Senior Vice President, Sales

Role Overview

• Co-lead revenue strategy alongside the CRO, defining long-term vision and execution across all customer segments and regions.
• Ensure cross-functional alignment between Sales, Product, Marketing, Customer Success, Finance, and Operations to support growth objectives.
• Design and optimize organizational structure, coverage models, segmentation, and incentive strategies to support a scalable go-to-market engine.
• Lead and mentor the Strategic Accounts and Regional Sales leadership teams, providing unified direction and accountability for quota attainment and customer impact.
• Drive consistency in sales methodologies, value-based selling, and pipeline management across geographies and verticals.
• Serve as executive sponsor in high-stakes negotiations and top-tier client relationships.
• Develop and lead a new company-wide Cross-Sell program focused on 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 refine cross-sell performance and customer outcomes.
• Own enterprise-wide sales forecasting discipline in partnership with Revenue Operations.
• Provide the CRO and executive leadership with insight into pipeline health, conversion rates, and growth opportunities.
• Oversee implementation of scalable systems, tools, and analytics to support performance management.
• Act as a strategic representative of the CRO in internal leadership forums, board updates, and external-facing events.
• Engage directly with strategic customers, prospects, partners, and industry influencers to advance Varicent’s position as a leader in Sales Performance Management.
• Build and strengthen a high-performing, inclusive revenue leadership team with clear succession planning and development pathways.

Requirements

• 15+ years of progressive leadership experience in sales, revenue operations, or go-to-market functions, with at least 5+ years in an SVP or equivalent-level role.
• Demonstrated success scaling SaaS or recurring revenue organizations from mid-stage to enterprise (e.g., $100M+ ARR).
• Proven ability to build and lead high-performing, multi-layered revenue teams, including direct oversight of VP-level leaders.
• Experience creating and implementing successful cross-sell or customer expansion strategies.
• Track record of influencing company-wide decisions and partnering effectively with cross-functional peers (Product, Marketing, Customer Success, Finance).
• Strong executive presence with experience in board-level or investor-facing interactions.
• Deep 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.