking a VP of Sales North America to expand the number of enterprise retail customers in the US.
You could be a perfect match for the position if y ou wanna be in an individual contributor role with significant strategic importance and high autonomy. There are no direct reports initially, though cross-functional collaboration and executive presence are key.
Areas of responsibility:
1. Strategic Deal Ownership & Execution- Own the full-cycle sales process for strategic retail accounts in the U.S. — from discovery to signed contract.
- Execute the go-to-market strategy designed for the American market, focusing on key verticals and ideal customer profiles.
- Create compelling, customer-specific solution concepts using storytelling frameworks that align with the retailer’s strategic narrative.
- Support prospects in understanding the core of their pricing and margin challenges through a consultative, non-pitch approach.
- Collaborate with internal experts to develop and present complex value propositions supported by evidence and strategic logic.
2. Sales Process as a Strategic Experience- Drive customer conversations as a guided journey — built around discovery, education, and value alignment — not transactional pitching
- Engage deeply with the strategic priorities of retailers (e.g., margin protection, price image, elasticity) to position Competera as a transformation partner.
- Communicate with clarity and relevance to senior retail executives (CCOs, COOs, CMOs, and Pricing Directors), adapting message depth and language to the audience.
3. Tools & Execution Excellence- Build and maintain deal pipelines in HubSpot with high CRM hygiene, accurate close dates, and clear next steps.
- Create solution concept decks in PowerPoint tailored to each customer’s strategic context and pricing maturity.
- Own price and ROI modeling in Excel or Google Sheets — incorporating elasticity logic, KVIs, and promotional dynamics.
- Draft sharp, value-based commercial proposals and summary documents in Google Docs or MS Word.
4. Discovery, Qualification & Listening Mastery- Lead targeted discovery conversations using a structured playbook — with the goal of identifying gaps between current and ideal pricing maturity.
- Demonstrate strong qualification skills to avoid ‘happy ears’ or FOMO-chasing; focus time and resources on real opportunities.
- Listen with intent and nuance — uncovering not just surface needs, but the customer’s organizational motivations, pressures, and success criteria.
5. Forecasting & Risk Analysis- Maintain a reliable sales forecast through strong qualification, pipeline clarity, and deal reviews.
- Think analytically about deal risk — identify blockers, stakeholders, competitive pressure, and internal buying dynamics.
- Continuously refine opportunity narratives and mutual action plans based on gaps or emerging objections.
Requirements:
Hard Skills:
1. Education: Bachelor’s degree in Business, Marketing, or a related field.
2. Proven track record of success with sales of complex Enterprise software solutions.
3. Retail & Pricing industry experience.
4. CRM Mastery – HubSpot
- Fluent in using HubSpot (or equivalent modern CRM) for opportunity management, forecasting, pipeline hygiene, and activity tracking.
- Understands deal stages, win/loss reasons, and can maintain a clean, data-driven sales funnel. 5. Presentation & Narrative Design – PowerPoint
Highly proficient in PowerPoint or Google Slides, with the ability to:
- Craft customer-specific solution concept decks.
- Visualize pricing challenges and strategic outcomes.
- Tailor narrative to different executive personas. 6. Commercial Modeling – Excel / Google Sheets
Advanced Excel or Google Sheets skills, including:
- Building dynamic pricing/ROI calculators.
- Modeling scenarios with elasticity, revenue impact, margin protection.
- Interpreting and stress-testing business case data. 7. Proposal Writing – Google Docs / Word
Strong proposal writing skills in Google Docs or Word, including:
- Structuring persuasive commercial proposals.
- Writing with clarity, logic, and executive-readability.
- Balancing business and technical language where needed. 8. Discovery & Qualification Skills
Trained in or fluent with structured discovery frameworks, capable of:
- Conducting layered questioning to uncover deeper challenges.
- Mapping current state vs. ideal state in pricing maturity.
- Strong qualification logic, able to apply MEDDPICC/BANT-style thinking to avoid dead deals. 9. Forecasting & Deal Risk Analysis
Ability to structure, update, and defend deal forecasts based on:
- Deal stage, risk indicators, timeline, and mutual plans.
- Comfortable analyzing gap areas and proposing mitigation actions.
Soft Skills: 1. Active Listening
- Not just hearing — but truly understanding what the customer is saying (and not saying).
- Able to pick up on nuance, organizational politics, conflicting agendas, and unspoken challenges.
- Critical for tailored discovery and building credibility with C-level retail buyers. 2. Strategic Thinking
- Capable of connecting a retailer’s pricing challenges to their broader strategic narrative (e.g., margin protection, price perception, growth targets).
- Can see the bigger picture and guide the buyer toward long-term value vs. short-term features.
3. Consultative Communication
- Explains complex pricing concepts with clarity and empathy.
- Frames Competera as a partner in transformation, not a vendor.
- Adjusts depth and tone depending on whether they’re talking to a CEO, CCO, or pricing manager.
4. Analytical Judgment
- Comfortable interpreting data, identifying deal risks, and challenging misalignments.
- Not afraid to say “this deal isn’t ready” — avoids “happy ears” and keeps the pipeline clean. 5. Precision & Craftsmanship
- High attention to detail in how decks, proposals, and forecasts are prepared.
- Treats each touchpoint as part of a strategic experience — from the first discovery to the final proposal.
6. Grit & Ownership
- Owns outcomes. Doesn’t wait for enablement, pre-sales, or execs to drive deals forward.
- Resilient in long sales cycles and comfortable operating solo in-market.
7. Storytelling Ability
- Can turn problems into narratives that resonate with the retailer’s transformation journey.
- Makes technical and strategic concepts emotionally compelling for decision-makers.
8. Integrity & Qualification Rigor
-Doesn’t chase unqualified opportunities.
- Confident saying “no” when something isn’t aligned — earning trust through honesty and clarity.
You’re gonna love it, and here’s why:
- Rich innovative software stack, freedom to choose the best suitable technologies.
- Remote-first ideology: freedom to operate from the home office or any suitable coworking.
- Flexible working hours (we start from 8 to 11 am) and no time tracking systems on.
- Regular performance and compensation reviews.
- Recurrent 1-1s and measurable OKRs.
- In-depth onboarding with a clear success track.
- Competera covers 70% of your training/course fee.
- 20 vacation days, 15 days off, and up to one week of paid Christmas holidays.
- 20 business days of sick leave.
- Partial medical insurance coverage.
Drive innovations with us. Be a Competerian.
