VP of Sales and Marketing

The Vice President of Sales and Marketing is a critical role within Test Double, focused on developing and executing the strategy to expand our contributions to the industry.

Help Us Fix How the World Builds Software

Test Double is seeking an exceptional Vice President of Sales and Marketing to lead our next phase of growth. This is a unique opportunity to shape the go-to-market strategy for a mission-driven consultancy known for delivering great software and building great teams.

About Test Double

Our Mission:

Software is broken, but it can be fixed. We improve how the world builds software by providing hands-on, pragmatic consulting that helps technology leaders achieve business value through maintainable software at a sustainable pace. 

Who We Are:

• 100% employee-owned software consultancy (ESOP)

• Experts in custom software development, product, data engineering, infrastructure, and AI

• Known for remediating some of the most challenging legacy systems into software that lasts

• Remote-first culture focused on craftsmanship and continuous improvement
  
  

The Opportunity

We're looking for a strategic leader to develop and execute our go-to-market strategy, growing new revenue from $7.3M (2024) to $10M+ annually. Unlike many firms with a marginal delivery arm, this opportunity will allow an exceptional sales and marketing leader to pitch clients on services they can stand behind with our exceptional consultants. This role uniquely combines building new capabilities while enhancing existing ones.

Current State:

• Established brand and thought leadership presence

• Staff of over 100 exceptional consultants who are leaders in software development, product management, data engineering, infrastructure, and AI

• Director of Marketing driving brand, content, campaigns, and marketing analytics

• Organic and paid inbound lead generation are fueling slower growth than desired

• Clear understanding of the addressable market, our ideal customer profile, and the events that spark purchasing decisions

• Need: Strategic sales leadership and scaled outreach

Your Mission:

• Transform our consultative sales approach from founder-led to predictable and successful at scale

• Elevate our marketing approach from good to exceptional, driving in consistent leads

• Expand awareness of Test Double as the premier choice for transformative software initiatives among prospects with legacy software issues

• Build and lead a world-class revenue team while maintaining our culture
  
  

Your Contributions

Sales Leadership & Execution (60%)

• Own end-to-end sales strategy and execution resulting in $10M+ annual new revenue

• Initially serve as hands-on sales leader, shaping and closing sales opportunities for new clients while building the playbook

• Expand Test Double’s brand awareness among our ideal customer profile within specific industries (healthcare, fintech, automotive, energy, etc…) and enterprises through direct contributions or key hires

• Develop consultative sales process resulting in faster time to close and increased close rate

• Build strategic relationships with technology leaders at target accounts

• Develop and execute an effective account-based marketing strategy  for enterprise targets

• Deliver initial success leading to the opportunity to scale from individual contributor to team leader within 18 months

• Partner with delivery teams to ensure seamless transition to delivery
  
  

Marketing Strategy (40%)

• Lead the Director of Marketing via a direct report relationship  to create an integrated demand generation strategy

• Amplify the reach of our thought leadership in software development, infrastructure, and product management

• Develop the overall full funnel strategy for driving in new revenue streams, leveraging proven and innovative techniques for inbound and outbound marketing

• Optimize marketing efforts to deliver at least 15 qualified inbound monthly leads from marketing sources

• Ensure strong presence in traditional and AI-assisted search

• Develop metrics-driven approach to marketing and sales ROI yielding year over year improvement in leads, close rate, deal size, and lifetime value

Strategic Leadership (Ongoing)

• Contribute to the overall  business strategy across multiple functional areas

• Collaborate with the Board of Directors on important issues in sales and marketing

• Work closely with delivery teams, our clients, and Test Double leadership to identify new service offerings

• Affirm and expand a culture of data-driven decision making

• Attract and develop top sales and marketing talent as needed to achieve our goals

• Champion Test Double's mission and values in all activities
  
  

What We’re Looking For

Required Experience

• 10+ years progressive leadership roles across B2B sales and marketing 

• Proven track record of achieving $15M+ in annual services revenue

• Hands-on experience closing complex consulting deals ($500K+)

• Team building success in scaling from 1 to 5+ person revenue teams across sales and marketing

• Software industry background (consulting, professional services, or SaaS support)

Critical Competencies

• Consultative selling expertise with technical audiences at the c-suite and VP level

• Modern marketing technology, customer journey, and automation proficiency

• Data-driven approach to pipeline and funnel optimization

• Ability to navigate ambiguity of imperfect attribution metrics

• Experience selling transformative engagements over staff augmentation

• Strong network within technology leadership community

Leadership Qualities

• Low ego, high EQ approach to leadership

• Player / coach who is comfortable with autonomy and accountability

• Mission-driven and values-aligned

• Collaborative over authoritative

• Energy and optimism in face of challenges

Preferred Qualifications

• Experience communicating on complex topics with both technical and non-technical audiences

• Led the creation and successful execution of strategic sales and marketing plans

• Comfortable thinking in the open via compelling thought leadership content and defining strategies for practitioner-led thought leadership to drive sales

• Able to leverage uncertainty and doubt as motivation, using it to drive change and improvement
  
  

Success Metrics

First 90 Days

• Conduct a comprehensive assessment of the current state of sales and marketing at Test Double, focused on opportunities for improvement that will improve the quantity of prospect opportunities, close rate, and deal size over the next 90 days

• Close at least 3 new accounts from inbound opportunities or from individual network

• Develop high level go-to-market strategy for the duration of 2025 and present to executive leadership and the board of directors

• Establish the process for closing sales opportunities at Test Double and ensure it’s being adhered to by all involved in sales calls

Year One

• Assist Test Double in achieving $7M in new revenue in 2025, within our current profitability goals

• Increase inbound prospect opportunity conversion by 10%

• Sign transformative engagements with at least two enterprise accounts

• Develop the strategic plan for demand growth in 2026, within financial constraints of the business

• Reinforce Test Double’s position as the pragmatic partner for AI adoption, leading to at least one seven figure AI focused solution delivered within 2026

Year Two+

• Scale the business to $10M or higher in annual revenue from new business within 2026

• Build out a team of sales and marketing (likely 5 or more individuals) who are effective in scaling revenue growth beyond $10M

• Achieve 40% or more of total revenue from solutions based engagements over capacity additions

• Establish a 3 year plan for growth in scale with close collaboration of the executive team
  
  

What We Offer

Compensation

• Base Salary: $180,000 - $250,000 based upon capabilities and experience

• Incentive: Unlimited commission on new revenue

• Equity:  Immediately eligible for the company ESOP, estimated to be at least a 6 figure balance within 5 years

Our Difference

• Mission-driven environment improving the software industry

• Collaborate with leaders and exceptional consultants within the industry

• Propel the impact and trajectory of an already successful growing company

• Embrace the value and mindset of ownership via the company ESOP

• Balance of autonomy and support for a driven and adaptable leader

Benefits

• Remote First - Work from anywhere, travel required for critical client and company functions
• Time off: 5 weeks flexible time off (vacation and sick time) + 10 Paid Holidays, 2 week sabbatical after 5 years
• Company Ownership: ESOP Employee stock ownership program - Test Double is 100% employee owned
• Family Support: 8 weeks paid parental leave at 100% of salary, plus additional unpaid
• Retirement: Company Contribution of 3% of salary to (401k)
• Continuing Education: 1 week of conference attendance (and up to $3,000 of expense)
• Health: Premium health/dental/vision insurance (80-100% covered)
• New computer hardware purchase every 3 years
• Co-working space reimbursement (1/2 rent up to $500 monthly)
• Company-wide in-person retreat every ~2years
• Short and Long Term Disability
• Life Insurance
  
  

Transform the Software Industry

If you're excited about building something meaningful while growing a sustainable business, we want to hear from you. This role offers the rare combination of strategic impact, hands-on execution to grow new revenue, and the chance to shape an industry.