Own the overall Pathfinder adoption strategy, goals, and success metrics across all business units.
Establish clear adoption KPIs, utilization benchmarks, and reporting cadences to track impact and progress.
Lead cross-functional collaboration with Sales, Product, Marketing, Training, and Trusted Advisor leadership to ensure alignment and execution.
Act as the primary “Voice of Sales and TAs” back to the Product and Development teams.
Co-facilitate the Pathfinder Syndicate (Advisory Board) to gather insights, validate strategy, and guide evolution.
Lead PF internal sales training including new hire onboarding annual certification process.
Aligns and attends RVP meetings regularly.
Own budget accountability related to Pathfinder adoption, training, incentives, and travel & engagement.
Influence prioritization and resourcing decisions related to PF adoption across the organization.
Ensure consistent, scalable processes, documentation, and enablement assets (playbooks, slide decks, demos).
Serve as the primary Pathfinder evangelist internally and externally, including executive-level presentations, events, and industry engagements.
Represent Pathfinder at major meetings, conferences, and partner events with strong stage presence and credibility.
Partner with Marketing and Product Marketing to ensure PF messaging, positioning, and storytelling are consistent, compelling, and outcome-focused.
Define and maintain the TA Pathfinder Playbook and TA-specific PF Certification program.

Proven executive leadership experience driving the adoption of platforms, tools, or enterprise solutions.
Strong strategic thinking paired with hands-on execution capability.
Exceptional executive communication, presentation, and stakeholder influence skills.
Ability to command credibility with Sales leadership, TAs, Product teams, and external partners.
Experience designing and leading training, certification, and enablement programs at scale.
Data-driven mindset with comfort owning metrics, reporting, and performance outcomes.
High visibility, high-energy leadership style with strong stage presence.
10+ years of experience in Sales, Sales Enablement, Product Adoption, Revenue Operations, Product Marketing or related leadership roles.
Demonstrated success leading cross-functional initiatives across Sales, Product, and Partner ecosystems.
Experience working with or supporting channel, partner, or advisor-led sales models strongly preferred.
Background in SaaS, platforms, or complex sales technology environments preferred.
Willingness to travel for internal leadership meetings, training, and external events.

Vice President – Pathfinder Adoption

Key skills