Vice President, Sales

About Fuel Cycle:

Fuel Cycle empowers leading organizations with agile research solutions that deliver decision-ready insights — fast, flexible, and fully integrated. As a market research disruptor, our AI-powered Insights Platform is built for speed, precision, and scale. With cutting-edge tools and seamless audience connectivity, we help brands ditch the guesswork and make smarter, customer-led decisions at lightning speed.

Why work at Fuel Cycle?

Join a high-growth team where curiosity is valued, ownership is encouraged, and your work drives real-world impact. Whether you’re based at our Los Angeles HQ, New York City hub, working remotely across the U.S., or part of our global team in India, you’ll help shape the future of decision intelligence for some of the world’s most iconic brands.

Overview:

Fuel Cycle is an AI-native SaaS market research company that puts real-time consumer intelligence at the center of enterprise decision-making. We serve Fortune 1000 brands, help business teams synthesize information at scale, and operate a proven platform with a strong and growing installed base of enterprise customers.

The company is at a genuine inflection point. A significant shift to an AI-first product strategy — including new platform capabilities and expanded solution offerings — is underway, and the commercial opportunity ahead of it is material. Fuel Cycle's platform gives enterprise buyers something genuinely new: on-demand consumer intelligence powered by AI, delivered at the speed of modern business decisions.

This is a growth mandate. We are looking for a VP, Sales who is energized by the opportunity to build — to establish a new-logo growth engine, define how Fuel Cycle goes to market, and turn a strong and evolving product into a consistent revenue machine. If you have done this before — built pipeline, developed a high-performing team, and won enterprise deals through commercial insight rather than feature pitches — this role was designed for you.

Reporting directly to the CEO, the VP, Sales will own the sales function end-to-end: strategy, team, pipeline, and quota attainment. This leader will present to the board quarterly, partner closely with the Chief Strategy Officer on GTM direction, and serve as the primary commercial voice at the leadership table.

Location: New York, NY

Work Arrangement: This is an onsite role requiring five days per week in the office.

Sales Philosophy at Fuel Cycle

The CEO has adopted the Challenger Sale framework as the company's go-to-market philosophy. The sales team currently operates on SPICED (Situation, Pain, Impact, Critical Event, Decision). These frameworks are complementary: SPICED governs discovery structure and deal lifecycle; Challenger governs differentiation and how the team teaches customers to see their problem differently. The VP, Sales will lead the team's execution of this methodology — coaching, reinforcing, and modeling the behaviors that make it work in practice.

• Teach — Reframe how buyers think about research ROI and AI-native intelligence

• Tailor — Navigate 5–12 person buying committees across Insights, Product, Procurement, IT & Finance

• Take Control — Drive the buying process forward with commercial insight, not feature demos

Key Responsibilities:

Sales Strategy & New Logo Growth

• Own and exceed annual quota — with full accountability to the CEO and board.

• Build and execute a go-to-market sales strategy grounded in insight-led selling: commercial insight → reframe → consensus-building → close.

• Diagnose and rebuild the top-of-funnel: redefine the ICP, sharpen outbound motion, and establish a pipeline generation engine capable of producing consistent new-logo opportunities.

• Define the ICP, sharpen outbound motion, and build a pipeline generation engine capable of producing consistent new-logo opportunities at enterprise scale.

• Develop sales playbooks and competitive positioning that lead with insight, not product features — equipping the team to challenge how enterprise buyers think about market research and AI.

• Develop territory design, headcount plans, and sales operating budgets in partnership with the CEO and Chief Strategy Officer; present pipeline, forecast, and strategy at quarterly board meetings.

• Leverage Fuel Cycle's Insight-Lab capability to generate commercial insights — industry analyses, consumer data, and thought leadership that open doors and reframe buyer conversations.

• Stay current on Fuel Cycle's AI-first product evolu