VP of New Logos

Job Description

The VP of Market Expansion is a new role dedicated to next-generation Tier 1 ICP (Ideal Customer Profile) prospecting. This role will focus on engaging with the next 10–20 Tier 1 ICPs with which Blend is not currently working with across all verticals. There will be no overlap with clients already pursued by the BD team. The work will provide higher visibility and velocity toward securing larger opportunities in the next set of Tier 1 customers, with a focus on identifying multi-million dollar deals that would not have been worked on while the team is working on the set of engaged accounts. h-value deals for global or boutique consulting firms, you will:

Key responsibilities include coordination with the SVP of Sales, Business Development and Growth as well as the GTM team on selecting the next 10-20 Tier1 targets. The VP of Emerging accounts will collaborate with the GTM team to identify key opportunities for these customers and translate into quantifiable pipeline. The VP will also work with Service Line leaders to craft offerings, securing engagement with stakeholders and decision-makers, ensuring new logo customer readiness (e.g., NDA/MSA completion), and establishing executive connections with the BD team or leadership as needed to drive the opportunity forward. Once the account is established and closer to deal closure, the role will pivot back to early stage leads and prospects to qualify new opportunities and keep the pipeline replenished. The objective, once fully refined and validated, is to identify, maintain and fast-track $10–20M in new active opportunities across all verticals. The VP will also support growth opportunities in Horizon 2 and support efforts to enter global conglomerates and accelerate key opportunities in the active verticals and West region. 

Key Functional Areas 

• Innovation Sales: Implementing new tools and methods to stay ahead of the competition. 
• Market Penetration: Identifying and exploiting opportunities to expand into new markets or verticals. 
• Deal Structuring: Skilled in crafting deals that meet Blend's growth, margin and the client's strategic needs. 
• Data and AI Expertise: Deep understanding of the products/services being sold and the competitive landscape. 
• Customer Success: Ensuring customers achieve value, which drives retention and expansion. 
• Sales Analytics: Using metrics and KPIs to assess performance, optimize processes, and guide decision-making. 
• CRM Proficiency: Leveraging tools like Salesforce or HubSpot to manage customer relationships and pipeline effectively. 

Qualifications

Required Personal Experience:

• Influencer: Innovative leader with the ability to identify opportunities and influence organizations. 
• Delivers Results: Ability to successfully sell enterprise level solutions, working through the many obstacles along the way. 
• Effective Communicator: Able to present to c-level executives and technology teams with excellent written and verbal communications. 
• Creative Thinker & Problem Solver: Ability to utilize exceptional problem-solving skills to work through difficult challenges. 
• Impact Assessment: Ability to determine the impact of proposed solutions on clients’ strategy and business outcomes 

Required Professional Experience:

• Have a deep industry, data, AI and enterprise technology solutions  
• Over 15 years of experience in selling and delivering projects/strategy/advisory, business intelligence & technology  
• Strategic thinking around developing solutions in the data science and AI space 
• Professional client experience in operating as a Trusted Advisor  
• Strong commercial instincts 
• Strong organization and execution skills 
• Passion around closing deals, people, and talent development 

Success Metrics:

• Overall ability to achieve targets in sales and growth 
• Growth of new logos as a percentage of total  
• Annual value of identified and closed deals in $ 
• Ability to sell solutions across different capabilities 
• Penetrate into new industry verticals