About

What You'll Do:

Enterprise Revenue Leadership 

• 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. 

Strategic Accounts & Regional Sales Oversight 

• 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. 

Cross-Sell Strategy Ownership 

• 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. 

Forecasting, Performance, and Operational Excellence 

• 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. 

Executive Representation & Thought Leadership 

• 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. 

• Represent the revenue function in M&A diligence and integration planning as appropriate. 

Talent, Culture & Leadership Development 

• Build and strengthen a high-performing, inclusive revenue leadership team with clear succession planning and development pathways. 

• Foster a culture rooted in Varicent’s values—Be Bold, Be Curious, Be Kind—while driving accountability, innovation, and measurable outcomes. 

• Lead organizational change management initiatives to evolve the revenue team structure as the business grows. 

What You'll Bring:

• 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. 

Success Factors: 

In the first 3 months: 

• Establish trust with CRO and executive leadership team. 

• Assess current GTM and revenue operations maturity. 

• Design and begin implementation of the Cross-Sell program and define enterprise-level KPIs. 

By 6 months: 

• Deliver forecast accuracy and improved visibility across Strategic and Regional Sales segments. 

• Demonstrate early results and traction from Cross-Sell initiatives. 

• Launch integrated planning cycles with key stakeholders (Marketing, Product, Customer Success). 

Beyond 6 months: 

• Deliver sustained growth through cross-sell, upsell, and new logo acquisition. 

• Create leadership continuity plans and strengthen organizational depth. 

• Lead ongoing evolution of revenue strategy to support Varicent’s long-term scale.