When a CEO wants a VP Sales to build, scale, and lead a team.

In addition to carrying their own quota...

What they're actually saying is they want you to pay your own salary.

They want someone to takeover all the hard work but don't want to pay them for it. 

I strongly advise against hybrid closer/leader roles. 

Very few exceptions to this rule.

Usually you're signing up for two jobs in one. 

Which means at best you can deliver 50% quality to each. 

Don't get tricked by a VP title if the job description also includes being an AE.

VP Sales should be helping their team close deals. 

Not competing against their team for their own deals. 

You'll hear many excuses to the contrary.

But they're always coming from a CEO who's looking for cheap labor.

This doesn't mean VP Sales should not be helping to close deals (they should).

But if they are worried about hitting their own quota in addition to getting their reps to quota, they have a direct conflict of interest and will undoubtedly have to choose where to allocate their time, and every minute spent on their own deals is a minute taken away from leading and helping their team.

No AE should have to compete with their VP Sales or wait for help while they finish working their own deals. 

If there's not enough value in adding a true VP Sales to a sales org, they just shouldn't add one.

This notion of asking someone to be a VP Sales while carrying their own AE quota is a recipe for disaster. VP Sales fail at a high enough rate when focusing on the team quota, asking them to juggle two targets only makes conditions less conducive to success for everyone. 

There's a reason sports coaches don't also run out onto the field and score touchdowns or goals, they have one job to focus on because it requires all of their attention and their team deserves their undivided attention.

Happy Selling,