Global Vice President, Mid-Market Sales
bluecatnetworks · United States · remote
We're BlueCat—a Great Place to Work for good reason. Our team solves critical network challenges for some of the world's largest organizations. In simple terms, we manage the systems that keep networks running smoothly, securely, and reliably—the backbone infrastructure that powers digital transformation for enterprises globally. Our Intelligent Network Operations platform delivers and enables AI-driven agentic ops at scale, automating and simplifying how companies manage, secure, and optimize their networks.
But what makes us different is how we work: we believe great work happens in an environment where you're trusted, heard, and supported. With teams globally, we're building a workplace culture that values collaboration and integrity as much as innovation. If you're looking to advance your career with a company that invests in its people, this is it.
About the Sales Team
The BlueCat sales team is a group of intelligent and market-aware sales professionals who like to have fun and win together. We are a highly engaged team that loves bringing creative solutions to the table to help grow and transform our business. We know how to be competitive, learn, and continue to support each other and our customers.
Does the idea of being on the forefront of network, cloud, and security technology excite you? If so, read on!
The Role
We are looking for a hungry and experienced Global Vice President of Mid-Market Sales to build and lead our worldwide Mid-Market sales organization across North America, EMEA, and APAC. The Mid-Market segment is defined as customers under 10,000 employees or $5B in revenue. This is a high-impact leadership role responsible for the global strategy, execution, and results of a segment that is central to BlueCat’s growth. We are looking for a true builder and a do-er who creates the model, designs the plan, and builds the activities and operating rhythm to deliver it, not someone who has only executed a plan handed to them.
You will lead through regional sales leaders and field teams, operating our Velocity Engine, a partner-first strategy, and an activity-driven sales model to deliver repeatable, scalable, and predictable growth. This position reports to BlueCat’s Chief Revenue Officer.
What You'll Own
Build the operating model and go-to-market plan, define the activities and cadences that drive results, and own the outcome end to end.
Lead and develop a global Mid-Market sales organization, managing regional sales leaders and their teams of Account Executives across North America, EMEA, and APAC.
Own the global Mid-Market ACV and bookings targets on an annual and quarterly basis, and deliver consistent attainment across all regions.
Run the Velocity Engine globally: drive a consistent, repeatable sales motion that increases pipeline velocity, shortens sales cycles, and improves conversion at every stage.
Execute a partner-first strategy: ensure Mid-Market business is sourced, influenced, and closed with BlueCat’s channel partners (including the BlueCatalyst Partner Program), and work closely with Worldwide Channel and Alliances to build joint business plans, grow partner-sourced pipeline, and register and win deals together.
Champion an activity-driven model: define, instrument, and inspect the daily and weekly behaviors (prospecting, territory and account planning, high-quality customer engagements) that lead to successful outcomes, and coach leaders to manage to those leading indicators.
Own global pipeline generation, pipeline management, system hygiene, and accurate forecasting; deliver reliable forecast calls to executive leadership.
Partner with Marketing, Sales Engineering, Customer Success, Sales Operations, Finance, and Product to align demand generation, enablement, and coverage models and to meet the rapidly expanding needs of the sales organization.
Design and evolve the global Mid-Market coverage model, territory structure, quota capacity, and compensation alignment to support new-logo acquisition, expansion, and migration plays (for example, competitive DDI migrations).
Play a key role in recruiting, hiring, onboarding, and developing sales leaders and sellers across regions; build a deep bench and a culture of coaching.
Drive and foster a fun, inclusive, and winning culture that reflects our culture code, and win as One with colleagues across the company.
Lead quarterly business reviews, performance reviews, and operating cadences globally, and report on performance, risks, and opportunities to the CRO and executive team.
Knowledge, Skills, and Experience Required
10+ years successfully selling enterprise software with a consistent track record of exceeding quota.
At least 5 years in sales leadership, including experience leading leaders and managing a multi-region or global team.
At least 2 years selling infrastructure solutions to IT buyers; background in networking, DNS/DDI, cloud, or security is a strong plus.
Proven success leading teams in high-performing, growing software sales organizations, including building or scaling a Mid-Market or Commercial segment.
Demonstrated “GM of the business” mindset and a hands-on builder’s track record: someone who has created the model, built the plan, and put the activities in place, not simply run an existing plan. Experience at a larger company is valued, but we want a do-er as well.
Experience selling into companies of roughly 2,000–10,000 employees or $1B–$5B in revenue.
Deep experience with partner-led and channel-first go-to-market models, including working with resellers, distributors, MSPs, and alliance partners across regions.
Experience implementing activity-based management, sales methodologies, and operating rhythms that improve pipeline velocity and forecast accuracy.
Experience landing new logos, developing territories, and expanding existing accounts in partnership with Customer Success.
Experience operating across multiple geographies and cultures; comfortable adapting playbooks to regional market dynamics.
Bachelor’s degree required.
Key Attributes
Exceptional oral and written communication skills and proven negotiation skills, with executive presence.
Passionate about the skill and career development of others and about leveraging teams to multiply success.
Takes pride in the daily process that leads to future success. Metrics driven.
Enthusiastic. Loves to win, but hates losing more.
Will break glass to delight customers and partners.
Loves to learn and grow.
Ability to travel frequently globally, including to partner, customer, and company events such as the Annual Sales Kick-off (SKO).
The annual salary range for this position is $400,000-520,000 USD. This is made up from base plus commission. Final compensation will be determined based on skills, experience, and qualifications. This role is for an existing vacancy.
Why BlueCat
BlueCat offers a friendly and exciting culture, great benefits, and a range of career opportunities in Canada, the US, Iceland, and Europe. Your voice and ideas matter to everybody, including our leadership team. We are Great Place To Work certified in multiple countries, and we have fun while we do it.
If you share our enthusiasm for the future of our company and are eager to contribute to our vibrant workplace, we look forward to receiving your application!
This position is eligible for a comprehensive benefits package, including medical, dental, and vision insurance; tax advantaged accounts (HSA, FSA); annual Lifestyle Spending Account (LSA); a 401(k) with company matching; paid parental leave; vacation, personal, and wellness days; an annual learning and development budget. Eligible employees may also participate in the company's annual bonus program.
Join us in shaping the future of our organization, where your talent and dedication can truly thrive. We invite you to apply and become a valuable member of our team!
BlueCat is an Equal Opportunity Employer that is committed to inclusion and diversity. We also