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- Shape the Future: Lead in redefining revenue optimization.
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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.
- 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.
- Represent the revenue function in M&A diligence and integration planning as appropriate.
- 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.
- 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.
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.
- 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).
- 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.
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