Thrive→
Area Vice President, Sales at Thrive in Indianapolis, IN
Skills
Job Description
About us:
Thrive delivers upon the promise of technology by enabling our clients’ digital transformation journeys with best practices on an AI, cybersecurity and cloud focused NextGen managed services platform.
Thrive’s culture is powered by diverse talent, big ideas, and a customer-first mindset—and it’s what truly sets us apart. Thrive is built for people who want more than a weekday routine. If you’re hungry to grow, eager to tackle new challenges and ready to drive real impact in a rapidly expanding environment, then welcome to THRIVE!
Position Overview
Thrive is seeking an experienced and results-driven Area Vice President (AVP) of Sales to lead a regional sales organization within the US. This leader will be responsible for driving profitable revenue growth by developing and executing a sales strategy that balances new logo acquisition with expansion, retention, and wallet share growth across existing accounts. The ideal candidate brings strong leadership experience managing both hunter and farmer sales motions, with a proven ability to coach teams, build pipeline, improve forecast accuracy, and accelerate performance in a complex solution-selling environment. This role requires a strategic, data-driven sales leader who can partner cross-functionally across marketing, solutions engineering, service delivery, customer success, and executive leadership to deliver consistent growth and exceptional client outcomes.
Primary Responsibilities
Lead, manage, and mentor a team of 5+ account managers and outside sales executives setting sales targets, performance metrics, and strategic goals aligned with the company’s objectives
Develop and implement effective sales strategies to retain existing clients and acquire new accounts, ensuring a high level of customer satisfaction and loyalty
Work closely with the marketing, product, and customer service teams to ensure a cohesive approach to market penetration and customer experience
Conduct high-level negotiations with key clients, establishing and maintaining profitable and long-term relationships
Analyze market trends and customer needs to anticipate potential opportunities or challenges, adjusting strategies accordingly
Prepare detailed reports on account status, forecasting, and business development, presenting to senior management and stakeholders
Manage budgeting and forecasting for the sales department, ensuring resources are allocated effectively to maximize ROI
Drive continuous improvement in sales processes and techniques through training, development, and the implementation of best practices
Represent the company at industry events, conferences, and networking events to enhance business growth and the organization’s presence in the market
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