Dear SaaStr: How Do I Become a VP of Sales Within 18 Months?
The very best folks I’ve ever worked with have done it in 5 years. From new rep to VP of Sales. That’s the fastest. More on why here:
Here’s how to make the leap:
#1. Be A Truly Top Rep First
If you’re not already a top-performing AE or SDR, you need to become one immediately. Crush your quota, understand the sales process inside and out, and learn what it takes to close deals consistently. You can’t lead a team if you haven’t proven you can sell yourself. If you’re already there, great—keep building on it. Every great VP of Sales I’ve worked with was a top 5% rep when they were an individual contributor.
Watch Matt Plank’s story. He went from first rep at Rippling to … CRO:
#2. Start Being an Informal Leader Now
Even if you’re not in management yet, act like you are. Help your peers improve. The best do this, especially when not asked. Other folks on the sales team start to come to them for help and ideas. Volunteer to mentor new hires. Share best practices. Show your current leadership team that you’re already operating at the next level. The best VPs of Sales don’t just manage—they recruit, coach, and elevate their teams.
#3. Learn to Recruit Top Talent. This is Hard. Start Now.
One of the most critical skills for a VP of Sales is the ability to hire and build a team. Start building your network now. Identify top reps you’d want to work with in the future. If you can bring 2-3 A-players with you when you step into a leadership role, you’ll immediately add value. Until you can do this, you aren’t ready.
#4. Understand the Metrics That Really Matter. Not Just Your Quota.
A VP of Sales lives and dies by the numbers. Learn how to forecast accurately, manage pipeline, and hit targets. Understand the key metrics that drive sales success—ARR growth, quota attainment, lead conversion rates—and be ready to speak to them confidently.
#5. Push for a Management Role ASAP. Any Management Role.
To become a Stretch VP in 18 months, you need to start managing a team now. If your current company isn’t giving you that opportunity, you may need to move to a smaller or different startup where you can step into a leadership role earlier. Step up as a manager. Or go from manager to director. Stair step it.
#6. Become a True, Deep Product Expert. Don’t Cut Corners Here.
A great VP of Sales knows the product inside and out. You need to understand the top use cases, customer pain points, and objections. If you can sell the product better than anyone else, you’ll gain credibility with both your team and your leadership.
#7. Align Yourself with the Right CEO or Founder
If you’re aiming for VP of Sales, you need to work for a CEO or founder who believes in you and is willing to take a chance on you. Build a strong relationship with them, and make sure they see you as someone who can scale with the company. If they don’t, you may need to find a new opportunity where you can grow faster.
#8. Deliver Results Quickly, With Zero Drama. Again and Again and Again.
When you step into a leadership role, you need to make an impact fast. Within 30-90 days, you should be improving pipeline metrics, closing more deals, and showing tangible progress. If you can’t deliver results quickly, you won’t last long in the role. And end any excuses or the blame game right now.
#9. Be Ready to Stretch, But Don’t Skip Steps
It’s possible to accelerate your path to VP, but skipping too many steps can backfire. If you haven’t managed a team, recruited top talent, or scaled a sales process, you’ll struggle as a VP. Make sure you’re building the skills you’ll need to succeed at the next level.
#10. Be Relentless
The path to VP of Sales is tough, and you’ll face setbacks along the way. But if you’re relentless, always learning, and consistently delivering results, you’ll get there. It’s not about being perfect—it’s about being the person who never gives up.
