Vice President – Commercial Strategy

This is a fully remote position, open to applicants in Arizona, +28 more states.

📋 Description

• Take ownership of the Commercial Architecture.

• Design and refine the go-to-market structure, coverage model, territory strategy, and segmentation framework as the merged organization grows. Collaborate with the CRO to lead annual GTM planning, quota design, headcount modeling, and territory allocation. Make scaling decisions at every revenue inflection point through $1B and beyond.

• Establish the Revenue Operating System.

• Manage Salesforce as the commercial system of record, ensuring a unified data model, object governance, and integration oversight across the combined organization. Lead the Salesforce unification initiative targeting a go-live date of February 1, 2027. Oversee the BI and analytics stack. Drive governance of the tech stack across CPQ, sales engagement, and conversation intelligence tools.

• Design and Manage Compensation.

• Develop and oversee five compensation plans that encompass all selling motions, including quota, OTE, accelerators, ramp structures, and variable mechanics. Lead the annual compensation planning cycle. Manage attainment tracking and compensation governance. Ensure all plans undergo legal review, are clearly communicated, and consistently administered prior to the April 1 go-live.

• Propel Commercial Transformation.

• Lead the commercial integration program master project plan across all workstreams, reporting directly to the CRO and CMO. Own the sales enablement framework, encompassing new hire onboarding, comprehensive value proposition training, role-specific playbooks, and the design and delivery of Sales Kickoff. Facilitate cultural integration throughout the combined organization.

• Expand the Team and the Function.

• Build and lead a commercial strategy organization of 12–15 members across Revenue Operations, Revenue Performance, Compensation, Commercial Strategy, and Enablement. Evaluate and enhance the team. Design the long-term evolution of the function as revenue approaches $1B and beyond.

⛳️ Requirements

• Proven leader in commercial systems with over 12 years of progressive experience in sales leadership, commercial operations, revenue operations, or GTM strategy within complex B2B environments.

• Extensive experience leading quota-carrying teams, with a clear understanding of the responsibilities involved in managing performance against targets.

• Direct experience in Salesforce strategy, governance, and large-scale commercial systems initiatives, having owned the data model rather than merely administering the platform.

• Expertise in compensation plan design and full-cycle ownership, having designed, launched, and iterated on plans for various selling roles in a complex commercial setting.

• Proven sales enablement program design experience, having created and delivered onboarding and value proposition training programs while measuring their impact on ramp speed and productivity.

• An AI-native mindset, approaching process design with AI as a foundational principle and reimagining commercial workflows through AI tools.

• Demonstrated success in influencing executive stakeholders and driving organizational change at scale within a combined or matrixed organization.

• Experience with post-acquisition or commercial integration, having led or played a senior role in merging two commercial entities.

• Background in industrial technology, manufacturing, engineering, supply chain, or technically complex B2B environments, with catalog, MRO, or custom manufacturing sales motions being a significant advantage.

• Experience in multi-motion sales organizations, having designed operating systems for entities managing enterprise named accounts, commercial territory, and inside sales motions simultaneously.

• A builder mindset, with a track record of building or scaling significant initiatives rather than merely operating or advising, along with demonstrable outcomes.

• High say:do ratio, characterized by swift action, commitment fulfillment, and the ability to operate with both urgency and accuracy.

🏝️ Benefits

• Competitive medical, dental, and vision insurance.

• 401K plan.

• Monthly Virtual Work stipend for expenses such as food, internet, travel, pet care, and health and wellness.

• Annual Education stipend.

• Parental leave programs.

• Paid volunteer days.

• Onboarding setup that includes a standing desk, laptop, monitor, and chair, along with a stipend for additional ergonomic items like headphones or blue light glasses.

• And much, much more!