VP of Sales

Team: Revenue

Location: [NYC / SF / Seattle / London] - Hybrid

Reports to: VP, Sales or CRO

About Lightning AI

Lightning AI is building the platform and infrastructure that make it dramatically easier for teams to develop, train, deploy, and scale AI systems. As the company behind PyTorch Lightning, and following our merger with Voltage Park, we bring together developer-first AI tooling with high-performance compute infrastructure for researchers, startups, and enterprises building at the frontier of AI.

We operate with a simple set of values: Move Fast, Focus, Balance, Craftsmanship, and Minimal. We care about people who can operate with urgency, solve hard problems directly, and build with high standards without creating unnecessary complexity.

About the Role

We are looking for a Sales Director to lead a high-performing enterprise sales team and help scale Lightning AI’s revenue engine across technical, strategic, and high-value accounts. This is a hands-on leadership role for someone who can coach complex enterprise selling, build durable operating rhythms, and help the team win with technical buyers across AI, infrastructure, engineering, research, and data organizations.

What You'll Do

•   Lead, coach, and scale a team of enterprise Account Executives focused on strategic and high-growth customers.
•   Own team pipeline generation, forecast accuracy, deal inspection, and quota attainment.
•   Build a rigorous sales operating cadence around territory planning, account strategy, pipeline creation, MEDDIC/MEDDPICC discipline, and executive alignment.
•   Coach sellers through complex technical sales cycles involving ML leaders, infrastructure leaders, engineering executives, procurement, finance, and C-level stakeholders.
•   Partner closely with ML Solutions Engineering, Customer Success, Partnerships, Marketing, Product, and Revenue Operations to create a repeatable enterprise GTM motion.
•   Help define Lightning AI’s sales playbook for AI infrastructure, model development, training, deployment, and compute-intensive enterprise workloads.
•   Identify blockers in the sales motion and build practical systems, content, inspection points, and feedback loops to remove them.
•   Represent the voice of the customer internally and help shape product, packaging, pricing, and market positioning.
•   Recruit and develop exceptional sales talent while building a culture of high accountability, curiosity, urgency, and craftsmanship.

What We're Looking For

•   8+ years of enterprise technology sales experience, including 3+ years managing quota-carrying sellers.
•   A track record of leading teams that consistently exceed target in complex, technical sales environments.
•   Experience selling to technical buyers such as ML leaders, infrastructure leaders, CTOs, engineering executives, platform teams, or data organizations.
•   Strong command of enterprise sales methodology, forecasting, deal inspection, pipeline generation, and multi-threaded account strategy.
•   Ability to coach sellers on both strategic account planning and the practical details of running a deal well.
•   Comfort operating in a fast-moving startup environment where the playbook is still being built.
•   Clear communication, high judgment, and the ability to build trust quickly with executive customers and internal leaders.

Nice-to-Haves

•   Experience selling AI, cloud infrastructure, developer platforms, data platforms, MLOps, GPUs, or high-performance compute.
•   Prior experience building a sales team or segment through a period of rapid growth.
•   Deep familiarity with MEDDIC/MEDDPICC, command-of-the-message style positioning, or similar enterprise sales frameworks.
•   Experience partnering closely with technical pre-sales or field engineering teams.

Why Lightning AI

•   You will help define how companies build and scale real AI systems, not just sell another generic software product.
•   You will work with technical customers and teammates who care about speed, clarity, craft, and direct problem-solving.
•   You will join a company with developer credibility, infrastructure ambition, and a GTM motion that is still early enough to shape.