VP, Revenue

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

📋 Description

• Enhance and implement the revenue strategy across new business initiatives, professional services, growth, and client retention.

• Take ownership of performance metrics including new ARR, professional services revenue, net revenue retention, gross churn, and expansion efforts.

• Lead and nurture a high-performing team specializing in sales, account management, and growth of the installed base.

• Provide on-the-ground coaching through direct engagement with customers and partners.

• Manage the global partner strategy within the Microsoft ecosystem, focusing on SIs and ISVs, including joint pipeline and revenue goals.

• Strengthen existing partner relationships and forge new strategic alliances.

• Facilitate executive-level discussions in complex partner-driven sales scenarios.

• Navigate shared account ownership, partner-held customer relationships, and competing priorities effectively.

• Oversee professional services as both a revenue stream and a catalyst for growth.

• Formulate pricing and packaging strategies that integrate software and services.

• Establish repeatable service attachment strategies for both new business and the existing customer base.

• Spearhead net-new customer acquisition through both direct and partner-led channels.

• Propel pipeline growth and market expansion, particularly in Europe.

• Scale revenue operations via accurate forecasting, compensation design, and established processes.

• Incorporate customer and partner insights into product priorities using retention, adoption, and win-loss analytics.

• Develop commercial incentives for SIs and resellers to broaden Binary Stream's presence.

• Manage customer retention and growth through renewals, upselling, cross-selling, and expansion of services.

• Address executive escalations regarding strategic accounts and partner disputes.

• Report directly to the President & CEO.

⛳️ Requirements

• Over 10 years of experience in B2B software sales.

• More than 5 years of experience leading teams of 15 or more in organizations with revenues exceeding $20 million.

• Proven experience carrying a quota as an account manager.

• Direct experience working with channel partners, including SIs, resellers, alliances, or other strategic partners.

• Solid understanding of partner-led growth models and the dynamics of ISVs and SIs.

• A successful track record of expanding existing partner relationships, establishing new partnerships, and driving revenue growth through partner ecosystems.

• Experience in pricing, packaging, and selling software and professional services in tandem.

• Background in building or leading renewal, upselling, cross-selling, or inside-sales initiatives.

• Experience in leading both new business and post-sales functions, with direct accountability for retention and net revenue retention.

• Familiarity with ERP or related business software serving mid-market and enterprise clients.

• Insight into the Microsoft partner ecosystem and Dynamics channel is highly advantageous.

• Strong knowledge of SaaS metrics, forecasting, CRM best practices, and revenue operations.

• Experience utilizing Microsoft Dynamics 365 or Salesforce.

🏝️ Benefits

• Revenue growth bonus targeted at 20-30% of base salary.

• Annual performance-based bonus.

• Four weeks of paid vacation.

• Comprehensive health and dental benefits.

• Health and personal spending accounts.

• Professional development funds.

• RRSP program.

• Stock options.

• Collaborative and supportive leadership team.

• Commitment to an equal opportunity and inclusive workplace.