15+ years of leadership experience in sales or revenue operations, with 5+ years in an SVP role.
Proven experience in scaling SaaS or recurring revenue businesses (e.g., $100M+ ARR).
Strong track record of building and managing high-performing revenue teams, including VP-level leaders.
Experience in executing successful cross-sell or customer expansion strategies.
Influential in company-wide decisions and adept at cross-functional collaboration.
Established executive presence suitable for board and investor interactions.
In-depth knowledge of SaaS metrics and enterprise sales methodologies.
Responsibilities
Co-lead revenue strategy with the CRO, defining vision and execution for all customer segments and regions.
Ensure alignment between Sales, Product, Marketing, Customer Success, Finance, and Operations for growth objectives.
Optimize organizational structure and incentive strategies to support scalable go-to-market operations.
Lead Strategic Accounts and Regional Sales teams, ensuring accountability for performance.
Drive consistency in sales methods and pipeline management across regions and industries.
Serve as executive sponsor in high-value negotiations and relationships with key clients.
Develop and own a cross-sell program to drive expansion within existing customers.
Benefits
Opportunity to shape the overall revenue model and go-to-market strategy.
Role has significant influence across Sales, Marketing, Product, and Customer Success teams.
Leadership development opportunities within a high-performing team.
Engagement with top-tier clients and strategic partners at industry events.
Potential to drive measurable business outcomes in a pivotal executive position.
Full Job Description
As the Senior Vice President, Revenue Strategy, you will act as a key executive leader and strategic advisor to the Chief Revenue Officer. You will oversee Strategic Accounts, Regional Sales, and lead the creation and execution of a company-wide Cross-Sell strategy. In this role, you will be responsible for shaping Varicent's overall revenue model and go-to-market effectiveness, driving cohesion across teams, and establishing the foundation for scalable, repeatable growth. This role serves as a unifying force across Sales, Marketing, Product, and Customer Success-ensuring every part of the customer journey is optimized to deliver value, retention, and expansion.
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.
