Own commercial segment revenue, including new ARR, expansion, and renewals.
Develop and execute a scalable SaaS sales strategy aligned to company growth goals.
Drive pipeline generation, forecasting accuracy, and predictable revenue outcomes.
Partner with Marketing on demand generation, ICP definition, and conversion optimization.
Establish pricing, packaging, and discounting frameworks aligned with SaaS unit economics.
Build, lead, and scale a commercial sales organization, including sales leaders, Account Executives, and SDR teams.
Define territories, quota models, and compensation plans that align with ARR, retention, and expansion goals.
Coach leaders and reps on modern SaaS sales motions (land, expand, multi-product, value-based selling).
Foster a culture of accountability, performance, and continuous improvement.
Partner with Customer Success to drive adoption, retention, expansion, and net revenue retention (NRR).

Bachelor’s degree required; MBA or advanced degree preferred.
15+ years of SaaS sales experience with at least 5+ years in senior sales leadership roles.
Proven success building and scaling SaaS commercial sales teams in a recurring-revenue environment.
Strong understanding of SaaS metrics including ARR, ACV, LTV, CAC, churn, and NRR.
Experience selling mid-market or commercial SaaS solutions with complex or consultative sales cycles.
Demonstrated ability to partner effectively with Product, Marketing, Customer Success, and Finance.
Experience in high-growth or transformation environments strongly preferred.

Vice President – Commercial Sales

Key skills