Qualifications & Experience:

10+ years of progressive sales experience with at least 5+ years leading high-performing B2B technology sales teams, preferably within the MSP, managed services, cloud, cybersecurity, or infrastructure services space Proven success leading both new logo acquisition (hunter) and account growth/retention (farmer) motions, including managing teams of business development representatives, outside sellers, account executives, and account managers Demonstrated track record of consistently exceeding quota and delivering regional or multi-market revenue growth across net-new business, renewals, upsell, and cross-sell performance Strong leadership capability with experience recruiting, coaching, developing, and retaining diverse sales talent, while creating clear accountability, performance standards, and a winning team culture Deep understanding of complex solution selling in the managed services space, including recurring revenue models, contract structuring, multi-service bundles, and consultative sales approaches for mid-market and enterprise clients Experience building and executing territory and go-to-market strategies that balance pipeline generation, account penetration, customer retention, and long-term revenue expansion Strong forecasting, pipeline management, and operational discipline with a history of using CRM data and sales metrics to drive decision-making, inspect performance, and improve predictability Executive presence and strong communication skills, with the ability to engage C-level buyers, lead strategic negotiations, and partner effectively with internal executive stakeholders Demonstrated ability to partner cross-functionally with marketing, solutions engineering, operations, customer success, and service delivery to improve conversion, accelerate time to revenue, and strengthen client outcomes Bachelor's degree in business, marketing, or a related field preferred; relevant industry experience and a strong record of sales leadership success will also be considered Competencies to be Successful in the

Role Strategic Sales Leadership:

Develops and executes regional sales strategies that drive both net-new customer acquisition and expansion within existing accounts

Hunter/Farmer Team Leadership:

Effectively leads, coaches, and balances teams responsible for prospecting, closing new business, and growing long-term client relationships

Revenue and Growth Orientation:

Maintains strong focus on revenue performance, recurring revenue growth, account expansion, retention, and overall market share gains

Coaching and Talent Development:

Builds high-performing teams by setting clear expectations, developing talent, addressing performance gaps, and creating a culture of accountability and success

Executive Presence and Influence:

Communicates with confidence and credibility, building trust with clients, internal stakeholders, and senior leaders while influencing complex decisions

Operational Discipline:

Drives rigor in pipeline management, sales process execution, forecasting, and performance inspection to improve consistency and predictability

Business and Financial Acumen:

Understands how to position MSP solutions in a way that connects client needs to business outcomes, value realization, and long-term profitability

Cross-Functional Collaboration:

Partners effectively with marketing, solutions engineering, service delivery, customer success, and operations to improve win rates and client outcomes

Adaptability and Resilience:

Thrives in a fast-paced, evolving environment and responds to change, competition, and challenges with agility and persistence

Customer and Market Orientation:

Maintains a strong external focus, anticipating market shifts, understanding customer priorities, and translating insights into actionable growth strategies Thrive is committed to providing fair and equitable compensation practices for all employees and strive to provide competitive salaries that reflect the value and skills each team member brings to our organization. Salaries are determined according to the job's scope, market data, location, and the candidate's qualifications, including experience and relevant education. 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