VP of Sales

## About the role Act as the architect and foundation of Pattern's commercial engine. Your primary goal is to help compound our growth and scale our Pulse and Co-pilot software lines into a $100M+ business. You will bridge the gap between our technical capability and our customers' operational pain—building the sales playbook from scratch, defining our "Pattern Sales Philosophy," and personally closing the contracts that will define the future of aviation. ## Key Responsibilities The "3-in-1" Role Breakdown: - 60% Sales Execution: Own the full cycle from qualified lead to signed SOW. Navigate complex enterprise sales involving airlines, airports, and ground handlers. You are the primary point of contact for high-stakes negotiations. - 20% Sales Leadership: You aren't just running a process; you are building it. Design the CRM architecture, create the templates, refine the pricing models, and establish the "Pattern way" of selling to ensure the team can scale behind you. - 20% Lead Generation: Support marketing and business ops at trade shows, conferences, and on-site with customers. Act as a "sharp" technical representative of the brand to pull in new prospects, build the top-of-funnel pipeline, and help close upsells to existing customers. ## Who You Are We are looking for a "Commercial Architect" who is just as comfortable building a CRM as they are navigating a multi-million dollar negotiation with a legacy airline. - 0-to-1 Mindset: You aren't looking for a pre-built sales machine to manage. You want to be the one who defines the philosophy, builds the templates, and sets the standard for every sales hire that comes after you. - A "High-Stamina" Closer: You have a proven track record of navigating 12–24 month enterprise sales cycles. You don't get discouraged by bureaucracy; you find the "un-blocker" in the room and win them over. - Technically Sharp: You don't need to be an engineer, but you must be able to "speak the language." You are the kind of person who enjoys learning the granular details of baggage handling systems or aircraft turnaround times to better articulate our value. - Adaptable & Flexible: You can pivot from a high-level strategic discussion about "The Ecosystem" to a tactical site visit without losing momentum. - Aviation Fluency (Strong Plus): You likely already have a network in aviation or ground handling. You understand the industry's unique "flavor" and come with built-in trust and credibility. ## What You Will Get - A chance to shape the future of aviation logistics with a team of 25+ brilliant minds in Boulder. - A culture that thrives on Autonomy | Humility | Customer Obsession | Enthusiasm | Transparency. - The opportunity to build and scale a commercial engine from the ground up. - A role that combines sales execution, leadership, and lead generation in a high-growth startup environment.