Key takeaways
- The VP of sales owns the team and the number.
- Hiring, coaching and forecasting take most of the week.
- In larger companies VPs report to a CSO or CRO.
- A good VP inspects the pipeline weekly and acts on what it shows.
What are the main responsibilities of a VP of sales
The main responsibility of a VP of sales is a team that hits its target, quarter after quarter. That breaks down into people, process and the forecast.
- Hire, coach and keep sales managers and reps
- Set targets, territories and compensation plans
- Run the forecast and report it to leadership
- Review pipeline and step into key deals
- Choose sales tools and process with sales operations
- Agree lead flow and messaging with marketing
How is a VP of sales different from a sales manager
A sales manager runs a team of reps; a VP of sales runs the whole sales function, often including several managers. The manager coaches deals and daily activity, while the VP sets targets, structure, hiring plans and the forecast.
How is a VP of sales different from a chief sales officer
A chief sales officer sits above the VP of sales where both exist, setting strategy across regions or sales models. In smaller companies there is no CSO, and the VP of sales reports directly to the chief executive.
What does a VP of sales do each week
A VP of sales spends each week on pipeline, people and the forecast. The rhythm matters more than the exact meetings, because a team that knows when deals will be inspected keeps its records honest.
An illustrative routine: a forecast call with managers on Monday, a mid-week pipeline review focused on stalled deals, one-to-ones with each manager, a few late-stage customer calls and a protected block for hiring.
When should a startup hire a VP of sales
A startup should usually hire a VP of sales once the founders have closed early customers themselves and understand how the sale works. The VP's job is to make that sale repeatable and grow the team; hiring one before the sale is understood often leads to an expensive mismatch.
Where Pebbles Ai fits
- CapabilityProspecting & customer recordsDeals in the Pebbles Ai CRM (in Beta) carry stage, amount, close date and probability, with board views, saved views and filters for pipeline reviews.
- CapabilityAI workspaceAssistant chat with the Marketing and Strategy assistants and projects for related chats; in Manual mode, actions that reach the outside world wait for approval.
Common questions
Who does a VP of sales report to?
Usually the chief executive, or a chief sales or chief revenue officer in larger companies.
What is the difference between a VP of sales and a head of sales?
Often little. Head of sales is common in smaller or European companies, while VP of sales is the usual US title; both lead the sales team.
What should a VP of sales delegate?
Tool administration, report building and process detail usually go to sales or revenue operations, leaving the VP free to focus on people, pipeline and the forecast.
About this page. Written by the Pebbles Ai team for people who run sales, marketing and growth. Last updated .
