Remote within the United States (Washington, D.C. metropolitan area preferred), with approximately 25-40% travel to meet with clients and partners and attend industry events | Reports to: Chief Executive Officer | Type: Full-time, executiveThe OpportunityThis is a builder-operator seat at the start of the practice's expansion phase. The Commercial Practice has proven its model in its first verticals, and the mandate now is the continued buildout across critical infrastructure sectors: maritime, the defense industrial base, energy and oil and gas, healthcare, and adjacent regulated markets, where a multi-year regulatory cycle is driving sustained compliance and resilience investment. You will inherit a commercial operating system that already works: a governed CRM with published pipeline discipline, a documented commission plan and quota architecture, a delivery organization led by a highly credentialed VP of Commercial Services, account executives in ramp, national distributor agreements in flight, and playbooks that make the whole thing teachable. Your job is to scale it: own the commercial P&L, grow the team, land flagship accounts personally, expand the sector footprint, and turn four revenue engines into a durable, multi-million-dollar practice.
What You Will Own- The commercial P&L end to end: the annual revenue plan, pricing authority, and margin discipline on a fixed-fee services model.
- Go-to-market across four revenue engines: vertical compliance advisory, a workforce training academy, professional certification training, and channel mid-market through national technology services distributors.
- Sector expansion strategy across critical infrastructure, including which markets to enter, in what order, and with what offer architecture.
- Direct selling. This is a player-coach role: you will personally carry strategic pursuits in the $50,000 to $500,000 consultative range while building the machine around you.
- Team leadership and growth: a VP of Commercial Services, account executives, and the hiring plan to expand the team as revenue supports it.
- Sales compensation and quota administration under the company's commission plan, including publication of annual participant schedules.
- Partnerships: training and certification partners, technology alliances, and the distributor channel from onboarding through first sourced revenue.
- Pipeline governance and forecasting in HubSpot, with a monthly operating cadence and direct forecast accountability to the CEO.
- Marketing and market presence: content-led inbound, executive visibility, industry events, and thought leadership across priority sectors.
What Success Looks Like in Year One- The commercial revenue plan is delivered and the annual quota architecture publishes on schedule.
- Flagship accounts are landed and expanding in priority critical infrastructure sectors ahead of active regulatory deadlines.
- At least one new sector lane is opened with a validated offer and first closed revenue.
- The distributor channel produces its first sourced, closed revenue.
- The account executive team is larger, ramped, and hitting published quota.
- Delivery margin and client referenceability hold as volume grows, in partnership with the VP of Commercial Services.
What You BringRequired:- Twelve or more years of B2B services revenue leadership, including five or more owning a practice, business unit, or P&L.
- Domain depth in cybersecurity, compliance, or GRC services, and fluency selling into regulated industries.
- A builder's track record: you have stood up or materially rebuilt a go-to-market system, including CRM governance, compensation plans, quota architecture, and sales playbooks, not just operated one you inherited.
- Personal enterprise selling ability in complex, consultative services deals, with executive-level relationship craft.
- Channel experience, ideally with technology services distributors or agent ecosystems.
- Executive communication that works in the boardroom and in the field: clear, direct, and grounded in operational reality.
Preferred:- Experience in M&A or private equity environments: transaction advisory, cyber due diligence, portfolio company operations, or value-creation roles.
- Experience serving or selling into the legal sector, or partnering with law firms on regulatory and transaction-driven work.
- A network in maritime, ports, energy, or other critical infrastructure sectors.
- Familiarity with the compliance readiness and advisory market across federal and industry frameworks.
- Experience operating on EOS or a comparable structured operating system.
- Military or veteran background welcomed.
Compensation and BenefitsBase salary plus performance incentives through the company's executive incentive structure and function-based selling commission when acting as the seller of record under the commercial commission plan, along with a comprehensive benefits package including medical, dental, vision, 401(k), and PTO. Final compensation will be determined based on experience, qualifications, and other relevant factors.
How to ApplySubmit a resume and a short note on the commercial system you are proudest of building to onezerollc.applicantpro.com/jobs/. Candidates advancing to interviews will meet the CEO, the VP of Commercial Services, and members of the executive team.
