Job Description

POSITION SUMMARY

The Vice President of Sales Operations is responsible for developing, executing, and managing strategic enablement programs that drive conversion of new member prospects and maximize retention of existing members . This role serves as a critical link between Sales, Marketing, Product, and Operations to equip Vistage’s channel partners and regional sales executives with the insights, tools, training, and methodologies needed to create value in every customer interaction. With a focus on data-informed programming and high-impact execution, the VP of Sales Enablement ensures that go-to-market strategies result in measurable business outcomes. This role reports directly to the Chief Operating Officer.

THE COMPANY

Vistage is the world’s largest CEO coaching and peer advisory organization for small and midsize business (SMB) leaders. We offer the most effective approach for SMB enterprises to achieve better results and grow faster and for SMB leaders to maximize their impact.

The 45,000+ members we serve are CEOs, owners and executives of SMB organizations located across the US and in 40 countries worldwide. These SMB executives spend a day or more with Vistage every month, immersing themselves in our comprehensive platform to become better leaders, make better decisions and achieve better results. Our platform features three core elements: valuable perspectives from a trusted group of peers, professional guidance and meeting facilitation from an accomplished business leader (the Chair), as well as deep insights from subject matter experts.

Vistage was founded more than 65 years ago, and we’ve grown every year since then by innovating to stay on the cutting edge of business and relentlessly delivering value to our members. Our success is demonstrated by Vistage member companies growing 2.2 times faster than non-Vistage peer companies. Learn more about us at

VISTAGE EMPLOYEE LIFE

Vistage’s success is anchored by a unique culture that reinforces employee commitment to the Vistage mission. It is a spirit of collective success and achievement which is also reflected in our workplace. Here’s a sample of the employee experience that helps drive our success:

• Welcome to our home. Our US headquarters sits in the heart of San Diego’s UTC area. It features an open, modern aesthetic with lots of collaboration spaces and opportunities to interact with co-workers. We stay fueled up with free snacks and a weekly free lunch day, along with free lattes and nitro cold brew coffee on tap! From our San Diego base, we collaborate with colleagues based across the country and around the world.
• We sweat the details. Our on-site gym is decked out with Peloton bikes and other top-tier fitness equipment to keep your workout challenging and fresh. Our campus also offers access to an additional gym, volleyball courts, and a scenic office park, perfect for getting in those midday steps!
• We invest in your career. Each employee has an actionable career progression plan developed through individual collaboration with their manager. We focus on promoting from within, and employee progression plans are complemented by all-staff development days held in our state-of-the-art learning center. Employees also have access to tons of individualized development resources and a generous tuition reimbursement program.
• We invest in you. Our employee benefits program is one of the most generous you’ll find. Fully-paid healthcare is provided for employees through Aetna, along with access to dental, vision, and life insurance coverage available to employees at very low rates. Take care of your financial future with eligibility for 401(k) matching funds after your first month as an employee. Use the free individual investment counseling we provide to help you grow the money you’ve saved. You’ll also start with 16 days of paid time off + 12 paid holidays per year to allow you to relax and recharge. Employees receive additional annual paid days off based on tenure.
• We keep it fun! Whether you’re with us in the Padres luxury suite enjoying our summer baseball outing, unwinding during an employee happy hour, or toasting your co-workers at our epic annual holiday party, you’ll see that we take having fun as seriously as helping our members succeed! The office vibe is business casual with flexible schedules, along with the freedom to work from home three days per if you so choose! We value mutual respect and laughter . . . we hate stiff formality. You’ll have regular access to Vistage executives—our CEO even buys everyone doughnuts to fuel his informal employee chats!

Vistage’s culture and sense of mission drive employee loyalty: more than half of our staff has been with the company for five years or longer. Are you ready to start your Vistage journey?

RESPONSIBILITIES

• Design, launch, and manage enablement programs that directly support new member acquisition and long-term member retention.
• Translate strategic objectives into integrated programmatic initiatives —including training, communications, assets, and events—to accelerate prospect conversion and improve lifetime value of members.
• Partner cross-functionally to develop segmented enablement plans tailored to the distinct needs of channel partners and regional sales leaders.
• Drive program governance and performance tracking , using analytics and feedback loops to iterate and continuously improve conversion and retention efforts.
• Lead onboarding and ongoing development initiatives to upskill sales teams and partners in solution selling, value articulation, and consultative engagement with C-suite prospects and members.
• Analyze the member journey to identify friction points and build targeted programs that proactively address pain points across the sales lifecycle.
• Develop coaching and mentoring frameworks that emphasize funnel health, opportunity conversion, member experience, and retention metrics.
• Collaborate with Product, Marketing, and Services teams to align enablement programs with evolving member needs and Vistage offerings.
• Drive learning programs that teach and develop Vistage Chairs to effectively build, grow, and manage a Vistage Executive Coaching practice.
• Maintain and optimize systems and tools that support the sales process, including CRM platforms, proposal systems, sales enablement technology, and pipeline reporting tools.
• Lead planning and administration of sales incentive compensation programs , partnering with Finance, HR, and Sales leadership to ensure alignment with business goals.
• Proven ability to lead and inspire cross-functional teams , promote a high-performance culture, and nurture leadership talent through strategic mentoring, clear communication, and effective performance management.
• Serve as a strategic advisor on sales process and cultural change initiatives, including stakeholder engagement, change management, and sales leadership enablement.

QUALIFICATIONS

• 15+ years of progressive experience in sales and sales enablement leadership, including direct program ownership and cross-functional collaboration.
• Bachelors’ degree in a related field or equivalent experience. MBA preferred.
• Proven success building and managing scalable programs that improve sales performance and customer retention .
• 10+ years of experience in direct or conceptual sales to senior executives; prior work in leadership development, executive coaching, or membership-based services highly preferred.
• Strong background in subscription or franchise business models , with a keen understanding of lifecycle engagement strategies.
• Familiarity working with independent contractors, channel sales teams, or outside distribution networks.
• Deep expertise in modern sales methodologies, enablement strategy, and funnel optimization.
• Skilled at data analysis and the use of KPIs and CRM systems (e.g., Salesforce) to measure program impact
• Known for building trust, driving accountability, and catalyzing high-performance cultures.
• Strong CRM understanding; Expertise with SalesForce.com a plus.

PROFILE

• Passionate about delivering measurable value to members and stakeholders
• Thoughtful strategist and disciplined executor with a bias for action
• Inspires teams and drives consensus across diverse stakeholder groups
• Highly collaborative, coach-minded, and focused on lifting the performance of others
• Data-driven decision-maker with creativity and resilience

TOTAL COMPENSATION RANGE

$140,000 - $170,000 Salary + 39% Company Bonus (salary based in San Diego, CA and commensurate with experience level)

JOB LOCATION

Hybrid in San Diego; 2 days onsite, 3 days offsite (infrequent travel may be required)

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