Reports To:
CEO
Position:
VP of Sales (Global)
Date
: December 2025
Department
: Sales
Reports to
: CEO
Employment Type
: Full-time
Location:
Melbourne HQ (Hybrid)
Workplace Type:
Hybrid, 2-3 days a week
Who we are
Rosterfy is a global leading, end-to-end enterprise volunteer engagement platform powering over 100 million volunteer hours. We exist to connect communities to events and causes they are passionate about.
Used by over 3 million volunteers across 26 different countries, Our SaaS platform powers mass volunteer programs across the globe for Not-for-Profits, local government, sporting federations, and major events. Our all in one solution helps our clients to recruit, retain, reward and train their volunteers, whilst also ensuring compliance.
Headquartered in Melbourne, Australia, with offices in Sydney, London, Dallas, Denver & New York, our vibrant, inclusive and passionate global team is driven to unite the world around volunteering.
Why you want to work with us
Rapid Growth
: Rosterfy is a rapidly expanding company, doubling in size every year. Backed by top investors, Rosterfy is on a rocket ship trajectory, set for incredible growth and success.
Global Impact
: We are reshaping volunteering globally and have an ambitious goal to redefine what it means to be a volunteer. Work with us, and be certain that you will make an impact.
Well-liked
: with 4.5 stars on Capterra, 4.4 stars on G2, and winners of various awards, we are well liked by clients and recognised for our exceptional service and innovative solutions.
Awesome clients
: We've been the volunteer management platform for 7 consecutive Super Bowls, Lifeline, & Oxfam amongst many other happy clients across 26 countries.
Competitive salary
: We offer a competitive salary commensurate with experience and qualifications, along with comprehensive benefits.
Check out our Employee Value Proposition slide deck here
Rosterfy Employee Value Proposition
The role
We are a high-growth, VC-backed scale-up currently at ~$10M ARR. We have just secured follow-on funding to execute our most ambitious mission yet: Scaling to $25M ARR.
We are looking for a VP of Sales to be the architect of this growth. This is not a "business as usual" role. We need a "wartime" leader who can build a high-velocity, predictable enterprise sales engine that wins "whale" deals across our key regions, with a specific mandate to bring US-style SaaS rigour to our global operation. We need someone who has done it before, successfully, and has a clear track record and experience. Y
You will be in charge of the following:
1. Drive Net New ARR:
You will own the global new business number. Your primary mission is to build the engine that reliably delivers substantial growth in Net New ARR annually (New Business + Expansion), setting the pace for our journey to $25M total revenue.
2. Win North America:
This is the primary strategic priority. You will build and execute the playbook to win tier-1 US Enterprise deals (across non-profits, government, education and sporting bodies). You will bring the rigour, network, and instinct required to navigate complex US procurement cycles.
3. Transition from "Heroics" to "Process":
You will professionalise our sales motion. You will instill a repeatable, data-driven "M&M" machine (predictable, consistent, reliable). Your mantra is repeatable, predictable, scalable.
4. Expansion:
You will directly manage our Strategic Account Managers (SAMs) to drive expansion revenue within our existing enterprise base ("Back to Base" selling)
5. Forecast with Precision:
You will implement world-class Revenue Operations (RevOps) discipline. "Surprise misses" are not an option. You will own the forecast number and deliver it within +/- 10% accuracy.
Key Responsibilities:
* Global New Business Leadership:
You hold total ownership of the New ARR target (New Business + Expansion).
* Pipeline Generation & Self-Sufficiency:
You will not rely solely on inbound leads. You will build and lead a disciplined outbound engine, ensuring 4x pipeline coverage is maintained through self-generated activity, pro-active prospecting and strategic account mapping.
* North American Market Entry:
You will personally lead the charge into the US Enterprise market. You will define the ICP, refine the pitch for US buyers, and close the initial "lighthouse" deals that validate our model in the region.
* Strategic Account Expansion (Back to Base):
You will take ownership of the Strategic Account Management (SAM) function. You will shift the mindset from "renewal" to "expansion," driving structured account planning to uncover cross-sell and upsell opportunities within our largest global clients.
* Player-Coach Execution:
You are not a dashboard manager. You will be actively involved in the field—flying to meetings, leading negotiations, supporting and closing the biggest deals yourself to set the standard for the team.
* Forecasting & Data Integrity:
You will own the "Source of Truth." You will implement rigour in our CRM hygiene and forecasting methodology, ensuring the CEO and Board have a clear, accurate view of future revenue performance at all times.
* Talent Density & Coaching:
You will recruit, onboard, and retain top-tier talent. You will implement a culture of continuous coaching, raising the bar on performance management and ensuring every rep is hitting quota.
About you:
* The "Second Stage" Scaler:
You have explicitly taken a B2B SaaS company from $10M to $30M+ ARR before. You know exactly what breaks at this stage, how to build out a high performance model and how to avoid the mistakes.
* North American Enterprise Expert:
You have deep experience selling into the US Enterprise market (deals >$100k ACV). You understand US buying cycles and the competitive landscape.
* 10+ Years Experience:
With at least 3-5 years in a Head of Sales / VP level role managing global teams.
* RevOps Fluency:
You speak the SaaS language of CAC, LTV, NRR, and Funnel Velocity. You make decisions based on data, not hope.
* Warm Demanding:
You hold people to incredibly high standards (hard-core accountability) but support them in getting there. You do not accept complacency.
* Intellectually Honest:
You confront brutal facts immediately. You are transparent about challenges and do not gloss over bad news.
* Commercial Drive:
You are highly motivated by winning. You are relentless in pursuing new logos and expanding existing ones.
Please note, this role may require Regular travel to our key markets (predominantly USA, with some travel to UK)
Remuneration and Benefits Package (AUS)
* Competitive salary offering
* Generous On Target Earnings
* Employee Share Ownership Program (ESOP)
* Paid time off to participate in volunteering activities
* Referral bonuses and recognition programs