Senior Vice President, Sales

This is a fully remote position, open to applicants in Canada.

📋 Description

• Co-lead the revenue strategy with the CRO, establishing a long-term vision and executing it across all customer segments and regions.

• Ensure alignment across various functions, including Sales, Product, Marketing, Customer Success, Finance, and Operations, to support growth goals.

• Design and enhance the organizational structure, coverage models, segmentation, and incentive strategies to foster a scalable go-to-market engine.

• Lead and guide the Strategic Accounts and Regional Sales leadership teams, offering unified direction and accountability for achieving quotas and customer impact.

• Promote consistency in sales methodologies, value-based selling, and pipeline management across different geographies and verticals.

• Act as an executive sponsor in high-stakes negotiations and maintain top-tier client relationships.

• Develop and spearhead a new company-wide Cross-Sell program aimed at driving expansion within the existing customer base across all product lines.

• Build and scale a dedicated cross-functional team to operationalize the program, including process design, enablement, reporting, and accountability.

• Establish KPIs and feedback loops to continuously enhance cross-sell performance and customer outcomes.

• Oversee the enterprise-wide sales forecasting discipline in collaboration with Revenue Operations.

• Provide the CRO and executive leadership with insights on pipeline health, conversion rates, and growth opportunities.

• Supervise the implementation of scalable systems, tools, and analytics to support performance management.

• Represent the CRO strategically in internal leadership forums, board updates, and external-facing events.

• Engage directly with strategic customers, prospects, partners, and industry influencers to elevate Varicent’s status as a leader in Sales Performance Management.

• Build and enhance a high-performing, inclusive revenue leadership team with well-defined succession planning and development pathways.

⛳️ Requirements

• 15+ years of progressive leadership experience in sales, revenue operations, or go-to-market functions, with a minimum of 5+ years in an SVP or equivalent-level position.

• Proven success in scaling SaaS or recurring revenue organizations from mid-stage to enterprise level (e.g., $100M+ ARR).

• Demonstrated ability to build and lead high-performing, multi-layered revenue teams, including direct oversight of VP-level leaders.

• Experience in creating and executing successful cross-sell or customer expansion strategies.

• A track record of influencing company-wide decisions and effectively partnering with cross-functional peers (Product, Marketing, Customer Success, Finance).

• Strong executive presence with experience in interactions at the board level or with investors.

• In-depth understanding of SaaS metrics, customer lifecycle economics, and enterprise sales methodologies.

• Bachelor's degree required; MBA or equivalent preferred.

• Willingness to travel (~25%) to engage with customers, team members, and key stakeholders.

🏝️ Benefits

• Innovate with Purpose: Build impactful solutions for customers worldwide.

• Join Excellence: Work in a diverse, collaborative, and innovative team.

• Shape the Future: Lead in redefining revenue optimization.

• Grow Together: Unlock your potential in a supportive environment.